Here’s how to get a better grasp of what’s involved in getting yourself organized, up and running, and ready to compete.
Begin by answering these questions:
- Define what you do
- What line of work is your company involved in?
- What is your product /service?Which fields / industries does your business appeal to?
- Which companies would you initially target?
- Is your business Local / Regional / National / International?
- What are the titles of people you want to contact?
- How do you find them?
- Your CRM (Customer Relationship Management program)?
- List Providers? Directories? Other?
- Do you need to engage one person or more team members, decision makers or influencers?
- How do you find them?
- What do you say to them?
- Are you prepared with Simple Scripts or Talking Points?
- Do you understand their challenges / what they are trying to accomplish in their positions?
- What are your solutions? How do you help people’s businesses?
- What value do you bring?
- What’s your Marketing Strategy?
- How do you plan to reach out to your prospects?
- Phone, Email, Social Media, Direct Mail?
- Some/all of the above?
- Are you prepared with everything you’ll need, at your fingertips to start prospecting for new business?
- Phone, Email, Social Media, Direct Mail?
- How do you plan to reach out to your prospects?
Reviewing these questions (and your answers) will help you have a more thorough understanding of how to successfully navigate the Business-to-Business Landscape.
Now you are ready to tackle the next step:
- List Building - Identifying your target audience
- Writing your Sales Story - knowing what to say
- Making contact - Getting the conversation started