Use These Strategies to Locate Decision-Makers Without Too Much Effort
written by Pop Icon Mr. Cold Call™
Salespeople often spend quite a bit of time targeting the wrong prospects. When I say the "wrong prospects" I'm referring to the "wrong decision-makers." This means that many salespeople are targeting low-level decision-makers. How do you find the right decision-makers who are the Movers and Shakers at your prospect's company? As a recommendation, I strongly encourage you to always go straight to the top of the executive chain. You need to begin your marketing efforts with the business owner. It doesn't matter if the company has annual revenues of 10 million dollars. You need to start at the top. Your sales prospecting efforts will be rewarded at a much faster pace if you start at the TOP OF THE CHAIN.
If you're unable to reach the business owner then advance your prospecting efforts and begin contacting high-level executives such as presidents, vice-presidents and directors. Below are three strategic ways to reach decision-makers and these strategies include the following:
In your site search box try typing in your prospect's industry association (sometimes if you go to your prospect's website they include a logo that signifies their membership to a related industry organization) along with the company name of your prospect. Your search results will include any members of this organization with their company and contact information. Always remember that many of these industry organizations have online membership directories that show up in online search results.
Visit your prospect's website to review sections on their site such as ABOUT US, MANAGEMENT PROFILES or PRESS RELEASES. One quick note about PR Releases and how these stories can be used as valuable prospecting tools. Companies use PR Releases as a way to broadcast their new product launches or to headline recent company successes to media outlets in hopes that a reporter may write a story about them. Often times company executives are quoted in these stories and salespeople can then use these contact names (listed in the release) as a referral source. So for example, if an executive was quoted in a story you could then contact that individual and ask for the name of the titled position that you're looking for at their company.
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