To recap: Our very own Sales Director has kindly offered to do a series of 3 blog posts on this topic. Miles has worked in a variety of sales roles from Drambuie to large car companies, and before coming to QAccounting was a self-employed Consultant himself. We hope you find his pointers easy to implement and worthwhile.
Putting the Plans you made into action
But where do you start? What do you start with and what if you choose the wrong path to start on?
I would suggest you need what I call the 10 by 10; find 10 things that will each give you 10% return – 100% is far better than a couple of strategies that give you 20%.
You may end up being 6 by 6, however the key is to work different lead generation strategies at the same time. It’s all about activity, but the right activity. Then follow up, follow through, and keep the momentum going.
Record results on your excel planner, test and measure….. ask yourself… what do I need to START, what do I need to consider STOPPING, what will I CONTINUE with?…..it’s called the Start, Stop, Continue.
Be the boss, demand results from yourself, and please don’t live in denial.
Here are some lead generation strategies:
- List out potential companies you want to work for and find out who the influencers are in that company (direct and indirect). Or someone that knows someone …….find a name, a way in; don’t send your CV to ‘info@…’ Find a name; you’ll need that to build a relationship.
- Consider the agencies in the market and sector that handle the role, or the companies, you are looking for. Again as above find the ‘name’, avoid a general ‘enquiries@…’ email. Build the relationship.
- Offline networking events. Attend events where you might find influencers or people that can lead you to a role. Consider trade bodies and groups that may be trusted advisors.
- Online networking. Find groups that are online. Get access to them and begin to participate. Don’t sell in groups or appear needy. Your best chance of success is to help others….. this is called earning Social Capital. Human nature dictates if you help someone, subconsciously, they are inclined to help you in return. So be a giver, not a receiver. You’re the expert so give away your valuable advice.
- Open up contacts in outlook/Mac and your LinkedIn connections. Talk to them, tell them what you are doing (this is why you plan as you need to tell them what you’re looking for, so they know how to help you), ask for help, support… shake some tree’s, you will always be surprised what apples fall and who steps up to help.
- Gather sector and company Intel from online/offline publications. Great for telling you how companies are expanding and usually a great source of ‘names’.
- Consider publishing your expertise; offer to be a guest blogger, write an article or short e-book and ask a sector ‘authority site’ to publish it, or ask for it to be presented on a free info site. Don’t wait to be discovered, put yourself out there! This will greatly enhance your profile, and get people to view your LinkedIn profile, and your personal branding will increase.
Stay tuned for Part 3 of these instalments on Monday.
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