Describe your TRIBE

I am sure that you know , by now, who your TRIBE is.

This is a perfect customer, who needs exactly what you have to sell and has the perfect demographics that suite your organisations sales process.

Things to look for when describing your “TRIBE”

• Are they geographically well located, so that you can provide the requisite service levels.
• Do they have a need for what you sell
• Is the positive transformation, both you and your organisation offer, aligned with their unique needs, values and expectations?
• Do they appreciate the “Value” both you and your products or services offers and are they prepared to pay a premium for that.
• Do they meet all the requirements in terms of size, turnover, staff numbers etc, to suite your sales prerequisites?
• Do you relate to the people and do you enjoy working with them
• Do they pay their bills on time
• They don’t complain about small challenges and are willing to work through any challenges that do arise.
• Are they are prepared to form long term mutually beneficial partnerships with both you and your organisation

You know your industry, markets and customers better than I do.

Invest the time to identify, your perfect customer and you will never waste time in the future, canvasing customers, who will never ever buy from you.

Example:

My “TRIBE“, which I have identified for my Sales Enablement Solutions, is as follows:

• They are located with the borders of South Africa
• They have sales teams, who want to optimise their sales performance and results and are willing to engage with a “Sales Enablement Solution“, to support them to develop an new Sales Success Habit Set, so that they can consistently smash their sales targets.
• They have a desire to engage with a blended approach to Sales Enablement, so that they actually optimise their sales performance and results. Thus enjoying a return on their sales training investment.
• They operate in the Business to Business sales space
• They have more than 10 sales people
• They have more between 200 and 1000 employees
• They turn over between $ 7 500 000 and $ 100 000 000 a year
• They have a leadership team with the budget, willingness and desire to empower their sales team.
• The leadership are friendly and easy to work with
• The leadership understands that challenges do arise and they know that working together to find a solution is best for all concerned
• They pay their bills on time
• They are willing and able to form a long term mutually beneficial “PARTNERSHIP” with our organisation.

Describe your TRIBE

Where does your TRIBE hang out?

Research to see exactly what networking events are available, where your TRIBE, hangs out

The best option, is always an event that will give you a list of attendees, before the event.

This helps you to identify possible people to meet at the event.

It gives you the opportunity to research these people, before the event, so that you are better equipped to start a conversation with them, at the event and arrange to meet with them after the event.

Where does your TRIBE hang out?

List at least 5 networking events that you will attend over the next six months, below:

Get a list of attendees and identify the best three prospects

I find the best type of networking events to attend are ones that supply you with the list of attendees the day before the event.

This helps you to identify three possible perfect prospects, to meet at the event.

You research these people the day, before and go prepared with a printout about things you could use to engage them in conversation. This could be info about a sport or hobby they participate in.

It is not always possible to get a list of attendees, before any event, ut is a great help if you can.

How are you going to ensure that you get a lot of attendees the day before any networking event?

Research these three prospects

Invest the time, to research each perfect prospect and try to identify things that you could use to initiate a conversation with them

I even go so far, as to print a picture of the tree prospects I have identified. This helps me to identify them at the event.

Describe, below how you intend to research the prospects that you have identified as perfect prospects?

Attend event and ensure that you meet the three prospects that you identified

Use the info you have researched and the persons picture that you printed to identify your three chosen prospects at the event.

By identifying prospects before the event, you ensure that you get meaningful value from every event.

You get to meet at minimum three perfect prospects and then once you have met the prospects, you can invest the rest of the evening trying to meet other perfect prospects.

How will you identify the three prospects that you chose to research before the event, at the event?

Invest the rest of the evening into meeting, as many other members of your TRIBE as possible.

Once you have met with and arranged face-to-face meetings with the three people that you chose.

Invest the rest of the evening into chatting to and meeting other possible perfect prospects.

By ensuring that you research at minus 3 perfect prospects before each networking event, you ensure that you will arrange at minimum3 face-to-face meetings, after each event.

Any other meetings that you get to arrange, will be a bonus.

Describe in detail, how you plan to start conversations, with possible prospects, below: