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For instance, in my case, I am trying to reach ad agencies, marketing firms, marketing agencies, etc. But I am not 'very intimate' with that industry. Well, in

For instance, in my case, I am trying to reach ad agencies, marketing firms, marketing agencies, etc. But I am not 'very intimate' with that industry. Well, in that case, you picked a kind of odd market, didn't you? If you don't already have a very good idea of how to get intimate with at least one ad agency, you're barking up the wrong tree. If you've got no connections to any of the agencies you want to reach, what makes you think you know their problems well enough to have something to offer them?

marcamillion 15y ago
Because I used to work with people that worked with ad agencies all the time. They always used to complain to me about this specific problem. It was something I had to deal with, A LOT. But I never dealt with the ad agencies directly. I do know that many of them have my particular problem. I have also spoken to a few people that work at various agencies and they have confirmed that this a problem. But those leads haven't worked out.
- michael_dorfman 15y ago
  Because I used to work with people that worked with ad agencies all the time. There you go. Talk to those people, and have them set up some introductions. I have also spoken to a few people that work at various agencies and they have confirmed that this a problem. But those leads haven't worked out. But even if those leads don't "work out" in terms of sales, they should definitely be a source of information and contacts in terms of setting up the next prospect. The people who liked your solution but for whatever reason choose not to buy it can be a very valuable resource.
  - marcamillion 15y ago
    I have tried that route, but for a variety of reasons they never lead anywhere (as in, never got the referrals). Mainly because my old colleagues are very busy, and disorganized. But you know how people are, they always say they will refer you (and probably do have the best of intentions) but it just never works out. So my network is pretty much tapped out. Trying to get beyond the network on my own...that's the tricky part.
    - michael_dorfman 15y ago
      I'm not speaking purely about referrals. I'm talking about learning from your would-be-but-not-now-customers how their acquisition process actually works. How do they find out about solutions? Are there trade journals they read? Conferences they go to? Blogs they follow? In other words, you say "Bob, I understand that you're not interested in buying my solution now-- that's fine. But if I wanted to reach a dozen more guys in your position, what would be the best way to do it?"
      - marcamillion 15y ago
        Great advice. Never thought about that. Thanks for that tip.
    - triviatise 15y ago
      If it is important or interesting enough (or you are important or interesting enough) you will get traction. On average it takes at least 6 calls to reach someone. Most sales people give up after 1 or 2 tries. You must keep at it.
      - actionbrandon 15y ago
        and never tell the screeners anything its a massive waste of time (better to just make another call) and closes more doors than it opens. If you're chasing big accounts, you're going to have to talk to the exec asst--thats different.

marcamillion 15y ago

Because I used to work with people that worked with ad agencies all the time. They always used to complain to me about this specific problem. It was something I had to deal with, A LOT. But I never dealt with the ad agencies directly. I do know that many of them have my particular problem. I have also spoken to a few people that work at various agencies and they have confirmed that this a problem. But those leads haven't worked out.

michael_dorfman 15y ago
Because I used to work with people that worked with ad agencies all the time. There you go. Talk to those people, and have them set up some introductions. I have also spoken to a few people that work at various agencies and they have confirmed that this a problem. But those leads haven't worked out. But even if those leads don't "work out" in terms of sales, they should definitely be a source of information and contacts in terms of setting up the next prospect. The people who liked your solution but for whatever reason choose not to buy it can be a very valuable resource.
- marcamillion 15y ago
  I have tried that route, but for a variety of reasons they never lead anywhere (as in, never got the referrals). Mainly because my old colleagues are very busy, and disorganized. But you know how people are, they always say they will refer you (and probably do have the best of intentions) but it just never works out. So my network is pretty much tapped out. Trying to get beyond the network on my own...that's the tricky part.
  - michael_dorfman 15y ago
    I'm not speaking purely about referrals. I'm talking about learning from your would-be-but-not-now-customers how their acquisition process actually works. How do they find out about solutions? Are there trade journals they read? Conferences they go to? Blogs they follow? In other words, you say "Bob, I understand that you're not interested in buying my solution now-- that's fine. But if I wanted to reach a dozen more guys in your position, what would be the best way to do it?"
    - marcamillion 15y ago
      Great advice. Never thought about that. Thanks for that tip.
  - triviatise 15y ago
    If it is important or interesting enough (or you are important or interesting enough) you will get traction. On average it takes at least 6 calls to reach someone. Most sales people give up after 1 or 2 tries. You must keep at it.
    - actionbrandon 15y ago
      and never tell the screeners anything its a massive waste of time (better to just make another call) and closes more doors than it opens. If you're chasing big accounts, you're going to have to talk to the exec asst--thats different.