Remember that one of your tasks as a product developer or small business owner is to create a selling campaign for your product or service. There are professionals you could hire to help you but most likely it would be quite expensive.
You are your business and you need to learn the best ways to sell that business no matter what product or service you have.
There are many resources available to you, especially on the Internet, to help learn what you need to do and I believe it will help you to do it yourself, at least the first few times.
First arrange a meeting with someone you need to see to make a presentation. People often ask me how I arrange meetings at large companies and I tell them I pick up the phone and call!
Sometimes my assistant will do initial research about a company to try to find a contact name; but if I don’t have a name, I ask the operator for the name of a person in the department I am trying to reach. That will be my starting point until I find a decision-maker to meet with. While that sounds too basic to be true, it is.
Before you can sell your product or service you have to get in the door.
Try not to waste time meeting with someone who does not have the authority to buy your product or service.
Ask some questions before your first pitch to the company.
Is the person the president or an officer of a small company? Or is the person the head of research at a large company? Is the company looking for new ideas? You can ask on the phone, “If you like this product, will you buy it? Do you have the authority to commit your company?”
Next learn to make effective presentations to potential customers. While you might need help preparing presentation materials, you should make your own presentation.
I recommend arriving on time, being prepared, and bringing at least one other person with you. Why bring someone else?
After the meeting you will need to know exactly what happened during the meeting. I know you think you will remember everything but your attention will be focused on what you’re saying and not the audience. Having another pair of ears will help prevent missed communications.
Another consideration: some of my models or drawings have mysteriously disappeared during such meetings. It is unlikely that would happen, but if you have someone with you to keep track of things, the chances are further reduced.
If you have a product or service to sell and a potential buyer gives a true buying signal by asking “How much?” know exactly how much you want; or, at least, exactly what kind of a deal you want. Know the costs involved at your end and be able to intelligently discuss pricing.
Finally don’t forget that the person you are presenting to represents a company that is in business to make money. Their bottom line is important to them.
Show them that your product or service will enhance that bottom line and chances are you will have yourself a deal!
Article © Copyright 2001 Stanley I. Mason Syndicated by Paradigm News, Inc.
