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Write You - Off-Target Marketing - The Anti-Cold-Call For B2B Salespeople
Now that you’ve decided to use printed mugs as promotional gifts to represent your company or organization, it is important to carefully design what will appear on the space your clients will see. Hav
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 ca
How important is a good resume . . . really?Well, look at it this way. Often it's the very first contact you have with a prospective employer. It could be the passport to your next job. It’s
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 easier. Nobody expects that. In fact, I think a secretary wouldn’t mind such a call; it could make him feel important.
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 cal
Integrity can be defined in so many ways, but most of the time I use a question to determine if integrity is in someone's character or in the character of a business. That question is, "Do you do what
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 easier. Nobody expects that. In fact, I think a secretary wouldn’t mind such a call; it could make him feel important.
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 ca
You do waste the wealth first : You wish to enjoy all the benefits of modern living by way of spending almost all the money you earn. You spend on essential goods necessary for daily life.
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 ca
Organisations measure what they value: volume, profit, safety, errors, customer or employee satisfaction.They measure what they hope to influence.Problems arise for organisations when they subst
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 ca
Have you ever tried to negotiate a deal for software, computer equipment, or consulting services with a technology company? The task can be daunting. Unfortunately, the sales forces of most IT compan
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' different. I like it!
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