Melodye Tomsu, CPSM Director of Business Development & Marketing Cleary Zimmermann Engineers MEP &Commissioning Business Development Selling Yourself & Getting Your Name Out There

Is this your idea of the sales/marketing? Selling Yourself & Getting Your Name Out There

What is Research? Organizational Involvement Business Cards Your Follow-up Building your Relationships Talking Points Selling Yourself & Getting Your Name Out There

Why Research? Research enables you to identify, evaluate, and compare potential market opportunities and develop a marketing plan without investing a lot of money, time, and travel. Step 1 – Find out WHAT you want to sell Step 2 – Figure out WHO you need to sell your product/service to Step 3 – What role can you play? Step 4 – Who is the Contract Agent? Small Business Advocate? Market Research Selling Yourself & Getting Your Name Out There

Solicitation Listing Sites/Services: Fed Biz Opps fbo.gov Public agency websites such as Electronic State Business Dailyesbd.spa.state.tx.us Online Lead Services IMS, Onvia Predictive ServicesCenturion Research General Media: Business Journal – Calendar of Events, People on the Move Google Alerts Local publications Construction News Industry publications Social Media Federal Industry Days Websites: (project types, consultants, yrs. in business, etc.) Small Business Advocate Clients’ website Competitors’ website Market Research – Where to Look Selling Yourself & Getting Your Name Out There

Professional Organizations: -Industry related - SAME, SMPS, AIA, AGC, ABC, CEFPI, TSPE, CEC, PEPP, CMAA, etc -Local chambers Attend regular events Additional involvement benefits – committee involvement, board participation, etc. Community Involvement: -Little leagues -Church -Social groups -Neighborhood Assoc. -Charitable Organizations Selling Yourself & Getting Your Name Out There Getting Involved

“Before everything else, getting ready is the secret to success.” Henry Ford -Research the organization hosting the event -Know the potential attendees and where they fit into the organization -Have an “Elevator Speech” ready -Research current news topics -Dress for the occasion -Put plenty of business cards in your pocket! Events - Do Your Homework Selling Yourself & Getting Your Name Out There

Events – Name Tags Selling Yourself & Getting Your Name Out There

Scan crowd for familiar faces How to approach a group Conversation Tips: -80/20 Rule - 2 ears / 1 mouth -Learn about others -Do not sell What not to do: -Don’t interrupt conversations -Limit alcohol consumption -Avoid controversial conversation topics -Be in the conversation - do not be looking for the “better” person to talk to Events – Working the Room Selling Yourself & Getting Your Name Out There

Make an impression FIRST Never ask a Senior Executive for a business card unless you have been engaged in a conversation Some Federal Employees may not have cards Receiving and giving a business card Events – The Business Card Selling Yourself & Getting Your Name Out There

Organize your notes and identify follow ups that need to be made Handwritten thank you note Follow up with a purpose Set up a meeting – make friends with the Gatekeeper! The Meeting Follow up with another thank you for meeting Create a tickler file You didn’t earn a friend in 30 minutes, don’t expect to earn a new client that fast either! Events – Following Up Selling Yourself & Getting Your Name Out There

Don’t oversell or be pushy – establish a need in that person’s mind & a solution YOU must sell yourself first before your company, product or service Don’t talk bad about your competition Events – Tips Selling Yourself & Getting Your Name Out There

Share business leads Use your network to connect Approach in a neutral territory Send articles of interest Invitations to events Know client’s business and concerns Introduce client to people they need to know Know what’s important to your clients Survey clients and prospects Seminars Be a good listener and an advocate! Relationships – Contact to Client to Friend Selling Yourself & Getting Your Name Out There

Questions? Melodye Tomsu, CPSM Cleary Zimmermann Engineers Selling Yourself & Getting Your Name Out There