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