How do I get to meet key decision makers? A question that I am frequently asked. First, like all Sales people and marketeers, it is key to identify your target audience, and have a message ('the hook') that is likely to spark their interest. Once you have both of these clear in your strategy then you can act. An exercise that has proved successful is to attend an exhibition. Research an exhibition that has some relevance to your business area of expertise. Check all the companies that are within your 'geographical' target, exhibition web sites make this quite easy to achieve before travelling. Take note of exactly where they are on the floor plan. Prepare a few words that demonstrate your knowledge of the subject, without it being a 'sell'. It is vitally important to make sure that you are NOT selling here. In fact 'selling' to exhibitors is highly unethical, after all they have usually paid 'big bucks' to enable THEM to sell! Only approach when all is quiet on the stand, its … [Read more...]