Do you find it a constant struggle to get to speak to the decision maker?
And of course, because of confidentiality and personal security gatekeepers the personal assistants are told NOT to give out email addresses or telephone numbers.
Consequently you spend way too much time making calls and not getting any further forward.
So what can you do? Here are 3 strategies that you can use right away.
1. Research on LinkedIn:
This is a great resource if you’re calling on small, medium or large sized businesses because nearly everybody has their information posted on it. Go to the Advanced search function, you will find this at the top of the page, to the right of the search box. Complete the boxes on this page with as much information as you can and you will be amazed at the list of people who pop up and meet your criteria.
You will see whether they are a 1st, 2nd or 3rd connection depending on the criteria you set. It will even tell you if they are a similar group to you.
Have a look at their profile and see if any of your connections are linked to the person you would like to contact and ask for an introduction. If they are in the same group you can send a message direct and ask them to connect. Always send a personal message when connecting with someone referencing a common connection or group.
Here is a great resource for you to find all the decision makers you want and MORE….
A great book called The LinkedIn Code by Melonie Dodaro
Have a look on your prospects company website, there is a wealth of information to be found. Giving you names and phone numbers to call, sometimes you will even find an email address.
If you can’t find the name of the person you want to talk to then ask to be put through to the relevant department and explain why you are calling and ask for the name of the decision maker.
A colleague of mine calls the Head of Finance as they are always looking for ways to save the company money. He explains why he is calling (his service ultimately saves money) and asks who he should be speaking to. He has a 95% success rate!
So make sure you are fully prepared with the benefits your product can bring including the cost savings. More often than not you will be put through to the decision maker.
3. Google Alerts
This has been one of my most valuable resources over the years. Google Alerts will give you information on a daily basis about your chosen company. Go to www.google.com/alerts and type the name of the company you are interested in, into the “Search Query” box and complete the other boxes and “click” Create Alert.
This will give you lots of information that you wouldn’t expect, acquisitions, mergers, promotions, financial reports and much more……..Decision makers names!
Remember, keep customer focused not product focused. Your customers are only interested in what your product or service will DO for them. How will it help
them achieve their goals and objectives. How will it solve their problems.
So STOP pitching your product and start PROVIDING solutions
If you would like more top tips for making B2B Selling easier and more effective, download your report today, I promise you it is worth every penny. If you don’t think so, I’ll give you your money back, that’s a promise. Get Your Copy Today
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