Prospecting: Ways to Find the Real Decision Maker

July 19, 2012 by
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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