As the economy starts its very slow turn around, everyone that has something to sell will be trying to find someone to buy. Most of this effort will be done through email, social media marketing, cold calls, and if lucky, a face-to-face presentation.

 

Here are some ‘shifts’ that could result in getting past the gatekeeper.

 

Most of us create a ‘to do list.’ I have created a ‘to be’ list:

 

Be Direct: Calling the direct number for the person you are trying to reach doubles your chances of getting him on the phone.

 

Be Resourceful: Use sites such as LinkedIn, ZoomInfo, and Jigsaw to get more information about your targets or to make contact.

 

Be Receptive: For many in sales, they will find a new ‘buyer’ that is younger and less experienced: Downsizing and corporate reorganization created new jobs for recent graduates, summer part timers, and shifts within the organization.

 

Working with someone from a different generation can be a challenging experience. Gen Ys can be particularly confusing to older generations. Gen Y characteristics are hard to categorize but we need to be able to work with them, rather than against them:

 

Gen Ys are used to things moving at a fast pace.

 

They like ‘instant gratification,’ so channel this energy into projects that are meaningful to them and need a flurry of activity to get accomplished.

 

Gen Y's tend to be comfortable interacting with anyone at any level of the organization. Encourage this outreach but ask that they keep you updated about whom they’re talking to and on what topics.

 

When confronted by new tasks, Gen Y's often like to talk it through, sometimes with people from another unit or a different company. They learn from others. When the task is sensitive, set the rules that this is out of bounds. For other topics, recognize that this collaborative instinct is a good one and don’t discourage it even if it’s not exactly your style

 

Be Respectful: Annoying someone will not make him buy what you’re selling. Be professional when reaching out: personalize each message; alternate between voicemail and email so you don’t inundate, and add value or provide more information each time you call.

 

Believe It: An overcrowded inbox is an annoyance at best and any performance-hurting time is distracting, at worst. If you are not making the best of this critical communication medium, do an email audit. At review time, choose two examples of messages they think represent productive email use. Don’t forward large documents because you think that being “comprehensive” is a good use of colleagues’ time. It’s not.

 

Be Productive: Sometimes, it’s better to stop contacting a prospect. If you don’t get return emails or phone calls there is strong possibility that what you are offering is of no interest. Here you must rely on good manners.

 

For sellers to be effective, they need to connect honestly with their prospects. Asking good questions cannot only help you find out essential information, but also lay the groundwork for collaboration.

Remember: Often it’s not about what you ask, but how.

 

Be Curious. Doing all the talking doesn’t make you an effective leader. Be inquisitive and ask about topics that are important to you and to the person with whom you’re talking.

 

Be Open-ended. Use what, how, and why questions. Don’t just ask about events, but about thoughts and motivations as well.

 

Be Collaborative. Don’t accept the first answer you get. Ask follow-up questions to get more detail.

 

No one wants to buy anything. What they want is a solution to their problem.

 

Most employees are deluged with demands for their time, resources, and ‘rush projects’ on a daily basis. The person doing the building is not a focused entrepreneur, but a smart manager with several other roles to play. Knowing which sales calls to take is a critical skill that is learned on the job.

 

At every organization, resources are scarce, growth is often a high priority and focusing one person on a high-stakes project means limited assistance.

 

Here’s the good news: Outside resources are now poised for spectacular growth.

 

Put yourself in the position of your prospect: Companies need help! As you make your plans to contact ‘buyers,’ remember that for many, it can be the difference between dragged down by extraneous sales pitches and having the resources to do a good job.

Become a welcome interruption. Ask yourself these questions:

• Am I the right resource?
• Is this the right time to contact the prospect?
• Did I provide enough information to get the return call?

 

If the answer to any of these questions is “no,” don’t continue with this prospect.

 

Think about D-A-T-I-N-G Your Customer.

DAZZLE them with your information or resources.

ANTICPATE their questions and possible resistance.

TREAT them the way you want to be treated.

INNOVATION shows them you are thinking about their problem, not yours. Show them ‘how much it will cost them’ to NOT use your product or service.

NURTURE the relationship. Be respectful. Be responsive.

GUARANTEE your get the opportunity by being a welcome resource. Take a look at the bigger picture: understand your role in the full value chain.

 

You might get only one chance to prove yourself.

 

If successful it will lead to another.

 

If not, you will never get a second chance.