By Jon Klausa, Business Development Director

It’s not about you. You’ve heard it before in other areas of your personal life, but that same attitude can work well in sales.

Here’s what I mean.

As a panelist at the recent President’s Symposium of Chicago, hosted by The Entrepreneurship Institute, I had the opportunity to address a group of small business owners – entrepreneurs looking for ways to get their small business’s name out in the big city.

I could relate. These are the tips I shared:

Start with good referral sources

Who are the trusted advisors of the companies you’re hoping to reach? For Salo, for example, our audit partners are good referral sources. If a CEO is looking for a referral, he knows his CFO will know who to recommend. That’s a credible resource. Establish yourself with that individual in simple, tangible ways. Figure out how you can help them. Make connections for them. Introduce them to others who can help solve their problems. Those connections can happen on a professional or personal level. They are deposits in the bank of goodwill that remind people that you have their best interest at heart, not your own.

Build trust

By doing #1, you’ll establish #2.

Give it time

All of that relationship building takes time, but it’s worth it. I’d rather have one solid meeting with someone who knows I’m trying to help them solve their problems after 6 months of work, than a meeting tomorrow with someone who doesn’t know me at all. The meeting will mean more, solidify trust, and open the door to a long term and hopefully mutually beneficial relationship.

And after a while you’ll realize your brand is building momentum and establishing a presence, helping to grow your name and reputation in the market.

Jon Klausa_v2


Jon Klausa is a Business Development Director in our Chicago office.

Click here to connect with Jon.