Key Sales Issue: Find ways to see enough people!

How does seeing people lead to orders?

Because people make decisions!

However, within government and big business (where very complex/mission critical or public interest issues are involved) their systems and procurement processes tend to determine who gets what contracts; but in all other smaller organisations decisions are made by people.

So if you never get to meet the people i.e. decision makers, how can you influence them to your advantage?

So you need to be on the look out to be meeting and seeing as many of the ‘right’ people, as possible. I tend to view it in context of an escalator; the moment you stop putting parcels on the bottom tread (i.e. meeting people) nothing comes off the top tread.

So you need to see the people.

But that’s easier to say than do I hear you say.

No, not really. Business is always where you are. Opportunity is where you are at any given moment.  If you don’t believe me just look around you now and really look hard for the basis of an opportunity! Perato says you have an 80% chance of doing so.

So  all you need to do is find out where your ‘type’ of business opportunity pipeline is and insert yourself in it, i.e. if you’re a chartered structural engineer you need to associate with property owners, tenants, architects and project managers.etc

They are in the pipeline, so are you and by association you can deal yourself into the action.

And remember once you have met, traded stories and contact details, don’t forget them and don’t let them forget you!