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Date: Sun, 26 Apr 2009 13:46:26 -0700 (PDT)
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Message-ID: <5c0be763-bb4e-4e81-8e33-63c989c32d55_at_n7g2000prc.googlegroups.com>
Subject: Re: Helpful Hint - Marketing TSCM Services
From: ComSec <ComS..._at_gmail.com>
To: TSCM-L Professionals List <TSCM-..._at_googlegroups.com>
Great post, and wise advice...
br,
J.D.
On Apr 25, 8:47=A0pm, "James M. Atkinson" <j..._at_tscm.com> wrote:
> For years I have advocated that you not actually try to "sell"
> sweeps, but rather send out periodic marketing materials so that
> people know who you are and what you can offer, but that you should
> always wait for them to contact you, and not the other way around.
>
> Sweep customers tend not to appreciate, nor tolerate a TSCM
> professional who tries to either push them or scare them into having
> a sweep performed. Instead, the customer is ready when the customer
> is ready, and no sooner. The harder the TSCM'er pushes the less
> respect they have for you.
>
> Once the customer contacts you to perform a sweep, and expresses
> interest in a specific location or proposed project you must be
> careful not to move too quickly to perform the sweep but let the
> customer close the sale of the sweep, and decide timing not you. This
> requires great restraint on your part, but it will result in the
> customer respecting you more.
>
> It is also important that you only deal with people at the top of the
> corporate food chain, and not mid level managers, or low level folks
> in the company for the sweep to send your marketing materials.
> Rather, identify five or six people in the corporate infrastructure
> who wield the greatest power, and find out who their gate-keepers
> are. The more powerful he person, the more gate-keeps you can expect
> them to have, and you have to handle these gate-keepers with just as
> much respect as you would the executive themselves.
>
> Also, (and this is very important) all executives have a lieutenant
> and alternate for their position. Learn who these people are, and
> learn who would fill their positions in the even of their promotion
> or departure form the company. You need to know who the officers are
> in the company, or at a minimum who the top five executives, plus
> their gatekeepers and the alternates for the executives.
>
> A good rule is that if they have their picture in the annual report,
> or they speak from the podium during the annual shareholders meeting
> they are someone who you absolutely must pay attention to in your
> marketing efforts.
>
> The most effective method of marketing your services to this group of
> customers is a simple one page letter of introduction and two
> business cards, sent once a year. But, stagger these letters so that
> they do not all arrive at the same time, but rather weeks or even months =
apart.
>
> -jma
>
> -------------------------------------------------------------------------=
---------------------------
> =A0 James M. Atkinson =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0=
=A0 Phone: (978) 546-3803
> =A0 Granite Island Group =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =
Fax: =A0 =A0 (978) 546-9467
> =A0 127 Eastern Avenue #291 =A0 =A0 =A0 =A0 =A0 =A0 =A0 =A0Web: =A0http:/=
/www.tscm.com/
> =A0 Gloucester, MA 01931-8008 =A0 =A0 =A0 =A0 =A0 =A0 E-mail: mailto:j...=
_at_tscm.com
>
> =A0 =A0 =A0Linked In Profile:http://www.linkedin.com/in/jamesmatkinson
> -------------------------------------------------------------------------=
---------------------------
> =A0 No enterprise is more likely to succeed than one concealed from the
> =A0 enemy until it is ripe for execution. - Machiavelli, The Prince, 1521=
=A0
Received on Sat Mar 02 2024 - 00:57:17 CST