Centers of Influence, Friends, and Family Members
The center-of-influence method involves establishing a relationship with a well-connected, influential person who is willing to provide prospecting information. This person may not make buying decisions but has influence with other people who do. To illustrate, consider the challenge facing Gary Schneider, creator of a powerful software product that would help small farmers optimize their crop selection. After spending several years developing the product, Schneider and his wife began selling the product one copy at a time. During one cold call on a major crop insurer, American Agrisurance, he met a senior researcher who immediately saw the benefits of the software product. This respected researcher ...
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