There are three ways in which every sales relationship is initiated. Either by 1) meeting someone physically, or 2) calling or 3) emailing someone. Each of the ways have advantages or disadvantages that need to be considered.
1. Meeting Physically
In some cases this strategy could work very
successfully. For instance some sales
people go to very specific networking events where they can get to meet future
For instance in a clothing store you might find someone
approaching you asking you if you would be interested in their credit card or
loyalty card. Rather than try and
contact you over the phone or via email that person sought to contact you by
walking up to you physically and starting to talk to you.
A networking event is another example of physically meeting
someone. At a networking event the goal
might not be to immediately sell to someone, but rather to introduce yourself
and find a time when you might be able to talk more about the services that you
Meeting someone physically can come at a cost and take time, but there is a higher probability that you can immediately show someone the product or services that you are selling and find out if they are interested.
2. Phone Call
Another way of introducing yourself and your business might
be through calling your customer on the phone.
The goal with a phone call might be to make the sale, but in most cases
the goal is to get an introduction to a physical meeting.
When making a phone call you need some information such as
the position or name of the person in the company you are seeking to talk
to. You will also need to know the phone
number of the person or the company that you are seeking to sell to.
Using the phone might be intimidating at first, and might also be costly, but once you reach a person on the phone it is much more difficult to ignore the request for a meeting.
3. Written or Electronic Communication
Another way of introducing yourself to the sales
relationship is through electronic communication. In this way, you would send the person that
you are introducing yourself to an email or an instant social media
To send someone a connection request on social media might
be one form of drawing someone into your network, but it is still quite far
away from building and establishing an ongoing relationship with someone. Think about all the friends you have on
Facebook or one of the other social media sites, do you have a relationship
with all these people.
When you connect with someone on a channel like LinkedIn it is
important to note that during the time that you connect you have the highest
chance of building a relationship. It
might therefore be important to consider how you can write your connection
request in such a way that it can lead to higher likelihood of someone
Although electronic communication could be easier to do,
more cost effective and less time consuming, it is also easier to ignore.
Consider for instance all the emails (including junk mail)
that you receive daily. How many of
those emails do you ignore?