Melodye Tomsu, CPSM Director of Business Development & Marketing Cleary Zimmermann Engineers MEP &Commissioning

1. Business Development Selling Yourself & Getting Your Name Out There Melodye Tomsu, CPSM Director of Business Development & Marketing Cleary Zimmermann Engineers MEP &Commissioning

2. Is this your idea of the sales/marketing? Selling Yourself & Getting Your Name Out There

3. Talking Points What is Research? Organizational Involvement Business Cards Your Follow-up Building your Relationships Selling Yourself & Getting Your Name Out There

4. Market Research Why Research? Research enables you to identify, evaluate, and compare potential market opportunities and develop a marketing plan without investing a lot of money, time, and travel. Step 1 – Find out WHAT you want to sell Step 2 – Figure out WHO you need to sell your product/service to Step 3 – What role can you play? Step 4 – Who is the Contract Agent? Small Business Advocate? Selling Yourself & Getting Your Name Out There

5. Market Research – Where to Look Solicitation Listing Sites/Services: Fed Biz Opps fbo.gov Public agency websites such as Electronic State Business Daily esbd.spa.state.tx.us Online Lead Services IMS, Onvia Predictive Services Centurion Research General Media: Business Journal – Calendar of Events, People on the Move Google Alerts Local publications Construction News Industry publications Social Media Federal Industry Days Websites: (project types, consultants, yrs. in business, etc.) Small Business Advocate Clients’ website Competitors’ website Selling Yourself & Getting Your Name Out There

6. Getting Involved • Professional Organizations: • Industry related - SAME, SMPS, AIA, AGC, ABC, CEFPI, TSPE, CEC, PEPP, CMAA, etc • Local chambers • Attend regular events • Additional involvement benefits – committee involvement, board participation, etc. • Community Involvement: • Little leagues • Church • Social groups • Neighborhood Assoc. • Charitable Organizations Selling Yourself & Getting Your Name Out There

7. Events - Do Your Homework • “Before everything else, getting ready is the secret to success.” • Henry Ford • Research the organization hosting the event • Know the potential attendees and where they fit into the organization • Have an “Elevator Speech” ready • Research current news topics • Dress for the occasion • Put plenty of business cards in your pocket! Selling Yourself & Getting Your Name Out There

8. Events – Name Tags Selling Yourself & Getting Your Name Out There

9. Events – Working the Room • Scan crowd for familiar faces • How to approach a group • Conversation Tips: • 80/20 Rule - 2 ears / 1 mouth • Learn about others • Do not sell • What not to do: • Don’t interrupt conversations • Limit alcohol consumption • Avoid controversial conversation topics • Be in the conversation - do not be looking for the “better” person to talk to Selling Yourself & Getting Your Name Out There

10. Events – The Business Card Make an impression FIRST Never ask a Senior Executive for a business card unless you have been engaged in a conversation Some Federal Employees may not have cards Receiving and giving a business card Selling Yourself & Getting Your Name Out There

11. Events – Following Up • Organize your notes and identify follow ups that need to be made • Handwritten thank you note • Follow up with a purpose • Set up a meeting – make friends with the Gatekeeper! • The Meeting • Follow up with another thank you for meeting • Create a tickler file • You didn’t earn a friend in 30 minutes, • don’t expect to earn a new client that fast either! Selling Yourself & Getting Your Name Out There

12. Events – Tips Don’t oversell or be pushy – establish a need in that person’s mind & a solution YOU must sell yourself first before your company, product or service Don’t talk bad about your competition Selling Yourself & Getting Your Name Out There

13. Relationships – Contact to Client to Friend • Share business leads • Use your network to connect • Approach in a neutral territory • Send articles of interest • Invitations to events • Know client’s business and concerns • Introduce client to people they need to know • Know what’s important to your clients • Survey clients and prospects • Seminars • Be a good listener and an advocate! Selling Yourself & Getting Your Name Out There

14. Questions? • Melodye Tomsu, CPSM • Cleary Zimmermann Engineers • 210-447-6100 • MelodyeT@ClearyZimmermann.com • www.sanantoniosmps.org Selling Yourself & Getting Your Name Out There