Most people know 600 other people, according to a study reported in the NY Times*. Those of you in sales who are thinking that you needn’t reach out to someone because they already “know you,” are making a big mistake. These 600 people may know “of you,” but are they thinking about you? Are they thinking about you while they are sitting in a meeting and just got tapped to find a good CRO to do a last minute job?
Find ways to stay in front of companies, even if you believe they are aware of you. Be visible. One of the best ways to be visible is to educate.
Educate, educate, and keep educating.
Educate by sharing important news, such as advances in the industry, or more importantly, advances within your own organization. This is why consistent, interesting postings on social media are so important. Other tools that can keep you in front of your 600 (and their 600) is through newsletters, press releases, videos, and participation in charity and news-worthy events.