Corporate decision makers will check out your Web site. Here are some
tips to make sure it conveys the right image and message.
Develop a professional look. Homespun doesn’t work. Get a designer to
create a nice layout. It’s that important. A low cost alternative to a Web
site is a blog. Check out TypePad.com to get started for only $149.
Focus on business issues. Web site visitors must quickly
see that you understand their business issues. If your
focus is leadership, stress challenges leaders face.
articulate the impact you could make or
the ideas you have for business improvement. Finally, close with confidence, just
like you would if talking to a peer.
To be effective, you can’t “wing it.” If
you really want to work with bigger
companies, invest this time upfront. The
downstream payback is well worth the
effort. Besides, if you don’t, you’ll be
deleted in about five seconds.
If you’ve been struggling with cracking into corporate accounts, it’s time to
change your approach. You’re literally
creating your own obstacles by contacting hundreds of companies with the
same time-worn message for everyone.
Today’s corporate decision makers
have no time for that nonsense. But
when you speak their language, focus
on their issues and deliver a business
impact, they’ll call you back!
Showcase your expertise. Prospective clients who
find you online want to know that you’ll bring value.
They’ll also want to check to see if your philosophy
aligns with theirs. Create a resource library of articles, podcasts, videos, white papers and case studies.
Include “about us.” Corporate decision makers want to know if you’ve
had experience in industries similar to theirs and what you’ve accomplished. Cite your accomplishments, values and vision in this area.
Create a media center. Make sure that corporate decision makers know
you’re an expert. Post links to articles that quote or feature you, as well as
press releases that show you’re a mover-and-shaker in your industry.
Sales strategist Jill Konrath helps sellers
crack into corporate accounts, speed up
sales cycles and win big contracts.
She’s the author of Selling to Big
Companies, as well as a popular speaker at national sales meetings and industry events. She recently launched the
Sales Shebang, a conference and community for women in B2B sales. To
learn more, call Jill at (651) 429-1922,
or visit www.sellingtobigcompanies.com
and www.salesshebang.com.
Promising Students and Professors
Wanted for NSA
Scholarships
Four $5,000 NSA Scholarships
are available to junior, senior
and graduate students majoring
or minoring in speech, or directly
related communications study.
Two $5,000 Research Grants for
the advancement of Professional
Speaking are also available to
full-time speech professors.
Deadline for Application:
June 1, 2008
If you know anyone who might
be eligible, direct him or her to our
Web site at www.nsaspeaker.org/speakers/
scholarship-information.asp or call Audrey
O’Neal at (480) 968-2552 for more
information.
