Using "Ambassadors" As Networked Promoters Of Your IT Solutions Provider
By Christine Kern, contributing writer
How can a sales representative or sales team get a pipeline full of new opportunities? One way is to maximize potential by winning ambassadors and using them as networked promoters.
Andrea Sittig-Rolf, CEO of BlitzMasters, who works with vendors to provide activity-based, new business development workshops offers information on this topic in her “Coffee Coaching” video series. In three related sales tips videos sponsored by Microsoft and HP, Sittig-Rolf examines how to find others to help promote your business, to evaluate ambassadors by their markets, and how those ambassadors can be used as networked promoters:
“Sales Tip: Expand Networks by Winning Ambassadors.” Sittig-Rolf explains in this video that ambassadors are individuals outside your organization who believes so strongly in your products or services that they willingly promote your product or service to peers and colleagues. She explains, “In order to win ambassadors, you must be able to communicate three criteria. The first is that your offering will make money for your client. Next, it needs to make the ambassador look good to his peers and superiors. Finally, you need to assure your ambassador that you will keep him or her apprised of your dealings with his or her company.”
“Sales Tip: Little Known Ways to Use Ambassadors as Networked Promoters.” In this short presentation, Sittig-Rolf explains, “Teaching ambassadors to promote your business also requires becoming actively involved in their functions, networks, and spheres of influence. By doing so, you become part of their world and are views as an insider. It also gets you inside their network … which in turn makes the job of selling to them much easier.”
“Sales Tip” Here’s a Quick Way to Evaluate Ambassadors By Their Markets.” In this video, Sittig-Rolf explains that you much qualify ambassadors by weighing the markets they represent before you can decide which ones will be most useful to you. She points out, “Certain industries are more likely to have budget already planned and marked for investments or expenses such as sales and marketing programs, public relations, advertising, consulting, business services, and so on.” She reminds you, “When pursing potential ambassador relationships and when pursuing any kind of direct prospect for your offering, selling based on the value you bring to the relationship rather than on the price is always the better way to go.”