Melodye Tomsu, CPSM Director of Business Development & Marketing Cleary Zimmermann Engineers MEP &Commissioning

Melodye Tomsu, CPSM

Director of Business Development & Marketing

Cleary Zimmermann Engineers

MEP &Commissioning

Business DevelopmentSelling 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


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


Solicitation Listing Sites/Services:Fed Biz Opps fbo.govPublic agency websites such as Electronic State Business Dailyesbd.spa.state.tx.usOnline Lead Services IMS, OnviaPredictive Services Centurion Research

General Media:Business Journal – Calendar of Events, People on the MoveGoogle AlertsLocal publicationsConstruction NewsIndustry publicationsSocial Media

Federal Industry Days

Websites: (project types, consultants, yrs. in business, etc.)Small Business AdvocateClients’ website Competitors’ website

Market Research – Where to Look


Professional Organizations:-Industry related - SAME, SMPS, AIA, AGC, ABC, CEFPI, TSPE, CEC, PEPP, CMAA, etc-Local chambers

Attend regular eventsAdditional involvement benefits – committee involvement, board participation,

etc.

Community Involvement:-Little leagues-Church-Social groups-Neighborhood Assoc.-Charitable Organizations


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


Events – Name Tags


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


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


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


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


• 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


Questions?Melodye Tomsu, CPSM

Cleary Zimmermann Engineers

[email protected]

www.sanantoniosmps.org


mailto:[email protected]

http://www.sanantoniosmps.org/

Documents

Melodye Tomsu, CPSM Director of Business Development & Marketing Cleary Zimmermann Engineers MEP &Commissioning