Top Ten Tips for Reaching Decision Makers
If you are finding that you need to overcome more barriers than ever to reach those all elusive decision makers we trust that these tips will help you…
- Take a look at the company website, as they will often have backgrounders on key people
- They are often mentioned in the company’s annual report Do a search in Google for SPECIFIC TITLE AND COMPANYNAME
- Call and ask the receptionist if she could confirm the names of Key people in the organization
- Ask somebody in the company, receptionist, PA, secretary, administrator, sales person; anybody who will speak to you if they could help you to identify who’s who
- If there is a no names policy ask if you could be put through to the TITLE and you may get their voice mail revealing their name Check out our list of useful web resources
- Always speak clearly and with authority when you ask to be put through to key people as you are more likely to get through
- Ask for their direct dial number and/or mobile telephone number – you will be surprised how many times these are given out – if only you ask
- Call early in the morning as this is a good time to catch key people before the reception is open
- When selling at board level, always pitch to the PA’s as they are often aware of urgent business needs and if you have the right solution they will help you to get air time. If you think that the PA is obstructing you then call at lunchtime
- Alternatively, call later in the day after 5 – 5.30 pm, again key people will often still be in the office at this time
I hope these tips will help you in your quest to access
your target accounts.
