Animals
mark their territory to help keep competitors away. I think it also
helps to remind the hunted (prospects) they may be dinner someday.
In
business we also mark our territory – by letting folks know who we
are and what we offer.
How?
Tell
them.
Show
them.
Remind
them.
Tell
them on your website and blog about your capabilities and what you
offer.
-No Website? No Blog? No Business!
Show
them your results through recommendations
and stories/articles from the client's point of view – how they
benefited from your work.
-
How do you get recommendations? Ask!
Remind
them by always
leaving something of value with them whenever you 'touch' them –
which includes your contact information.
-
Who you are, how to reach you, where to learn more (website/blog),
and
a bookmark for what you offer (tag line or catchphrase).
Mark
your territory by being visible – even when out of sight - and
findable, while familiarizing your prospects on your capabilities and
results.
One
final point:
Never!!!
go to a meeting naked – no business cards; no handout, no nametag.
Marking territory is full time work.
Sales
Lab’s Rainmaker
series returns to the Capital
Technology Management Hub, Tuesday, September 13th
with 300 seconds of MarkYour Territory.
The featured CTMH speaker will be Professor
Steve Gladis, author of The
Agile Leader.
Come join us!
The
previous Rainmakers:
Rainmaker
# 6 - Networking
– Are you Being Served?
Rainmaker
# 5 – Start
With An Offer
Rainmaker
#4 – Time,
Talent, and Treasure
Rainmaker
#3 – Process
to Purchase
Rainmaker
#2 – The
Nametag
Rainmaker
#1 - Gifts
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