Saturday, November 10, 2012

What Has And Has Not Worked For Me In International Sales

With over 10+ years logged in the Executive Search and Consulting Industry, I`ve come to realize that in order to be really effective, truly effective, and to be able to serve your clients well requires going the extra-mile, literally.

Like most Entrepreneurs, we learn what works and what doesn`t, mostly by the process of trial and error.

Social Media has definitely been a game changer when it comes to the way we can gain access to decision makers, connect and start a dialogue.  But at the end of the day, its the face-to-face meeting, establishing rapport and starting a beneficial relationship that results in the win-win deal.

So far, I`ve noticed what has and hasn`t worked in terms of creating good client partnerships.

This is what has worked for me:

Connecting with people at events, through the internet, via Skype or phone, that leads to an eventual face-to-face meeting.

Taking the initial meeting further by regularly contacting the person you met, perhaps on a Social Media Channel or via email and providing value-added advice.

Politely asking if there is ways that you can help the person, and, if that person can help you.

This is what has not worked for me:

Going to a networking event, but, not following up with the people you met, i.e., being to lazy to follow-up.

Cold calling people without any prior reference point, cold calls rarely succeed you need a warm call.

Running an International Company and just staying in your particular country.  I did this for the first year in Japan, this was a mistake, most clients are in the US.  You can`t expect to run an International Business without meeting the decision makers.

Lessons Learned

Go the extra mile, literally, if you want to truly succeed at running an International company.

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