In the last post, we discussed how to learn about your big fish and prepare for the initial contact you’ll have with them. This first interaction is crucial to your success. You must instill confidence in them, assuring them that you can deliver precisely what you’re offering—on time, at a reasonable price, and with the quality you promise.

 

Today, we’ll delve into the big approach and discuss how to make that perfect first impression. Before you assemble your approach plan, you need to decide which big fish you’re going after. Review your notes and the research you’ve conducted on prospective fish, then determine which one will be the easiest to approach initially.

 

There are several factors to consider when choosing which fish to start with. They include:

• Position Your Business
• Compile Your Hit List
• Select the Best Target

 

Position Your Business

Position your business to make the first move by listing your revenue streams, outlining your operational procedures, identifying the initial placement of your fish, conducting research on potential big customers, and integrating all these elements.

 

Compile Your Hit List

Start with a list of all the companies you’ve been considering. Then, narrow it down to those that could potentially benefit from your products or services. Don’t overlook obvious choices, whether they are big or small; even small companies could become big fish in the future.

 

Select the Best Target

Once you’ve narrowed down your list, you need to determine which one is the best fish to start with.

 

You need to consider a couple of things:

• Which have the most purchasing resources to spend?
• Does their company vision compliment yours?
• What are their employee incentive programs as they relate to your products/services?
• What’s the company’s real need for you?
• Will the partnership lead you off-course?

 

Now that you have a target in mind to start with, it’s time to plan your approach and execute that plan.

 

Here’s the step-by-step plan to help you make a good first impression:

 

1. Build and analyze your database, categorizing your leads into three different categories: hot leads, great fits, and secondary leads.
2. Send out introductory mailings to your targets to introduce yourself, your company, services, products, and vision. These introductions should be short, clean, and concise.
3. Follow up with your first phone call 2-3 days after they should have received the mailings. During the call, identify the person you need to speak with in the future and try to schedule a meeting with the right individual.
4. Follow up your phone call with another mailing thanking them for taking the time to speak with you and providing more details about your products/services. Utilize this letter and opportunity to set up a meeting for a presentation.
5. Follow up the letter with another phone call a couple of days after they should have received it. This call is intended to further develop your relationship with the prospective client, and you should also aim to set up a presentation meeting with them.
6. Call again a week later if they haven’t agreed to a meeting or presentation. Inquire about the receipt of your creative letter (the second one) and ask if they have a moment for you to stop by and introduce yourself in person.

 

Now, don’t be upset if you don’t seal the deal right away. Some people simply take a little longer to be won over. While this process might be a bit intimidating at first, when you are confident in the quality of your product/service, you can’t go wrong.

 

Once you’ve gone through this process and made the first contact (and hopefully a good first impression), it’s time to put your best face forward, meaning sending the right salesperson to seal the deal.

 

If you need help putting together your approach and making a good first impression, try our FREE test drive to work with a coach and gain access to a wealth of great resources and tools.