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Every one of a company’s employees know dozens of people and most of the time, they also know the name of the company where their family member or friend work. These hidden relationships sometimes are more valuable than you would believe. Your sales personnel will not know the potential contacts he or she has inside his own company with other employees unless he asks.
Post targeted potential customers on a board shared with all employees:
Have the sales department post the names of companies that it is targeting for sales. Write them in large letters and keep the board updated weekly. Remove those companies which become customers and give your firm new orders. These are successes.
Report Successes:
Let employees know of the successes and resulting orders of the targeted companies. Give credit where credit may be due, regardless of the department or employee from which it came. You might consider a finder fee and award it to all of those who were involved with bringing in a new customer.
Keep your board up to date: Post the names of the next targeted companies on the board for all to see. Include their location, especially if those companies have multiple locations.
Encourages employee participation:
The benefit of doing this is that your employees are involved and will begin asking others they know if they know anyone who works at these companies. The sales effort will multiply just by keeping up a simple white board and including everyone.
Think about it. Companies target companies but involve very few people in the process. How much time and money is wasted not involving more people who might be able to contribute to the company sales effort. Get them involved today.
