I recently commented that I managed to make a deal with a multi-million dollar company and now I want to share the concept in how to approach just about any potential business commodity and get a response… and even a deal.
And if you’re still wondering who this company is, I still can’t tell you yet. Hint: you probably already know of them and probably even purchase products from them if you are in the States.
On to our objective.
1. The most important thing you can do before contacting the business/company is research and find out more about them. Spend about an hour or however much you need to navigate through their website and learn everything you can about them. You really can’t help them and possibly know what they can help you with without knowing their capabilities.
2. Next is considering HOW to contact them. Some people have a “contact us” form. You have to be certain that it goes to the top person or does it only get to customer service and they turn you away? Do a little digging and see if there are alternative contacts to reach the top guy.
I used an alternative and contacted the vice-president in order to move up. Luckily, he forwarded me directly to the CEO.If it’s not a big company, and just someone with valuable products you may want to get your hands on, look up their WHOIS. 99% of the time, the email address used there, is their most valued email account and will always check it.
3. Just like any ad copy, you need a very catchy subject header that will tell them THIS IS NOT SPAM without saying that. I find the best word to use in the subject heading is “inquiry.”It can be, “partnership inquiry, marketing inquiry, business inquiry, purchase inquiry, advertising inquiry, expansion inquiry…” you get the idea. 99% of the time that I send out an email with that word, I get a response and it’s usually positive. Why do you think I manage to get so many discounts in my websites?
4. And now, the main course. You have to understand that you need to be honest with yourself and with the person you’re making a proposal to. Here’s an example of what I wrote to the company:
Hi [first name],
Iâ€™m Kevin Lam, and Iâ€™m not going to lie about the fact that I am a US Navy sailor and a part time entrepreneur. Sounds funny, doesnâ€™t it? But please allow me to finish what I am here to propose…
And that’s what I start with. It’s okay to tell them the truth, they don’t care about where you come from so long as your proposal is plausible and is beneficial to them. I feel being honest up front is important because if I leave out the little detail that I’m really in the Navy doing this part-time, they’ll think I’m a joke and just trying to scam them. I don’t need that kind of reputation.
Inside your letter, try to point out some key points that would really get their attention. Use their competition’s name and how it could help them beat them, use associations to other businesses and how it would help increase revenue, find something pertaining to their business and that it could only help them and so on.
5. And finally, the closing of the message:
This is just the initial concept, we can elaborate on this strategy if you wish to discuss this more. I have a few more concepts we could apply.
What do you think that last statement do to them? That’s right, it creates curiosity – the simple principles of AIDA! This makes them want to follow up and see what else you have in mind. However, be sure you can back that up! If I had said that and then had nothing to talk about when I called the CEO, I’d probably fall flat on my face while he chuckled and laughed at me.
That is all, my friends. I hope this has been helpful and perhaps one day I can hear from you saying that you’ve landed a deal with a multi-million dollar company, if not billion! And even if it’s not that high, I just want to know that you’ve been able to successfully make business relationships and deals with almost everyone you contact.