Now that you've selected it how the heck to approach em

Now That I’ve Selected It, How The
Heck Do I Approach It?

KSHE-95 Sales Meeting Series #4
December 3, 2012

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Where Are We as we create adventures instead of book flights?
The DK v. DE -> Is it Knowledge or Execution that is holding me back?

• Earlier
• Find
• Select
• Today
• Approach
• Coming Soon
• Define, Solve, Execute, Renew, Consult, Own, Influence


Find Refresher:
• X-Ray
• Media Monitors
• Business Acumen
• Your Eyes
• Business Press
• Networking
• The Mail and the Interwebs
• More than I’ve listed
Shotgun


Select Refresher:
• Dollars
• Access and Credibility
• Product Fit
• Added Value
• Your Personal Factors

Rifle


The Approach
How Am I Going To Get In Front of Him or Her?


The Quick Set-Up and Soundcheck

Top performers want to be
coached – they want to be
better (financially & more)


15 Quick Thoughts On The Approach
1 – Why should they return a phone call?
2 – Do you have a personal marketing resume?
3 – Are you more than your title and industry?
4 – Do you have a mechanism for inbound marketing?
5 – Is email really dead?
6 – When can you and when can’t you “crash the gates?”
7 – How can you bring your marketing experience out?
8 – What separates you from the rep next to you?
9 – Am I pitchy or am I a problem solver?
10 – Do I have an elevator pitch for myself?
11 – Do I have an elevator pitch for KSHE?
12 – Do I have an elevator pitch for media?
13 – Do I have a process for the “approach?”
14 – What do I know about the “approachee?”
15 – Can I find a referral?


13 More Quick Thoughts On The Approach
1 – What am I going to say on the phone call?
2 – How am I going to say it?
3 – What does my internet presence look like?
4 – Would I be viewed as a vendor or a partner for them?
5 – Am I speaking with commission breath?
6 – Am I pitchy dog?
7 – How “down” will I get when I don’t get the phone call returned?
8 – Does my “betrothed” er “selected” know they are a great target
for my media brand or am I just another media pitchy dog?
9 – What “collateral” am I using to tell my story and the KSHE story?
10 – Am I being “distilled” or “Filtered?”
11 – Am I using a VBR?
12 – Do I have an outcome in mind more than “meeting?”
13 – Am I only radio? (Capabilities Brochure)


12 More Quick Thoughts On The Approach
1 – Does a written letter have power?
2 – What happens after the first contact?
3 – Does the prospect/client understand my expectations?
4 – How do I stack up in a multi-media world?
5 – Am I making it “too hard?”
6 – Am I being “too aggressive?”
7 – Am I putting the “time” in the approach?
8 – If you were the technical or user “buyer”, would you meet with
me?
9 – Do I have a success story to use on the approach that is more than
metrics, yet can be measured by a “buyer”?
10 – If an outside consultant came into the picture, how would my
approach appear to him/her?
11 – A confused mind says “NO” - Did I confuse them?
12 – Am I professionally persistent?


Is “Approach” (and Select for that matter) Being
Dumped Into the Too Hard Basket by the client?


Is “Approach” (and Select for that matter) Being
Dumped Into the Too Hard Basket by me?


Now that you've selected it how the heck to approach em

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Now that you've selected it how the heck to approach em