When your biggest challenge is just getting hold of someone…
….you have to pull out all the stops, to make impossible, possible.
In a busy and often digital world, the landscape of sales has changed dramatically. How do you make an initial contact with someone you really want to do business with, who’s rarely at their desk or busy in meetings?
#1 Do your research, first of all, knowing who you really need, saves time later. Don’t spend many attempts to get through and then find out it’s the wrong person, there’s little that’s more demoralising than wasting your own time. Ask the gatekeeper to help you, and they often will. And of course, LinkedIn and Companies House will also give you a good starting point. Generally, we find most people extremely helpful, so when you call, ask for help, and oftentimes, help is what you’ll get.
#2 Try at different times of the day. Sometimes, in smaller companies, you’ll find the decision maker may answer the phone themselves just before 9, or around lunchtime, when the rest of the team aren’t around. Friday afternoons, when they’re winding down can also be a good time too. There isn’t really a good or a bad time to call, it’s making the effort to try at different times that can set you apart from your competition and give you more opportunities. Faint heart never won fair maiden as they say!
#3 Follow up, follow up and follow up. Seriously, this is probably the area that gets lost more often than not. If someone says, “He’s generally around on a Thursday” make sure you try on a Thursday, and keep trying. If they say, “he’ll be in after 4pm”, call back after 4pm. And if you do get hold of them and they’re busy, but give you a time to call back, do call back. Write post it notes, set reminders on your phone, use One Note, whatever you need to do. If it’s important, and gives you the slight edge, do it. Effort will be rewarded, what you put in you get out, and it’s the simple things that make all the difference.
