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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
by 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 agoI'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 agoGreat advice. Never thought about that. Thanks for that tip.
- triviatise 15y agoIf 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 agoand 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.