In yesterday’s challenge, you did some research in an effort to find bigger companies to do special marketing initiatives to.
Over the rest of the month, we will revisit this super-short “hit list” a couple times, but today, we start in a meaningful way.
First, do a little bit more research on Google, perhaps even LinkedIn. The goal: Find out who is in charge overall, and who is in charge of the accounting, finance, and legal functions. Yes, that means up to four people. If not people, find out who their accounting firm is, what local law firm they utilize, etc. You may need to pick up the phone for this leg work.
Once you know the names and addresses of the folks in charge, here’s what you’re going to do:
- Print out copies of any “financial turmoil” media articles you found yesterday.
- Type up a cover letter on your letterhead saying you came across the attached news items, and provide 2-3 specific suggestions for how you could help based on what was publicly reported.
- FedEx or courier this entire stack to the people you found in your research. Not email. Not fax. Not USPS. FedEx or courier. Don’t be a cheapskate on this, it’s worth the extra few dollars.
- Add to your calendar a to do to follow up via telephone in 48 hours.
In this day and age, showing even the tiniest demonstration of competency and tenacity goes a LONG way. Frankly, it’s frightening how low the bar has become for impressing people. This makes it easier to get a meeting with some local corporate mid-wig than you think it is. By taking the time to research a company, try to understand their problems, even with incomplete external knowledge, and offer possible solutions, you’re probably being more proactive than their controller or CFO.
That’s how you land whales.