| |
| |
|
Marketing Information |
|
|
|
How Do You Get Past The Gatekeeper?
The best joint ventures are with people in your own network - those that already know, like and trust you. However, there's nothing to stop you from partnering with "cold" contacts - those you've never associated with before, and you would therefore need to build a relationship with. This simply means it will take a bit more time to execute the joint venture because any "cold" contact would need time to evaluate your character and your business before committing to a partnership with you. One of the skills you need to acquire if you choose to joint venture with a "cold" contact is this... getting past the gatekeeper! Your potential joint venture partners may not pick up the phone themselves. They may have a secretary, or an assistant, or a receptionist that screens calls before putting the calls through to them, or someone that screens letters before putting the letters in front of them. These people are known as gatekeepers. Your potential partners may even have a permanent voicemail kind of set up. In this case, the voicemail is the gatekeeper. Here are some tips for getting past the gatekeeper: ? When you call the office, treat the gatekeeper with the same respect that you would treat the potential partner. This will make them warm up to you. Sound important, but courteous e.g. "Hello there, please put me through to Joe Smith." ? Develop a relationship with a source that knows your potential partner, and then receive an introduction from that source so that you go in with the introduction from the source. So, when you call the potential partner's office and the gatekeeper asks what your call is regarding, you can say "His good friend, Jim Benson asked me to call him." ? Adopt the gatekeeper i.e. develop a relationship with them. Do this by engaging in a conversation with them whenever you call. Developing a relationship with the gatekeeper comes in handy when you've been unable to reach your potential partner because they're often out of the office. ? If you're calling from an international destination, say "Hello there, please put me through to Joe Smith, and let him know it's Tom from Italy." As a result of the time zone difference and the cost of the call, an international phone call immediately gives the impression that the call is very important. The gatekeeper is likely to put you through without asking why you're calling. ? Send a letter first. In the letter, ask the potential partner to expect your call on a certain date. This way you can say "He's expecting my call," when the gatekeeper asks what your call is regarding. ? Another approach is to email your potential partner to check if they've received your letter, and then ask for the best time to call them. In this instance, it's likely that your potential partner will let their gatekeeper know that your phone call is expected. ? If a voicemail is the gatekeeper, it's best to send in a letter first, and then follow up by leaving a voicemail message. However, if you choose not to send a letter first, then simply introduce yourself and let your potential partner know why you're calling. Don't go into detail about your proposal - just give sufficient information to get them curious enough to return your call, or email you. Copyright © 2005 by Habiba Abubakar and Emprez. All rights reserved. Note: You are welcome to republish this article as long as the resource box at the end is included fully and unaltered. Habiba Abubakar, a.k.a. The Profit Diva, specializes in helping small business owners who are struggling to increase their client base and are tired of earning mediocre profits. The tips in this article have been excerpted from her home-study program, "Joint Venture Profits For Small Business Owners." To learn more about this step-by-step program, and to sign up for your FREE copy of her revealing Mini eCourse, "The Easiest Way To Skyrocket Your Profits In 90 Days Or Less," visit http://www.profitdiva.com
MORE RESOURCES:
Marketing - Google News |
|
|
|
RELATED ARTICLES
Preventive Marketing Offers Small-Mid Sized Business Owners An Ideal Way To Maximize Their Results As the owner of a creative services boutique - I have realized that at least 9 out of 10 prospects/clients have suffered from one or all of the following (very detrimental) symptoms of trying to grow their businesses:Trouble defining their "BIG PICTURE"Little to no understanding of "evolution focus"Overwhelming feelings of "being stuck", "spinning wheels", "not knowing what to do next"Not enough information about options, alternatives and solutions to common strategiesNot enough knowledge or support to ask the right questions when researching opportunitiesChallenges in differentiating between "good advice" and "bad advice"Difficulty bouncing back from ill advised decisionsExhausting unnecessary dollar amounts for otherwise less expensive projectsNot enough resources to avoid future mistakesUnrealistic expectations about each unique component of the marketing mix and how enlisting one does NOT guarantee another.Somehow along the way the corporate mentality of "delegate everything" has convoluted the fact that small-mid sized businesses don't always have the resources to do this. Five Deadly Small Business Marketing Mistakes Here are some marketing mistakes that take a heavy toll on small businesses. They have been very harmful to businesses at any stage, but especially harmful for new businesses. Top 9 Strategies To Attract More Clients Now 1. Advertise in trade journals, ezines, and web sites that cater to your ideal client. Your Marketing Plan - Prerequisite to Success Marketing is a vital aspect of a business' operations. It has been said that, "Nothing happens in business until a sale is made". Increase Repeat Business and Referrals with Direct Mail So you have been writing mortgages like crazy now for the last few years. You have a pretty big database of customers and hopefully you have been getting and keeping full contact information for them. Have You Captured Me Today? There are many Web sites I visit every day and will probably never return to again. It's not that I didn't like the site, or that I wasn't interested in the topic, services, or products offered. Color Part 2: Formats and Systems There are several color formats and systems available for mixing and specifying colors. Here, we explain three of the most common systems: RGB, CMYK, and Pantone colors. Marketing Tips: Free First When people think about promoting their business, the first thought that comes to mind is, "What is is going to cost?" While marketing and advertising should be part of any well-considered budget, there are a number of opportunities to market your business for free that are often overlooked.Clubs & OrganizationsMost clubs and organizations have some sort of membership directory, either online or in print, sometimes both. Attracting Clients With Incremental Marketing Do you ask prospective clients to go too far?Must your new clients take a "leap of faith" when they engage you?Or do you gradually draw them closer using a series of pre-planned contacts designed to address their concerns and build their trust in you.Too many service providers wait for potential clients to take that leap of faith. Knowing When To Charge More and To Charge Less More And MoreIt was notable that when I started my business twenty years ago, I came up with a certain "minimum" profit I wanted to make. Within a very short time I didn't feel that profit was enough and I gingerly started to charge more. Marketing - The One Marketeer I'm regularly asked to speak to people, that have either just started a business or have been going for some time. So many of these people are absolutely brilliant at working "in their business" but not so good at working "on their business" In other words; they're good at making the product or providing the service but they're not so good at finding new customers and generating more sales. Marketing Plans... A Simple Approach To Get Off The Marketing Roller Coaster Are You Riding The Marketing Roller Coaster?If you're like many of the small business owners or independent professionals I meet, then running and marketing your business can be like riding on a roller coaster. I'm picturing a roller coaster that mostly goes up and down as opposed to one that flips you upside-down or sends you around backwards. Peddling Your Own Wagon Through Local Exposure In my e-book "Articles That Sell", I've shared the secret of marketing your business on the Internet. If you've been active in your efforts, you've been writing and publishing free reprint articles. Where to Find Cheap Brochure Printing Whether it is for is a real estate listing, a trade show handout, a data sheet, or another application, brochures can be a great promotional tool. They can be very expensive or surprisingly affordable, depending on your needs and where you look. Sell Big Ticket Items Now! - 1 Simple Step To Keep Your Fears From Holding YOU Back First, some background on today's topic. I've had a terrible week. Commercial Collections By Telephone The telephone enables a credit manager to make many contacts in the shortest period of time. A call permits you to present your case to the debtor for immediate response. Create A Business Card That Sells and is Effective Why does your business need a business card?Business card is a powerful piece of card handed out to your clients or given to you by someone which has all that information in such a small space. Business cards are an important part of any business and that gives a first impression of your business to anyone. Maximize Your Lead Generation Efforts by Recycling Your Leads The basic lead generation process is pretty much the same from company to company. Inquiries come in?they're qualified?and then sent to the sales team. 2 Little Words That Work Marketing Magic In his classic best-seller, "How To Win Friends And Influence People," Dale Carnegie's second chapter is entitled The Big Secret of Dealing With People. The secret is summed up in this principle: Give honest and sincere appreciation. Who Is Your Market and Where Are They? An important part of planning your business is to know who will use your products/services.The vast majority of small businesses will rely on their communities for sales.
|
| home | site map |
| © 2006 |
