Discover Rich New Oceans of Prospects for Your Service

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One of the most amazing things to me is how few companies attempt to get other companies to endorse their products or services to clients.

You’d think they’d be all over that…

It’s not as hard as it sounds. CEOs answer phone calls from other CEOs… especially, when they are doing it for the purpose of making each other more money. (Call me crazy but I think CEOs like making money.)

How do you discover companies who already have
the ear of people who need your solution?

Here’s how I do it…

1. List the customer segments you are going after.

2. For each segment ask yourself:

• What do they buy BEFORE they buy software in my category?
• What do they buy about the same time?
• What do they buy immediately AFTER?

It doesn’t have to be software, it can be anything. Another approach is to ask, “What life/professional event (or change in the status quo or decision) would make someone aware of the need for my solution?”

3. This should give you a fairly large list of products/services. I’d list them as general categories and then list the top 3-5 companies in each category.

After a few days of this you should have a ton of companies who you could approach about a possible recommendation of your solution to their house list.

4. Next, I’d have someone create a one-page synopsis on each company listing it’s history, the current CEO, a rundown of its product(s), etc.

5. Then, I’d write a one-page proposal detailing how you think introducing your company to their current house list could benefit them. I have a standard one-page proposal outline I use based on the format found in the EXCELLENT book, “The One-Page Proposal: How to Get Your Business Pitch onto One Persuasive Page” by Patrick Riley.

If they have snail mail addresses offer to pay for the costs of a small test to their list to see what kind of responses and results they receive.

6. Send each proposal via FedEx.

7. Follow up a few days later with a phone call.

8 . If you strike a deal and it proves profitable for both of you, then encourage them to make the recommendation of your solution part of their automatic processes. This will ensure a steady stream of sales for both of you after the initial windfall of rolling out to their entire list.

The new customer acquisition cost for these sales will be EXTREMELY low… probably much less than a tenth of your current costs. But, this strategy yields MORE than a flood of instant and easy sales… it has the added benefits of creating a lot of buzz and adding credibility to your brand in the market place.

Get as many up and running as possible.

It’ll be worth it!

Jason Bedunah

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