Make Your Marx Prospecting

Every week Cara and I attend Sandler Sales Institute. Sandler is a world leader in innovative sales and sales management training that has taught us some remarxable things about communication. It helps us more effectively have discussions with each other, our prospects, clients and business partners.

Last week our topic was prospecting: where and how do you find future clients? What we realized is that there is more way to prospect than we imagined, and we’re failing to take advantage of many of them. The following are a few ways to meet clients based on our Sandler discussion:

  • Networking
  • Public speaking
  • Strategic alliance
  • Trade shows
  • Associations
  • Cold calling
  • Walk-ins
  • E-mail marketing
  • Social media

How many of these are you doing? And how many could you be doing? We asked ourselves the same questions and have committed to regularly engaging in five of the above. We’d like to encourage you, no matter your position or industry, to get out there and do the same. We also suggest you check out Sandler Sales Institute, it’s been an integral part of our business process and communication and we think it’s quite remarxable.

Facebook is Lame

I’m sure most of you have noticed the changes to Facebook, from crackdowns on pages and groups to the sudden “likes” and interests. This has led to a common phrase in our office and among clients, “facebook is lame.” How do you keep up or even know about the changes to keep up?

There are a few things you can do stay current on you page without knowing every last nook and cranny of the Facebook updates:

  • Maintain frequent wall posts on your page. The posts show up in fan’s news feed and provide great updates for anyone that visits your page.
  • Explore Facebook. Go ahead and be the Christopher Columbus of the web! Even if you aren’t posting, click around your page and see what’s changed.
  • Don’t be intimidated. We are all adjusting to the changes together and, in this case, doing something is usually better than doing nothing. Don’t let your fans to think you have abandoned the page. Experiment! (Just don’t delete anything important)
  • Invest in an expert. Yes, this may cost money, but if your company’s target audience relies heavily on social media, we suggest you do the same. Facebook and other social media platforms may be something you need to take more seriously, so look into hiring a firm or having someone maintain your social media in-house. With the stress of Facebook changes out of the way, you can focus on more important things, like building your business.

Have questions? Let us know!

CANCELLED – Everything Channel and TechAmerica Host State of the Market Event

This event has been canceled. For more information contact TechAmerica directly at 949-450-1500.

Our client TechAmerica Orange County has partnered with Everything Channel to mix, mingle and reveal results from the most recent State of the Market report. It is information every solution provider and channel marketer will need this year.

For more than 20 years, IT channel executives have coveted the Everythign Channel State of the Market report to give them insight into trends and decision-making research. The economy continues to play a big role in how solution providers conduct business this year, but VARs are ready to invest more in their businesses and are preparing for growth.

Join us on May 12, 2010 to learn the details of the survey.

Date:  May 12, 2010

Time:  5:30 – 8 p.m.

Where:  Scotts Seafood,  3300 Bristol Street,  Costa Mesa, CA 92626
 714-979-2400 (for directions only)

Early Registration:
$35 TechAmerica members/ $45 non-members
 At the door: $60 TechAmerica members and non-members
 (wine beverage ticket and hors d’oeurves included)

Register on TechAmerica’s website.

Lisa MacKenzie, senior vice president of sales for Everything Channel will discuss:

  • Health of the channel – What impact did the 2009 recession have on the channel?
  • Demographics of today’s channel – Who is making money?
  • End customer landscape – What are the growth predictions for 2010?
  • Technology and services – Where are VARs placing bets in 2010?
  • Services breakout and trends – How will SaaS and cloud computing effect overall service revenue?