Now That I’ve Selected It, How The Heck Do I Approach It?

KSHE-95 Sales Meeting Series #4December 3, 2012

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Now That I’ve Selected It, How The Heck Do I Approach It?

Where Are We as we create adventures instead of book flights?The DK v. DE -> Is it Knowledge or Execution that is holding me back?

• Earlier• Find• Select

• Today• Approach

• Coming Soon• Define, Solve, Execute, Renew, Consult, Own, Influence

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Now That I’ve Selected It, How The Heck Do I Approach It?

Find Refresher:• X-Ray• Media Monitors• Business Acumen• Your Eyes• Business Press• Networking• The Mail and the Interwebs• More than I’ve listed Shotgun

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Now That I’ve Selected It, How The Heck Do I Approach It?

Select Refresher:• Dollars• Access and Credibility• Product Fit• Added Value• Your Personal Factors

Rifle

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Now That I’ve Selected It, How The Heck Do I Approach It?

The ApproachHow Am I Going To Get In Front of Him or Her?

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The Quick Set-Up and Soundcheck

Top performers want to be coached – they want to be better (financially & more)

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15 Quick Thoughts On The Approach1 – Why should they return a phone call?2 – Do you have a personal marketing resume?3 – Are you more than your title and industry?4 – Do you have a mechanism for inbound marketing?5 – Is email really dead?6 – When can you and when can’t you “crash the gates?”7 – How can you bring your marketing experience out?8 – What separates you from the rep next to you?9 – Am I pitchy or am I a problem solver?10 – Do I have an elevator pitch for myself?11 – Do I have an elevator pitch for KSHE?12 – Do I have an elevator pitch for media?

13 – Do I have a process for the “approach?”14 – What do I know about the “approachee?”15 – Can I find a referral?

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13 More Quick Thoughts On The Approach1 – What am I going to say on the phone call?2 – How am I going to say it?3 – What does my internet presence look like?4 – Would I be viewed as a vendor or a partner for them?5 – Am I speaking with commission breath?6 – Am I pitchy dog?7 – How “down” will I get when I don’t get the phone call returned?8 – Does my “betrothed” er “selected” know they are a great target for my media brand or am I just another media pitchy dog?9 – What “collateral” am I using to tell my story and the KSHE story?10 – Am I being “distilled” or “Filtered?”

11 – Am I using a VBR?12 – Do I have an outcome in mind more than “meeting?”13 – Am I only radio? (Capabilities Brochure)

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12 More Quick Thoughts On The Approach1 – Does a written letter have power?2 – What happens after the first contact?3 – Does the prospect/client understand my expectations?4 – How do I stack up in a multi-media world?5 – Am I making it “too hard?”6 – Am I being “too aggressive?”7 – Am I putting the “time” in the approach?8 – If you were the technical or user “buyer”, would you meet with me?9 – Do I have a success story to use on the approach that is more than metrics, yet can be measured by a “buyer”?10 – If an outside consultant came into the picture, how would my

approach appear to him/her?11 – A confused mind says “NO” - Did I confuse them?12 – Am I professionally persistent?

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Is “Approach” (and Select for that matter) Being Dumped Into the Too Hard Basket by the client?

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Is “Approach” (and Select for that matter) Being Dumped Into the Too Hard Basket by me?

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