Publisher: Dearborn Trade Publishing
Interviewed By: Donna Gray
From the minute we began until the minute we finished, my interview with author, Jill Konrath, author of "Selling To Big Companies", was a total learning experience. This lady is the consummate marketer. From reading her new book, this reviewer suspected that she walks the walk and talks the talk 24/7. The interview proved it.
I asked Jill if she had one special point she hoped readers would take to heart, and she responded "Focus…on the difference you can make. Reframe the way you think to make yourself a "business improvement expert. Always set yourself up for success." Following this advice will help anyone who wants to sell their products to big business. Another piece of good advice was "Use all the resources at your disposal to move forward…do your homework…strategize." Those who sell to big companies know that these suggestions can help make the difference between getting an appointment and/or getting the brush off.
When Jill and I talked about how she mentors others through her web site and her on-line newsletter, she told me she believes "information is no good if it doesn’t get put out to help others." Without question, her book is one of the best sales tools to come down the pike in a long time, and this is apparent from the way sales have taken off through industries who have discovered how to utilize her expertise. Ms. Konrath said she wanted to share what she knows, so that readers could, themselves, learn, to plan and implement effective client meetings, how to talk with decision makers about their business issues, and how to take the sales process to the "next step", and get a competitive advantage. This dynamic lady has much to offer all who read her book. Talking with her was like being with the Energizer Bunny. As fast as I asked a question she had the perfect answer.
Ms. Konrath does her homework diligently before she tells us how to do ours. When I asked about her writing process, she told me "I completely immersed myself in the writing process so that everything would flow."
Finally, I wanted to know her opinion on "cold calls" and her answer was "large corporate clients need very strategic entry methods. Cold calling does not provide this entry. Do the research. Have a valid business purpose with an account entry strategy. Do something that shows your expertise."
Since I know and understand the promotional products
business, I was amused and delighted when she talked about
using "lumpy mail". Thanks, Jill for all the good advice
on how to get in the door, stay visible and most important,
how to sell to big companies.