Tip # 18 – Politic all the way

March 3rd, 2011 @ admin

I am not sure if that is a word or if it is spelled correctly. But what I mean is that it is very important to solicit the assistance and support of related parties that might be influence your deals for you. If done right, this can speed things up, reduce risks and the time and effort it takes to make deals happen.

Case in point – one of my client companies is trying to sell training videos to large defense contractor who make missiles and things like the Bradley vehicle, I believe. Anyway, they are trying to sell into a space that is very regulated and where people are very careful about which vendor the select. So, in addition to doing capability demonstrations, they befriend, enroll and hire retired Army Generals to help them politic and get in front of the right decisions makers.

Very often in life, it is not “What you know” but, “Who you know” that really matters. It simply helps reduce costs to doing business. In tough markets, there is a lot of fear in people’s minds and they cannot afford to make mistakes. Having people assist you manage these risks and expectations is absolutely worth your time and effort.

You might even realize your customers need help and leadership in making the right decision; one that will be appropriate in today’s market conditions. Your ability to bring them additional insight or guidance by connecting them or introducing them to specialists or experts in their field, could be exactly the thing that reduced their fears and gave them the clarity to make a decision.

To ground this further in today’s news and selling in a recession- Saks Fifth Avenue – the fashion company, is going to reduce spending to $75 million this coming year. Imagine their pressure, trying to determine what they spend their money on? People are still doing business in today’s market place, they just need help figuring out what to do.

Retailers have been responding with actions that indicate an even tougher 2009 is expected. On Nov. 18, Saks Inc. (NYSE: SKS), owner of Saks Fifth Avenue, said it will cut its 2009 capital expenditures by 40 percent, to $75 million from $125 million in 2008. This followed a similar announcement by Macy’s (NYSE: M) on Nov. 12, that it will cut its 2009 capital spending to $550 million to $600 million, from about $1 billion. That compares with roughly $950 million in 2008.
www.bizjournals.com

Invest in networking, decide who really need to know, and make sure you are constantly working to improve the quality of the people you know. Make sure they can support you in getting closer to fulfilling your goals and objectives.

I would also say again, like I have said a few times before, do not do it alone, politic all the way and move powerfully in the market place.

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Category : 25 Tips to Selling in a Recession &Business Strategy &Leadership