ll Rules to Sell to Sell To Me

As recruiters and vendors heat up with the economy, so will the time I spend with Vendors. So I like these "rules of engagement" by Donato Diorio....


11 Rules to sell to Donato Diorio

1.     Get my name right. I can see how people mistake my first name for a last name, but it’s not brain surgery. It shows respect.

2.     Personalize. I will not respond to a mass emails. Period.

3.    Understand what my company (Broadlook) does. Can you believe that there is some idiot out there that keeps trying to sell me a list of recruiting firms? Talk about selling ice to an Eskimo.

4.   Show me that I am special. Customize your sales pitch for my company. Don’t use generalities. Research what my company does and ask me good questions. I don’t have a burning need to seek others approval, but if you take the time to tell me.

5.  Call and email. You will probably get voice mail, but I will listen to it. The email will give me your contact information if I like what I hear. Tell me you will also be sending me an email. Be articulate, gosh, I’m sorry, but if your accent is so heavy that I have to listen to your voice mail a few times to understand it, it will get deleted at the very beginning.

6.  In your voice mail, say your phone number two times. Give me a chance to write it down if I like what I hear. Don’t use a voice mail script. If you do, you are not at the level yet to successfully sell to me. Try again next year.

7.  Don’t use a negative sell. i.e. The economy is bad, and you can help. Bad for who? Do your homework.
8.  I’m an optimist. I love hanging up on pessimists. Realists welcome.

9.  Know your product inside out. If you can’t answer nearly all my questions, you should not be reaching out to me. Have you manager or top sales rep do it.

10.  Don’t call me if someone else at my company makes the decision. I don’t make the decisions on office supplies.

11.  Did I mention… get my name right?

The Rest @  Sell2me