Recently, I had a chance to talk to individuals
who have started making business deals.Most of the individuals that I have conversed
with are young twenty something men and women who plan to be future boxing or mixed martial arts trainers, promoters, managers
and owners. They have approached executives who they would like to be associated with but often times they get the cold shoulder
or the feeling that they are being blown off.
The fight business is a complicated business to
break into. Like a lot of businesses, executives may not be receptive to cold calls because they receive solicitations all
the time from various sources.Like planning a business, your approach to a fight
executive has to be carefully planned and coordinated.The service you may offer
may be what the company is looking for, but if you come off looking unprofessional and your pitch is unorganized.You may not have a chance again to sell your idea or services.
Deals are not often made in the office.Sometimes you may have an opportunity to initiate a deal during a chance meeting, for example, running
into a fight executive in Starbucks Coffee. Experts who specialize in the art of speech and presentation note, it takes only
ten to twenty seconds to get a person’s attention and interest them on a particular subject.Often in our business, dollars gets everyone’s attention every time.It is not easy to track down notable fight, executives, authors, reporters, promoters, fighters, TV executives, casino
executives, etc.It takes planning and strategy.Your approach may not work the first time but don’t give up.You
may have left an impression in that person’s head.The next time they may
be more receptive.But in the meantime, sell your services to the next party.
When selling your services in the fight game;
do not limit yourself.Plan to reach beyond your limits.With the internet, this is possible.
Often I will receive emails explaining of failure
to form an association with a fight promoter or manager, but remember the people you have made the solicitation too are not
the only people on the planet.They are hundreds of thousand of fighters and
fight executives you can sell your services to. Everyone in our business has a website or is listed in a directory.You should be able to make a deal with somebody.If your service
or idea has merit, someone will buy into it.
If you feel you are getting blown off, just ask
for the executive’s business card, and try to make your presentation later, maybe he or she will fit you into their
busy schedule. Remember this person don’t know you from Jack, so don’t get pushy.
The keys to making business deals are:
Develop
and carry a business card.Makes sure it has your name, business name and address,
telephone number and email address.If you can squeeze in what your business
is about, the better it will be for you.Presentation experts say it is better
to have your face on the card.Like the real estate agents, it gives the person
something to reference back to.If you have a pretty or handsome mug, the better
your chances.If you have a face like a gorilla.Start saying a few Hail Mary’s.
Go
home and develop a ten to 30 second pitch which will encompass who you are and what your service is.Hit the main points without giving away points that may finalize a deal. Just enough to tease or get them
interested.
Don’t
be afraid to ask the prospective client what his current needs are.If you can’t
help him or her, you can broker a deal with someone in your network.Maybe you
can profit with part of the deal or at least receive a finder’s fee.But
always ask how you can help this individual or organization.
Develop
a business presentation. On paper and have it memorized in your head.You never
know when some executive buys your plan from the start.You may be at a birthday
party or cocktail party and an agreement may be made on the spot.
If
a deal or an association is not made, don’t get upset. Leave the door open for them and let them know that you will
be there for them in the future.
Start
a mailing list for your prospects, email and postal.Let them know what your
accomplishments are, and let them see the growth of your business.As your business
grows.You will receive more associates and clients.
Follow
up at least ten times.But don’t make your follow ups look like follow
ups.Try to be a friend.
Always
offer your service to their friends and ask for leads.You never know if they
know of someone who will need your idea or service.
If
you are not good at putting together presentations, there are professional writers that will help you for a fee.Just search the yellow pages or the net.A good place is http://www.elance.com. The writers on this site will bid for your business.
Never
ever, ever say negative things about the people who turned your idea or service down.As you go up in the fight industry it gets smaller and richer at the top.You
don’t want to piss anyone off or your name will be mud.
All the prospective fight professionals that have
been writing me recently on this subject, I hope this helps.
