Play Your “A” Game

“Intelligence is not enough.  You must create relationships.”Tony Robbins

Proximity is power.

Our success is predicated upon our ability to access our customers.

Access enables influence.

Influence determines relevance.

There are times we need influence in places we have no access:

  • A physician won’t meet with us.
  • A pharmacy director won’t stock our new product.
  • A key administrator won’t buy into our recommendations.

Good times…

What to do?

Get creative!

This is where elite salespeople play their “A” game –

Call in your ADVOCATE.

Think of an advocate as a relationship on steroids.

An advocate is a person inside your customer’s organization that:

  • Believes in you.
  • Believes in your idea.
  • Is passionate about making things better.
  • Is willing to go to bat on your behalf to other members of their team.

Advocates bring your influence to places you are unable to access.

Advocates can facilitate change inside your customer that you can’t accomplish alone.

An advocate could be:

  • An injector.
  • Department administrator.
  • A respected RN.

How can advocates help you?

Glad you asked…

4 Ways Advocates Can 10x Your Influence:

  1. Introduce you to hard to access customers:  
    • “Dr Bill, would you mind walking me down the hall and introducing me to Dr Alison?  I have never met her.  She hasn’t responded to any of my emails.”
  2. Make New Products Available:
    • “Dr Kelly – I need your help.  Would you mind stopping down the hospital pharmacy and asking the pharmacy director to stock the 200 unit vial?  I met with her.  I don’t think I convinced her.”
  3. Get Best Practices Implemented:
    • “Cate, would be able to discuss the flow assessment recommendations with your chairmen?  Dr Andy told me nothing can move forward until they buy in.” 
  4. Create New Customers:  
    • “Dr Mike – Could you connect me with your new resident chiefs over email?  I will work with them on setting up that chronic migraine training we discussed.” 

Our best ideas will not always be embraced.

We will hit obstacles.

We will run into roadblocks.

Average salespeople will respond in average ways.

Don’t be average.

Play your “A” Game…

-Joe Ciccarone

www.SalesVibe.net

 

 

 

Be On Alert

“Find out something personal.  Do something memorable.” – Jeffrey Gitomer

No access, no nothing.

It doesn’t matter if it’s your 1st week or 10th year.

Your goal is the same:

  • Get invited in.
  • Get invited back.

The Vibe will jump start 2017 by focusing on strategies & tactics that increase our most valuable asset…

Access.

To have access to our top customers, we must be perceived as having the 6 B’s dialed in:

  • Be engaging
  • Be valuable
  • Be prepared
  • Be trustable
  • Be brief
  • Be gone

The best way to ENGAGE a hard to access customer is to focus on their interests.

You have to do your homework.

  • What’s new in your customer’s world?
  • What has their attention?
  • What do they do in their free time?

Enter Google Alerts.

Google alerts can be your secret weapon for new customer information.

Google Alerts scans the web.

It delivers a report to your inbox each week about anything new that hit the web about your customer.

  • Did your customer just win an award from some obscure society?
  • Did an alumni newsletter just do a feature story on your customer?
  • Was your customer just interviewed on a podcast?
  • Did your customer just complete their 1st Iron Man?

If it hit the web, Google Alerts keeps you in the know.

So how does this increase your access?

Glad you asked.

Imagine writing your customer a hand written note congratulating them on finishing their 1st Iron Man.

Then you follow up a few days later with an email asking them to meet to discuss a new idea that may help streamline their reimbursement processes?

You just tripled your chances of meeting a previously non-responsive customer.

Or combine this with “Before we get started…” for a killer way to expand your time with a transactional customer:

  • “Dr Meredith – I have a new idea for that resident training we discussed. But before we get started… I listened to that podcast you were on.  How did that come about?”

Find ways to create and expand access.

Or lose to someone who does.

-Joe Ciccarone