In Business-to-Business Sales, Your Biggest Challenge is Getting Your Foot in the Door of the Real Decision Maker.

WedgePower works! I began to deploy this strategy in my own B-to-B marketing efforts shortly after learning about it. Within the first 30 days I had landed two new major accounts that I would not have been able to get otherwise, and have two more in the pipeline. With WedgePower, you can and will get your foot in the door!”
—Terry James, Account Executive, Possitivity

In B-to-B sales, we all face situations where we would like to get our foot in the door of an organization and yet, we just don’t have that connection. How can you reach the decision maker in an organization when you CANNOT contact them on a favorable basis? How do you get your foot in the door?

Most of us feel powerless without a connection. However, there is another strategy that can be far more effective. To get your foot in the door, use a wedge.

To get your foot in the door, use a wedge.

We call it WedgePower: this is an eight-step blueprint that is highly effective at securing appointments with key decision-makers—and can be used to penetrate companies of all sizes.

A “wedge” is a metaphor for creating influence through value. While this is just an executive summary, you can get WedgePower, a concise, 28-page report that outlines the step-by-step strategy in vivid detail by clicking here. So keep that in mind as we go through this, and let’s go.

After learning this strategy, I immediately applied it to a large prospective account whom I had been trying to approach. The next week, they gave me their first order.”
—Charlotte Joseph, Dispatch Group Media

Step 1: Identify Your Value Proposition.

Quite simply, your value proposition is the reason someone else should want to have a 20 minute conversation with you. It is up to you to give them a reason if your B to B marketing is going to have any success.

Common Questions Answered in WedgePower.

• How do I determine my value?
• Our value proposition is pretty complex. How do we simplify it?
• How do testimonials communicate my value proposition?
• How do I get them?

Step 2: Build Your List.

Next, you must research companies that fit your market and prioritize them—starting with a manageable number. There are excellent resources out there where you can research and uncover prospective customers, and at no charge! If you want to learn more about these resources, get WedgePower.

Keith Luscher’s ‘wedge’ strategy works! One of the recipients of a recent letter, the president of the organization,organized a meeting with his leadership and me after I made the initial contact. He informed his assistant to contact me, to arrange a time for five of us to meet at once!”
—Merri Bame, Executive Coach

Step 3: Identify the “Influence Circle.”

Why is this important? Quite simply, the reason people can say “No” so easily (thus keeping you from getting your foot in the door) is because you give them that power. By using a Wedge, you take that power back.

Common Questions Answered in WedgePower:

• How do I find out who-does-what at each company?
• What about organizations that closely guard such information?

Step 4: Verify!

For effective B to B marketing, we stress certain guidelines and steps to make sure you get the right information you need, and perhaps make a friend on the inside as well.

Want to know the fastest, easiest way complete this step? Check out WedgePower to find out!

This timely method provided just what I needed to help me generate more sales leads—and Keith teaches the strategy from having experienced it and done the work himself. Very helpful and highly recommended.” —Phil Reese, VP, Small Business Payroll Services, LLC

Step 5: Write Your Letter.

You will now craft a single letter to each company’s Influence Circle. Each letter will be addressed individually, and will open with specific language that indicates to the recipient that his colleagues are also receiving it. Its purpose is simple: to warm your call to schedule a visit. Nothing more. The value must be so clear that if the recipient is not at least interested in having a conversation, that they are not doing their job!

Common Questions Answered in WedgePower:

• What should this letter say?
• How would I write it?
• Is there a template I can use?

Step 6: Assemble Your Value Package.

Here is where a little imagination can pay huge dividends. Ask yourself: What resources, knowledge or information do I have at my disposal that will serve my prospect, before they become a customer?

For B-to-B sales professionals, the ‘Holy Grail’ is getting an appointment with the right decision maker. Through WedgePower, Luscher has connected the dots of how content marketing can be focused to achieve this precise result.”
—Bob Leonard, Acsellerant.com

Step 7: Hand-Deliver.

When was the last time you found a hand-delivered package sitting on your office chair and you simply tossed it out?

Step 8: Follow Up.

Isn’t this where so many of us drop the ball? It is giving up way too quickly that often keeps us from getting our foot in the door.

Common Questions Answered in WedgePower:

• How do I keep track of my follow up activity?
• How many times might I expect to follow up?

What Makes WedgePower Work?

First, it is a better return and exposure for your time and B2B marketing effort. Think about it: with all this effort, doesn’t it make sense to increase your odds by the number of people there who may want to talk with you?

Second, the process challenges you on your value proposition. You must ask yourself: why should my prospect want to give up twenty minutes of their time to meet with me? This digs deep into the core of what we do, and how well we do it. It encourages us to listen more closely to our existing clients or previous employers, which itself can open up many more opportunities.

Third, your approach WILL get your prospects talking among each other. Perhaps it will be in a discussion at a weekly meeting; or as simple as the president emailing a VP to give you a call and set something up.

Fourth, you are far less likely to be ignored. Suppose you just sent a letter and/or value package to only one person? But that person really doesn’t want to be bothered. How does that affect your odds of getting your foot in the door? Now, how simply can you be ignored if this person knows you are also contacting their colleagues?

WedgePower is, by far, the best assembled and explained prospecting strategy I have ever seen. This specific strategy addresses the number one concern of sales professionals.”
—Kim Gerhart, National Account Executive, Datacenter.BZ

So there you have it.

I’ve given you the sizzle with quite a bit of steak as well. Quite simply, WedgePower is a strategy that challenges you to put your best suit on, and to question your own quality of service with a spirit that reaches for improvement and greater customer value. But more than that, it is a value-based, content marketing approach strategy that leverages internal politics in your favor. How many of us have lost out in our B-to-B marketing efforts due to politics?

WedgePower turns the tables around, for everyone’s benefit.

WedgePower, when executed with prudence and care, WILL multiply your success of opening doors of prospective clients many times over. I not only say this with confidence; I GUARANTEE IT. Internalize this information. Consider it for yourself and you will see that it makes perfect sense, both in logic and simplicity.

Further, I invite you to learn this B to B marketing strategy in greater detail. Click here to get your copy that outlines this strategy in vivid detail, and is packed with resources and tools to get you started.