• Focus on a certain field rather than trying to spread to every organization out there.  Becoming an expert in a single market is much more valuable than spreading yourself too thin.  You want others to see you as the go-to person on a subject, and that will help you gain clients in that field.
  • Know your target before moving in to acquire it.  Submerse yourself in their business practices, learn their mission, and study them closely.  Find out the challenges they face on a daily basis, and approach them on how you or your product may be able to fix those issues.  Know who their decision makers are and cater to them.  Use social media and sales data to learn more about them.
  • Watch for trigger events like a management change or a vendor change, and use that moment to strike.  Get in with a small deal first, and work up to a larger deal when the time is right.  Making connections with entry level employees at the company can be a great way to get information and find a way in.
  • You may fail more times than you succeed, but that doesn’t mean every connection is useless.  Makes sure you showoff your knowledge, connections, and deep understanding of topics when meeting a new contact.  They will remember you for it, and may contact you in the future or pass on your information to an associate.  Plan to make 10 contacts for every one that gives your useful information.
  • Do your research and arm yourself with the best information possible.  Read case studies, articles, white papers, etc. Not only will this information help you understand the topic better and sound more informed, but you can use the information as a source if a potential client wants outside information of your claims.
  • Don’t set yourself up for failure.  Don’t allow yourself to be easily brushed off or be given inadequate information to follow up.  Be prepared for these issues before you make contact.
  • Pay close attention to the client.  Don’t daydream or lose interest.  Paying attention to body language and facial expressions can be extremely helpful.  Knowing what piques a clients interest and what annoys them can be the difference between that big sale and getting pushed out the door.