Every time someone representing your company communicates with a prospect your reputation is on the line, especially in these days of ubiquitous social media.
Think for a moment from the perspective of a prospect. If they are important enough for you to communicate with them, if they are a decision maker, a recommender or an influencer then they are almost certainly being contacted by many other people; not just your direct competitors but anyone else that wants to sell them something.
If you don’t already have a relationship with them, from their perspective you are just one in a long line of people trying to sell them something. This doesn’t mean you shouldn’t contact them, but it does mean that the contact has to be professional, offer something of value and respect the prospect’s time and viewpoint.
So it’s critical that anyone who represents you can see the prospect’s perspective, gently overcome their initial reticence and gradually develop a trusted relationship by offering valuable information and relevant advice, by understanding their business issues, by being politely persistent and by following through.
The Database Dept.’s ARM Business Platform achieves just that. It’s the science of building relationships with decision makers that are not yet ready to buy so when they are, they trust you.