The very best in the Sales profession have learned that they make their Biggest Money by keeping their conversations and presentations as simple as possible and a great way to accomplish that is by talking with a group of people with some common areas of interest. It’s called Niche Marketing and here is how it works. Each time you come across a big hitter (a Whale) always find out 3 things:
[1] What Associations, Organizations, and/or Clubs do they belong to.
[2] What Trade Shows and/or Conventions do they attend specific to their Industry.
[3] What Newsletters and/or Magazines do they subscribe to specific to their Industry.
If you have any interest at all in this particular Subject, immediately start reading up on and get familiar with this Industry. This would include the Buzz Words and Terms specific to that Industry.
Next, you would try to get Membership Lists of the Groups, and Attendee Lists from the Shows, and Subscription Lists from the Magazines, etc. It’s very possible you might determine it’s in your best interest to join these Groups, and/or attend or even Speak at their Shows, and/or Advertise in or even write some Articles for their Publications. Any of these ideas can give you tremendous exposure as well as start to establish you as an Expert on your Subject.
Then start to determine the Key players within that Industry and go after them. In a short period of time you’ll be able to start “dropping names” of some of the movers and shakers and leaders, which in turn will help you, close even more Sales.
CLOSING COMMENT:
Make a commitment to become a Master of your Craft and I’ll look forward to reading and hearing about your success, as you become a Mega-Buck Sales Pro and a Legend in your Industry.
