After you’ve designed your business model, you’ll transfer it to your first business.
Here is my three-step process that helps to achieve your goal.
1. Contacting the Decision Maker
2. Arranging the Meeting
3. Managing the Meeting and Follow Up Successfully
1. Contacting the Decision Maker
One surefire pain point for most organisations is financial:
Most organisations are eager to increase revenue or reduce costs.
You’ll employ your proprietary blueprint:
Kickstarting Back to Growth
For approaching targeted decision makers either directly or via referrals/door openers.
2. Arranging the Meeting
Approach decision makers with warmest possible references or in case the targeted decision maker knows you in “action”; you’ll contact him directly.
There is a simple rule of thumb: Ask yourself the question: If I call him, is he taking the call?
Directly and boldly approaching a decision-maker is your most powerful choice.
When contacting decision-makers, you might say:
I think you have a significant opportunity to expand your business into CEE/Middle East and I have a proven business blueprint you may find convincing. Can we get together?
3. Managing the Meeting & Follow Up Successfully
When you meet the decision-maker, first you’ll short introduce yourself and your way of solving customers’ problems.
You’ll ask your speaking partner whether to focus on exploring further the blueprint.
Your speaking partner will agree or ask for a correction.
If your understanding is correct, your speaking partner might say:
How would you recommend we solve this problem? (Just what you want to hear!)
On the other hand, if your understanding wasn’t entirely accurate, your speaking partner may elaborate on the real opportunities or problems his organisation faces.
Regardless how the meeting unfolds, stick to your goal of proposing to help to solve his most urgent problem.
If your speaking partner accepts your offer to submit a written proposal, promise to deliver the offer in a week or less.
Then thank your speaking partner and exit gracefully.
Follow up with a brief “Thank You” email confirming agreed items, and the delivery date of your offer.
If your speaking partner declines your offer for help, it’s time to approach different prospective customers.
If multiple prospects decline your offer, it’s time to revise your business model for better meeting customer needs.
