To wrap up this book, I’ll share some additional brief tips you can use in your Smart Calling.
If you don’t know the decision maker’s (or makers’) name and are having trouble getting cooperation from screeners or gatekeepers, then consider using electronic methods. Browse the company’s site and look for the “Contact Us” information. Send an e-mail to the address indicated or to one of the departments that might be more appropriate. Say something like “I was at your site and could not locate the address and name of your Director of Finance. Could you please reply with that information so I can contact them directly?”
Here’s an idea for getting referrals: If you run across a start-up company while prospecting, ask your contact for someone to talk to at their previous employer. Often, start-ups are spawned from larger companies that are in similar businesses and buying like items.
Here’s a suggestion from Patrick Killam with Killam Publishing on getting to decision makers:
I was reading a column in your newsletter about ways to get through to your party when they notice your number from caller ID and are avoiding your call. A great way that I work around this is that I buy a calling card (can be picked up at any local store). When you go through a calling card there are many different ways it can appear on someone’s caller ID. It can say “Unknown Caller.” It could ...