PPB December 2019

L ooking for ways to increase your sales volume? Work within your existing clients. Sell new or different services or move into other buyers and departments. For example, if you currently provide a company’s Human Resource department with employee awards, make an appointment with the Events department for their conferences or trade shows. Expand your reach within that client. There are several ways to get started. You can secure an appointment through an existing contact referral, by responding to a request for proposal or through your own due diligence when at the client’s office. Regardless of how you capture the appointment, prepare a presentation that will favorably highlight your existing relationship with the client and successfully educate your new audience about the additional services you provide. Key Elements Because there is history between your distributorship and the client, your presentation to the prospective department should focus on the specifics of what you can do for them. Some of those attending your presentation may be unfamiliar with you, so start with a brief description and a high-level history of your distributorship. Do not spend too much time reviewing information they already know or information that isn’t relevant to this audience. Include a few pages or slides that showcase past projects with other departments in this company. Develop case studies of your best projects and bring pictures or actual samples when possible. Do you have a testimonial or letter of recommendation from your current contact at the company? If so, share it with the audience from the new department. After the overview, your presentation should focus on Art Of The Presentation: The Sequel Showcasing your distributorship to a new department within an existing client company is a smart way to expand your business. Use these tips to start off right. Second in a two-part series by Leigh Canavan 36 | DECEMBER 2019 | GROW