Which channels to use to get in touch with your targets (Extract from the book "Faites grandir votre business - Olivier Jacob)

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Once you have established a strategy and targeted the companies and people to focus on, how do you go about meeting them? 

"Fish don't swim upstream," said a famous business executive to sum up the strategy of starting at the top or with someone you know. Listing all of the business functions that would be useful to meet in your project will help you realize that you have a very broad battlefield.  

There are multiple channels to get in touch with your targets.  

For example:  

  • Personal networks and associations; 
  • Your company's internal network; 
  • Recommendations (client, extension of the scope of a mission, other partners, from above) ; 
  • Events (professional events, breakfasts, trade shows) ; 
  • Incoming calls; 
  • Mailing; 
  • Advisory Committees; 
  • Various activities. 

Method Sheet - Networks and Associations 

  1. I list the networks/associations in which I am or wish to be involved. 
  1. I identify the actions I need to take to get involved:  
  • I register to the association ; 
  • I identify events/activities; 
  • I am attending a conference/meeting; 
  • I am organizing a conference/meeting; 
  • I identify key people and make contact. 
  1. I track my results to stay motivated: 
  • Conference/Meeting Attendance; 
  • Number of contacts met as a result; 
  • Leads obtained ; 
  • Signed contracts assisted by the network. 

You are an expert operating in professional services and you do not feel comfortable prospecting for new clients.

In this book, with a preface by Bertrand Dumazy, CEO of the Edenred group, you will find numerous illustrations and practical information sheets drawn from the concrete experience of specialists who have successfully developed their prospect portfolio.

You will also learn how to make yourself happy by developing new contacts at all levels in organizations.

How to target key contacts in your prospects? How to approach them? Through which channel? How do you stand out? What creative solutions should you use? How to interest your interlocutors in your subjects ? Which marketing to set up on the web ?

Here you will find answers to all these key questions to develop your business or practice as well as methodological elements for immediate implementation.

Price kindle format: 9,99€
Price paperback: 19,50

Number of pages: 188
Author: Olivier Jacob
Preface: Bertrand Dumazy