There are two key ways to get in front of the people most likely to buy from you and Alice believes you may be overlooking them.
The first is something she talks about all the time. So if you haven’t started expecting your team to do it, now is the time.
Referral selling. Yes, you get a few referrals here and there but why not make it a regular occurrence. Alice explains briefly in this episode but for more details listen to episode 147 For more on this listen to episode 147 https://aliceheiman.com/use-the-power-of-referrals-to-close-more-deals/ You must train your team to ask for referrals and then expect them to do it by measuring it and reporting on the results.
But Alice shares another great way to get in front of the right people, one that is tried and true and has been working and continues working, events. And in this episode she talks about a very specific type of online event, a Round Table. You invite your target audience and they reason they attend is because they will get to share and learn. Rather than a webinar with talking heads, you invite your target audience to share about something that is happening in their marketplace. Not only are great ideas shared, they all get to meet each other and network. As Alice exclaims, “It’s a win, win, win, win.”
Win 1 - You win because you get in front of the right people
Win 2 - You win again because you have the right people to follow up with
Win 3 - They win because they share and hear all the ideas shared
Win 4 - They win because they meet people in their industry they might not have otherwise
Alice explains that she discovered an unexpected side benefit of holding the round table. She had no idea all of the conversations she would have from responses to the invitations. She had so many conversations with people who couldn’t attend. Just what salespeople want, conversations with people who can buy.
Alice shares the example of a round table she did recently where she invited CEOs to share, “What CEOs need to know to win in this market.” She’s done 2 others since then and shares those below.
You can gather those most likely to buy at a round table and have a win, win, win, win, too.
Here are the insights from 3 of the Round Tables Alice has held recently.
CEO to CEO: What You Need to Know to Win in This Market
CEO to CEO: What is Actually Working in B2B Lead Generation Now
CEO to CEO: How CEOs Are Rethinking Hiring GTM Talent: Insights from the C-Suite Roundtable
Connect with Alice Heiman:
LinkedIn: https://www.linkedin.com/in/aliceheiman
Website: https://aliceheiman.com
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