Getting through to a key stakeholder isn’t easy. Sometimes, if you cold call a high level person out of the blue with no point of reference, you risk pissing them off. The goal is to get a New Business Meeting with them.
You have a 10% chance of closing a deal when you do not have a Champion. A Champion will answer two crucial questions, “Why do anything?” and “Why buy now?” and will sell for you when you’re not there.
VITO “very important top executive” letters is an effective way to target a key contact in an organization with personal and valuable messaging.
After sending a VITO letter, you can then spend the next few weeks or months with persistent follow up (calls or emails with relevant articles).
Running a franchise is akin to running a sales territory for a large company, agent or broker. Products and marketing comes from corporate. Franchises are all the same across the board by design, except one factor.