Animals
mark their territory to help keep competitors away. I think it also
helps to remind the hunted (prospects) they may be dinner someday.
In
business we also mark our territory – by letting folks know who we
are and what we offer.
How?
Tell
them.
Show
them.
Remind
them.
Tell
them on your website and blog about your capabilities and what you
offer.
-No Website? No Blog? No Business!
Show
them your results through recommendations
and stories/articles from the client's point of view – how they
benefited from your work.
-
How do you get recommendations? Ask!
Remind
them by always
leaving something of value with them whenever you 'touch' them –
which includes your contact information.
-
Who you are, how to reach you, where to learn more (website/blog),
and
a bookmark for what you offer (tag line or catchphrase).
Mark
your territory by being visible – even when out of sight - and
findable, while familiarizing your prospects on your capabilities
and results.
One
final point:
Never!!!
go to a meeting naked – no business cards; no handout, no nametag.
Marking territory is full time work.
Sales
Lab’s Rainmaker
series returns to the Capital
Technology Management Hub, Tuesday, September 13th
with 300 seconds of MarkYour Territory.
The featured CTMH speaker will be Professor
Steve Gladis, author of The
Agile Leader.
Come join us!
The
previous Rainmakers:
Rainmaker
# 6 - Networking
– Are you Being Served?
Rainmaker
# 5 – Start
With An Offer
Rainmaker
#4 – Time,
Talent, and Treasure
Rainmaker
#3 – Process
to Purchase
Rainmaker
#2 – The
Nametag
Rainmaker
#1 - Gifts
At a group meeting, a valuable handout beats an attempted pitch every time. It's faster and lasts longer.
ReplyDeletePhase 2, an open source company, was handing out wine openers. After a year, I still have their website displayed in my kitchen.
Jack's and Dick's handouts set the standard for speakers. At a speech Jack gave, he handed out a brochure that was an outline of his speech, with graphics, and suggestions for the audience that extended his great talk into your own business. Best handouts I've ever seen and I go to a lot of presentations. Way better than just a copy of Powerpoint slides.
ReplyDeleteThank you Carol!
ReplyDeleteA short time ago (as I am young) a mentor explained that when he was a lad, when the lights went out he was told to go to sleep. That was the day I stopped using PowerPoint.