Fortunately, I have thought-leadership credibility in my niche. I've written for trade publications and been a speaker/panelist at conferences. The strategy I am leaning toward is to begin researching for a series of articles and conference presentation on a topic very hot on the mind of my niche (and 100 targeted prospects). In preparation, I could reach out individually to these prospects for their input on the article/presentation topic. That way I get excellent input and these decision-makers will also become familiar with me (and most likely view my website out of curiosity). Your thoughts on this approach or any other suggestions would be appreciated.
That is a great approach. By asking for their collaboration, you are establishing yourself as a peer and not a salesperson.
If you contact them, pose a question or two to frame the conversation and ask them for a quote to be included in your research publication/book/presentation/etc.
Gary Vaynerchuk talks extensively about woo-ing customers in his book, "The Thank You Economy". He shares examples of sending non-branded goods (a sports jersey, in one example) to new customers, just for being a customer. In your situation, replace 'customer' with 'prospect'; gather intelligence about their likes or dislikes and use this to break the ice with them.
I'm sure if a valuable trinket from their favorite sports team arrived with a handwritten note on their desk, you would have their attention.
Good luck, let me know how it goes.
There are several ways: try being a volunteer key speaker at a trade conference. I, for example, will be doing a presentation at a Marcus Evens conference. They're waving my fees and covering my flight, but I still cover the hotel and food...but there's 50 top and upper executives in front of me for me to show off to.
Try a webanier...that may be a mixed audience but if its good and you're doing a series, word of mouth will spread.
Get on a radio show.
The idea of the articles is not bad, use the other platforms to meet and then personally solicit help directly, while still at the conference. There is always a meet and great time.
Write a really good article about their interests. Or if you don't want to write the article, find one and pass it along to the prospects. Say something like, Hi Bill, I know you like....or are interested in.... and so I wanted to share the article with you.
By the way......pitch softly.
Don't stop taking massive action.
Best of Luck,
Michael T. Irvin
My books are available exclusively through Amazon Books. Check out my book "Copywriting Blackbook of Secrets"
Copywriting, Startups, Internet Entrepreneur, Online Marketing, Making Money
If you know the audience well, get to their top 3 problems. Once you know this, relate yourself or your company to these.
People find interest only when you relate to them or their problems. It doesn't matter if you have the perfect solution or not, but they give you the attention that you needed. At the same time, don't boast about your achievement, because that again puts people off. How does it matter to the audience If you won the best company of the year! Its good for you, not them.
Start with a story as they have more power to drive things, because "Facts Tell, Stories Sell."
Many valid and insightful suggestions already.
Your requirement is "How to address them"
The simplest formula is this:
a. What is your target audience or who is this (can you group them)
b. Which problem of theirs do you solve? (or your product solves)
c. Add an active verb of the action
Example: An attorney who focusses on Divorce
a. Couple having marital problems
b. Looking for a speedy and freedom with no headache
Intro: I help unhappy couple settle amicably in shortest span of time
Intro of a Printer focusing on Small businesses:
I help small businesses sell more through my creative and cost effective printing materials
Some more tips:
a. Get to know their problems and focus on the top 3 problems
Can you create a "Do it yourself" material and help them solve these problems?
It can be distributed as a free download on your website
Or a Free Counselling could even help
If your work started yielding results then create stories of success---
Stories that is embedded with Testimonials
How did it help them --so to say
We can have a free ten minutes of call if required
All the best
Business Growth specialist
Chartered Marketer UK