Successful Approaches to Marketing for MBEs. October 30, 2013 Margaret Klinsport, Supplier Diversity Director Allstate Insurance. Today’s Goals. The Basics. The Presentation. Networking. Maintaining Corporate Relationships. Ineffective Approaches. Statistics. Prepare. Be prepared
October 30, 2013
Margaret Klinsport, Supplier Diversity Director
Share the “Do’s” and “Don’ts” of what will help get you in the door (or keep you out)
Develop potential partners who are able to compete and win business to help build and maintain the Allstate Brand
Be remembered for the right reasons and make connections that will lead to potential business
Are you the right fit?
Do you have products and services that benefit the corporation?
Strategize your approach
Research the company
Know your capabilities
Be ready to clearly articulate your value
Lead with your strengths—what uniquely qualifies you to compete for the corporation's business?
Presenting your value
Here is how I will add value to your corporation...
Have a strong to-the-point pitch
Examples of past performance
Demonstrate you can compete at the corporate level
The Shark Tank Experience
Have a contemporary presentation and a professional website
Stay ahead of the technology curve
Develop a wide network
Be an active member
Find a mentor
Be a mentor
Leverage Corporate Partners
Scholarships, mentoring and special events
Industry group contacts
Introduction to peers
After the initial contact
Continue to learn about the corporation
Submit your information to the database
Be thorough, careful and ask questions
If you win....
If you lose...
Approaches to avoid
Scripted cold calls
Multiple calls to the same company
Presuming you are a good sales person
Styles to avoid
Demands based on diversity status
Scripted Cold calls
Multiple calls to the same department
Destroying the relationship