How to find a buyer...

So you join the new organisation and after your induction, your sales manager hand over targeted accounts to you.?

While you are still figuring out to start, you may have questions in mind?

• Whom am I going to go after first?
• How am I going to get in?
• What am I going to say when I get there?
• Will they engage with me?
• How do I lock them down to the next steps?
• Who is the right executive to begin?

If you ever faced these questions, then I am going to share a blueprint on how you can find a buyer in your targeted accounts…

Step 1: Learn about the Internal Landscape

Learn more about your buyer side

• Who’s who?
• What do they do?
• What’s their location?
• What do they care about?

Step 2: Don’t be deceived by the hierarchy?

Generally, we try to look for the most senior person in the organisation, but that’s not helpful many times

You may get in touch with the CEO but in reality, he doesn’t care about what you are trying to sell

So it’s always good to find the efficient frontier between a high-powered person who can make an autonomous decision on your behalf (CEO) and someone who cares enough about what it is that you’re there to do, to get into alignment with you.

Step 3: Understanding the big picture

The more you know about your buyer, the more you will be prepared to face them

Become the expert on what the company values, its mission and vision for the segment they are working on…

How can you do this?

• Read the earnings announcement
• Listen to the earning calls
• Read the company publications (Annual Report, Director’s Report, etc.)

Step 4: Study the executive

Collecting more information about the executive will help you to plan your communication cadence and prepare you for the first call you want to make to them…

Study what that executive in particular up to

• Follow them on Social Media
• Make sure you’re engaging with their engagement
• Are there topics they care about?
• Are there interests that they have that you can become more educated about?

Step 5: Find junior employees

Many times, getting access to C-level executives is difficult as well as finding the relevant information could be challenge

It’s always good to connect with 2-3 level-down people to understand internal dynamics, their high-level responsibilities and objectives

Because Junior level employees would be more interested to speak with you….

Step 6: Make a call

After collecting all relevant information, it’s final time to call them…..

Just pick up the phone and personalise your message for them….

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