Make the Sale Happen Before Lunch: 50 Cut-to-the-Chase Strategies for Getting the Business Results You Want (PAPERBACK)

RULE 25 Know the Buy-in Process

I know of two actors; each was looking for voiceover work in industrials. (Those are video and audiotape productions meant to be used as training materials in a business setting.) Each actor took a different approach in getting this kind of work.

One actor met with every company she could track down that was involved in any kind of video or audio training. Her typical conversation sounded like this: “I’ve done 16 different kinds of audio work in the past; I’ve also got extensive stage experience. I’ve worked with Directors A, B, C, and D. My educational background is with This, That, and the Other training program, and I’m deeply trained in Such and Such acting technique.”

The other actor met with the same kinds ...