If your products or services can best be used by a relatively small target audience— the best way to gain impact is to increase your footprint.
Obtaining Key Decision Maker Names and Titles as well as Influencers — can enhance the size of your list and help you open the door.
Here’s how:
- Obtain the name of at least one Key Contact Decision Maker at your target company — either through web or phone
- List the other Titles of people to whom you would like to talk to or other people in the company that may feel the pain of the service/solution you are offering
- Call the company and ask reception to share those names with you
- Send everyone on the list you have developed — an interesting direct mail piece
- Follow up with a phone call no more than 7 days after you send the mail
- When talking with the Prospect — mention the names of the other people you have gathered within the organization
- Ask for a face to face meeting and invite the other key influencers to join as well
This is a tactic we have used to gain access into the Oil & Gas industry. Our list went from 33 Companies to 110 Contact Names.
Great opportunities are all around us. Sometimes you just have to be a little ‘creative’ in how to find them!
Good luck and happy selling!