24 Nov 10 tips for engaging with decision makers in 2021
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.
Today, to get your message heard, it is critical to find out more about the organisation and people you are targeting. Why should they listen to you? You need to know this to ensure that your message stands out from the rest before you pick up the phone or draft an email.
Here are our tips for reaching decision makers as we move into 2021
Take a look at the company website and get to know them via their About page, check out clients and the website will often have backgrounders on key people
- The decision-makers are also often mentioned in the company’s annual report and for larger companies can give you insight into their strategy
- Is there an org chart online, often by checking out LinkedIn you can see who is connected to who and start to piece together the structure of the company
- Call in and speak to key people who are in the know such as the receptionist, PA, secretary, administrator, sales person, all people who can often identify who’s who and best to approach based on what you are offering
- If you know who to target, but there is a no-names policy, ask if you could be put through to the title and you may get their voicemail revealing their name or again do a search on LinkedIn
- If calling always speak clearly, politely and with authority when you ask to be put through to key people, as you are more likely to get through the way you say things is often more important than what you say
- Know what you are going to say in the first few seconds that will be of direct interest to them and help to secure a meeting or a longer conversation (this could also be shared in an email)
- When selling at board level, always pitch to the PAs as they are often aware of urgent business needs, and if you have the right solution, they will help you to get airtime
- Call early in the morning, lunch time or call later in the day after 5 – 5.30 pm, as key people would often still be in the office at this time
- Ultimately, people will respond better to personalised emails that show you done your homework, have focused your message, and are not wasting their time
I hope these tips help you in your quest to access your target accounts. But, if you would rather somebody took away the pain of creating consistent quality and qualified leads, then our highly skilled senior new business development team will help you.
Contact us now to find out how we can help you with your sales lead generation.