with Claudine Halpern
I have received many comments on my articles in the last few months, but one has intrigued me so I will write about that today, the comment was, How do you get to the BIG BOYS to start off with?
Really Really, Really good question, I don’t claim to have all the answers but I have some ideas.
This is networking 101, the same way that you get yourself a good job, or accomplish any of your goals, the rules of networking work here, but slightly more targeted. Here are thirteen important points. I just turned 13 into a lucky number.
1) NO FEAR; I have a sign at my desk in 60 point type, bright red NO FEAR, the only thing that can go wrong is, you don’t get the business, but that’s where you are today
2) Target your company; Research the companies that you think might be a fit
3) Learn the pain points of those companies, it’s not about what your selling it’s about what they need first and want second, solve a problem
4) Calculate the companies cost benefit potential and keep that in your back pocket
5) Be a perfect fit, not a almost perfect fit, but a perfect fit
6) Work your network: the best way in is someone you know, or someone who knows someone in the company that you want to reach
7) Network your a** off, go to anything that might look like it may be sort of close to what your looking for, you may be able to expand your view
8) Prepare for a very long lead time, my experience is that 9-12 month lead cycle for this type of sale is not unusual
9) Become the go to expert, talk to everyone, use all the social networking sites, join groups, write blogs, answer queries
10) Work backwards, look at the web site of the company, see if any names pop out at you, old high school buddies, people you worked with 20 years ago, the guy who rides the train with you and go for it
11) Conference, Conference, Conference, oh and did I say attend conferences
12) DON’T GIVE UP EVER, choose more than one company and experiment with the one that you want the least, you may actually score that business
13) Constantly Recalibrate. Always keep up with issues that come to light. Laws change so quickly that you may be needed one day and obsolete the next, or the other way around
I’m a firm believer in being nice to the people on the way up, because you meet the same people on the way down, so if you’ve always been nice, great, you’ve got a foundation. If not, START NOW, BIG BOYS are people first, and want to work with people they like.
Hope this helps, please let me know…………………
Please send your questions and business situations to chalpern@theychgroup.com.
The YCH Group, Inc.
The YCH Group, Inc. makes things work. We have a proven track record in delivering projects to a successful end state on time and within budget. We work with on site management to improve deliverables and control costs to primary and secondary firms in the financial sector and across a broad span of business sectors, domestically and internationally.
Claudine Y. Halpern, President
Claudine Halpern is a chameleon, she has worked in many different situations during her more that twenty five years in business; as a management consultant, Claudine advised many of the major brokerage, insurance, and financial houses, completing more than fifteen major corporate initiatives during the past ten years. As a crisis manager for major corporations, Claudine successfully brought in projects and products that other firms would not touch. As a specialist in business and management consultancy, Claudine consults to emerging businesses across the spectrum.
www.linkedin.com/in/claudinehalpern
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