“Dude, You’re Losin’ Me…”
A couple weeks ago I spoke to a group of individuals seeking their next job about “wedging your foot in the door.” It’s a targeted, value-based approach (ideal for both B2B sales professionals as well as job seekers) to getting your foot in the door at a business where you otherwise do not have a connection. Among the most crucial steps in this approach is developing your value proposition: What positive, measurable result can you create for someone else?
This question presents a challenge for many people. Such was the case for Chad, who approached me after my talk. He had a diverse background, largely in information technology. “I’ve been instrumental in deploying updated systems for one employer; at another I developed new protocols for support teams…” Continue reading …
Keith F. Luscher is author of the book Prospect & Flourish, and is a Marketing Representative with Principal Financial Group. Prior to joining Principal, he served professionals in the insurance and financial services industries as a management consultant. In that role, he advised producers on issues related to marketing and prospecting, and developed groundbreaking educational curriculum. Luscher is also a nationally known author, speaker, and expert in media, interpersonal communication and marketing.
