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Actual for You - Off-Target Marketing - The Anti-Cold-Call For B2B Salespeople
There is an old saying: “The first thing to do when the audience goes to sleep is to prod the speaker.” Most presentations are not intense enough. The average audience is lulled to sleep by droning mon
Over the past 25 years I have witnessed many trends, methodologies and conceptual models come and go in the learning industry. But If I had a crystal ball and could look into future, I be willing to
This is the general theme of Rick Spence's idea for off-target marketing. If you're a salesperson, don't aim for the target; aim beside the target.
Rick Spence is a writer for Profit Magazine and in his latest article he describes an idea for B2B selling wherein you don't cold call your prospect. Rather, you use Seth Godin's mantra of permission marketing and take it to a different level.
Corporate executive decision makers don't want to be bothered by cold callers. So, Rick's strategy is to get prospects to agree to meet with you by first being referred to them by, for example, the prospect's secretary. Cold calling an executive is difficult because you need to go through the various gatekeepers and their guards are constantly up. But cold calling the secretary should be quite
An Outsourcing Company should be focused on providing complete outsourcing solutions and services worldwide that meet client requirements and budget needs. A good outsourcing company must be capable of
Rick Spence is a writer for Profit Magazine and in his latest article he describes an idea for B2B selling wherein you don't cold call your prospect. Rather, you use Seth Godin's mantra of permission marketing and take it to a different level.
Corporate executive decision makers don't want to be bothered by cold callers. So, Rick's strategy is to get prospects to agree to meet with you by first being referred to them by, for example, the prospect's secretary. Cold calling an executive is difficult because you need to go through the various gatekeepers and their guards are constantly up. But cold calling the secretary should be quite
Remember the Whack-a-Mole game? For many organizations, the end of the fiscal year is prime season for Whack-a-Mole. In case you aren't familiar with it, Whack-a-Mole is a children's arcade game where
Corporate executive decision makers don't want to be bothered by cold callers. So, Rick's strategy is to get prospects to agree to meet with you by first being referred to them by, for example, the prospect's secretary. Cold calling an executive is difficult because you need to go through the various gatekeepers and their guards are constantly up. But cold calling the secretary should be quite
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Once getting through to the secretary, or whoever it is that you speak to, the trick is to get your marketing material in friend of the prospect via a referral from her. That way, you get the referral, and the prospect gets your marketing material in his hands before you ask for a meeting – all without a single cold call to the prospect.
You seek referrals from other points of contact within the company of the prospect that you target. That's why Rick Spence calls it "off-target marketing." I like to call it "the anti-cold-call." It's a selling technique and it
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