Prospecting: Ways to Find the Real Decision Maker

July 19, 2012 by · Leave a Comment
Filed under: B2B List 

Finding the decision maker can be the most important step in closing the sale and the first step is to define the decision makers title.

In a larger company this could be a senior vice president, vice president or director. If you are calling small companies the person you want
to reach is often the owner.

This strategy also works when purchasing lists, once you have identified the appropriate this is a “no brainer” or titles:

1. Check the prospect company’s web site. This is the easiest way to find your prospect’s name. On the Internet, many companies today list executive and/or senior management by name on their web sites.

2. Ask the receptionist or the person picking up the toll free line. Dial the main number and ask the front line person who answers for the name of the person who has the appropriate title. Be prepared to throw out Keep suggesting titles until one sounds familiar to that receptionist.

3. Call the Chief Executive Officer. The theory: Executive assistants know everything. Call the CEO’s office and say, “I’m wondering if you can help me.” The executive assistant will more than likely point you in the right direction.

4. You can type a sequence of numbers until you find reach a human being. When you do, say “I’m wondering if you can help me?” Ask, “Do you have a company directory? I’m looking for Dr. Smith” When asked, most people are happy to help.

5. Ask a salesperson. Sale people are at least friendly and willing to help Call the sales department and speak with a salesperson. Say, “I’m wondering if you can help me.” Salespeople will understand and if they can they will help you. Tell the salesperson exactly who you are trying to reach.

6. Ask Customer Service for help. It’s what they do. Call and say, “I’m wondering if you can help me.” If the Customer Service representative does
not know the correct name, ask, “Do you have a directory handy?Author Bio: Tim Little – Direct Marketing My marketing process allows me to identify business problems, formulate marketing plans, initiate change, and implement effective solutions that deliver profit and returns on investments, eff

Find The Decision Maker

 

Author Bio: Tim Little – Direct Marketing My marketing process allows me to identify business problems, formulate marketing plans, initiate change, and implement effective solutions that deliver profit and returns on investments, efficiencies, and cost reductions systems.

I analyze competition to find their weaknesses and optimize my strengths. My experience includes finding leads, testing landing pages with Google AdWords, WordPress Web development and offline with list procurement, database marketing and direct mail expertise.

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Is Facebook A Waste Of Time?

July 4, 2012 by · Leave a Comment
Filed under: Direct Marketing Leads 

Is advertising on Facebook a lot of hype and are you wasting your time and money?

Many direct marketers are asking this question. Over the last month came the bad news over disappointing Facebook IPO following the announcement that GM was pulling its Facebook advertising because of its ineffectiveness.

This is the new backlash against social media marketing.

This maybe the new era in social media marketing where email marketing is becoming more popular and social media marketing maybe on it’s way out.

Investing in social media marketing maybe a trend that is on it’s way out at least for a while until you can measure an return on investment, like you can with any other advertising channel.

The current situation with Facebook and advertising maybe a passing trend and many new advertisers may prove that you can indeed make a profit by getting your prospects to hit the like button.

Facebook advertising

Up until a few months ago social marketing was the trendy advertising channel that many direct marketers we’re using. The changing technology is effecting direct marketers since the poor economy is making it more difficult to squeeze profits and response rates from the overwhelmed Business to Business prospects.

Author Bio: Tim Little – Direct Marketing My marketing process allows me to identify business problems, formulate marketing plans, initiate change, and implement effective solutions that deliver profit and returns on investments, efficiencies, and cost reductions systems.

I analyze competition to find their weaknesses and optimize my strengths. My experience includes finding leads, testing landing pages with Google AdWords, WordPress Web development and offline with list procurement, database marketing and direct mail expertise.

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