The whole thing started with my LI research within the targeted vertical and geography. Managed to get hold of CMO which was not the happiest talking to me as he had some quirky experience with our company before (we were in b2b events business and the client for some reason did not receive the satisfactory customer service and booth exposure).
Anyway.. We ended the call with the agreement to no longer connect with each other coz he admitted, he enjoyed talking to me but for some reason he could not trust the brand (our company again).
I knew they had mkt budget (quite generous), our offering was absolutely spot on for their growing business in North America but there was this past-experience-baias which was requiring the fix.
Did not knock on the same door again, but went ahead, did some research and found 2 MKT Managers who were directly reporting to CMO. Reached out to both separately asking their 10 minutes for sharing more about our offering and the way we could solve their challenges.
After 2 conf call, made fantastic friends with both and there was the time for opening the cards. Invited both on a conf call together and shared my main painpoint, which was lack of trust from their boss.
It appeared that both of these mgrs were on ambitious annual target quota and had to deliver with their sales team this way or the other.
They have shown initiative of convincing their boss and that convo of the century happened on their friday beers party... Guess what?!
3 working days after that, I am receiving the email from CMO: "Sign us up!" - Lorrie will be your main point of contact on this matter.
SOLD!
Post-service followup:
- They've signed up 4 new clients only from our event
- They have managed to establish great relationship with industry association (US branch)
- They have been returning customer eversince - I've left the company but peers who have stayed are enjoying the commission :xD
Lesson learnt:
- Do not keeping knock on the same door 10 times hoping that you will receive different outcome (there are always windows next to the door :D)
- Do not take NO as an answer and try to find the wise tactics to tackle the situation - NO does not mean that they do not want to buy (if your product-market-fit is there), it means that they have an objection that you need to handle and convert it into the value offering.
Good luck savages!!!
Anyone has come across the similar situation|?
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