I was ecstatic when I landed a job at Bluewolf right after college. Through an 18-month rotational program I would learn to be a business consultant, help solve complex problems, meet many different clients, and earn a real salary for the first time ever. 

There was only one thing between me and my dream job; my first rotation. Six months of calling and emailing potential clients, booking intro-meetings for Bluewolf’s sales team. 

 

For the first few weeks I followed my script, stuttering anxiously, unable to get anyone to take a meeting. When I did get meetings, they weren’t with the right people.

Eventually, I found my confidence — I booked hundreds of meetings and generated millions in opportunities.

Below are five strategies that helped turn me from a nervous novice into a deal-closer:

1. Connect with your customers on a personal level
   
   Using LinkedIn, I found potential customers who also attended my own alma mater. I reached out to them with the subject line “Mike – Fellow Northeastern Husky Here – Do you have a moment?” In the email, I told them how excited I was about my new job and connecting with other Huskies. If Bluewolf ended up being relevant, I booked a meeting.
2. Find your customers in communities
   
   Through blogs and online communities, I found countless qualified individuals who wrote comments, asked questions, and shared best-practices. Not only did I learn the language potential customers were using to describe their challenges (and successes), communities often include contact information, a goldmine for someone like me.
3. Look for your competitors’ customers
   
   By reading third-party reviews of Bluewolf’s competitors, I was able to find people who were involved in projects similar to the ones that Bluewolf deliver. Negative reviews can be helpful, but customers who are simply engaged with competitors make for good meetings.
4. Know when customers pick up
   
   I found that the best time to call was before nine in the morning and after five in the evening. This is when fewer executive assistants are in and executives are less likely to be in meetings.
5. Write emails like you write tweets
   
   My most effective emails were only a little longer than a tweet. 

Do you have any tips & tricks you'd like to share? Please leave a comment below.

To learn more ways to drive opportunities and boost revenue, download our free guide: The Changing Role of Sales.