Course: Contacts & Referrals: Gaining Access to Decision-Makers
It’s not who you know, but who knows you. Contacts are currency. Learn how to manage, expand and refresh this irreplaceable asset.
The biggest challenge is getting in front of the right people. With our method: 84% success rate. Others: 84% failure rate.
How many times have clients, prospects and contacts (some of whom you know well) cancelled calls, meetings or lunches? Why do they do that?
It’s simple. It’s about “today.”
It’s not that they don’t want to see or speak with you. It’s that they can’t justify allocating the time today. They perceive that, relative to other uses of their time today, what they’ll get out of time spent with you won’t sufficiently help them do their jobs better, improve operations, reduce cost, raise profitability or make them heroes to their bosses.
If spending time with you takes them away from what they have to deal with today, it means that you’re not relevant to their jobs today, so it won’t happen. Make that “can’t happen.”
They’re not free to indulge themselves in the luxury of having lunch with someone whom they merely like and respect. Lunch today is a big block of time in their day. They’re obligated to reserve that much time for those who are likely to make a difference in their problems today.
RainmakerVT will teach you how to move up the value chain reliably, to where your contacts relegate someone else’s appointment to be available for you today.
Learning Category- Marketing
Generating Opportunities to Sell (Getting Found)
For what do you want to be known? The process of identifying the source of real opportunity for you, and attracting the attention of the right kind of clients for the right reasons. It’s not who you know, but who knows you -- more importantly, what they know you for. The good news is that it’s completely within your control.