Back in the day, my first job out of college was selling the lowest line of Xerox copy machines in California. I had to carry this Xerox machine to each appointment; business and consumer, and ‘selling-I-did.’
How did I sell back then? I created relationships with my prospects and gave them something to remember; in my case, my name was unique and I also donned big yellow rain boots because I couldn’t afford new shoes weekly from walking in the mud in a ranch-centric territory.
Jump forward two decades and not much has changed. I still believe that to foster strong relationships with media and analysts, we must first get to know them. I thought I might outline the steps of selling…well…anything; from copiers to networking and security PR pitches.
Get in the right mindset.
The first key to sell anything is about you and your mindset. If you are not fully confident (and calm), you won’t be able to convince anyone to listen to what you are offering. You must be ready to face a lot of NO’s, and know that, eventually, you will get to a YES.