Last night I spoke at Techmakers, one of Indy’s local technology networking groups. I spoke on selling technology in the modern world, and here are the ten keys that have contributed to my success:
- Be yourself. People can tell.
- Be memorable. Which may be at odds with being yourself. Easiest way is to be an expert. Or smile. Or both
- No pitching. If you’re telling people how wonderful you or your products are, you’re probably in trouble.
- Ask and listen. Ask questions that challenge prospect thinking. Listen for pain.
- See your offerings through the client’s eyes. If you can’t see it, they can’t either. No match is okay.
- No premature elaboration. Same as no pitching. Detachment is good. Eager is bad. Same as no pitching.
- Drip marketing. Use newsletters and updates on new industry happenings when no current need or when you have a relationship
- Activity is everything. Must be talking to new leads, existing prospects, deals in process, and clients. Networking is a key activity that can reach into all phases of the sales process.
- Understand the power of networking. It’s the new cold calling. Rainmakers, industry groups, community organizations, sports, and ad hoc groups are the way people are doing business today.
- Use a system. Without it, you can’t tell if you’re gaining ground or losing it. Sandler covers everything I’ve talked about today. Trustpointe is awesome.
