Simplify The Process
1. Find Your Top 50
Strategic selling requires knowing your geographical area, so spend time researching the top 50 businesses that you should contact. Focusing on your top 50 helps to narrow your message and better understand your audience. For example, perhaps you are surrounded by manufacturing facilities...Well, then it might be a good idea to understand the deficiencies that exist in the manufacturing industry today in terms of employee skills. Use this information to customize a program that focuses on upskilling manufacturing employees.
2. Make Phone Calls
Many people are afraid to make phone calls to potential clients or they have convinced themselves that phone calls are not a productive use of their time. This isn’t true! Phone calls are a great way to connect with your prospects. Phone calls are personal and
effective. Your approach and preparation prior to making phone calls is key to making this work. You need to have an idea of what you are going to say, you need to rehearse a bit before diving into a phone call blitz, and you need to smile. That’s right, it has been said again and again, but people are able to tell if you mean what you say by your tone, so smile, and relax!
3. Being Part of a College Matters, Use The Advantage!
It is easy to get caught up in the day-to-day activities and forget that we are part of something bigger. Our college or university has prestige and knowledgeable people on campus, share this knowledge with your community. Send an email to all of the department chairs inquiring about who has published recently, check out their books and articles, and apply that newfound information to one of your programs. Sharing information is key to creating value.
4. Campaign Strategically Via Email
You probably have a marketing department to help you with this step, but it is critical that you generate content ideas. Part of being able to get meetings with top businesses in your area relies on your knowledge of the trends in business...You need to know what is happening and you need to let area businesses know that your department can help with training needs.
5. Host Your Own Events
One great way to generate opportunity and create buzz around your department is by hosting your own event. Colleges are a hub for exceptional talent. Consider asking faculty and other subject matter experts to speak at your event. Many of these individuals have tremendous experience, knowledge of best practices, innovative ideas, and groundbreaking technologies regarding our marketplace.