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Do you struggle because you dont know the biz owners name?

by Nick Brighton
5 replies
Whenever i have to cold call, one of my biggest gripes is not knowing the biz owner (or DMs) name. When you dont have their name, its much harder to get past the gatekeeper, and more awkward of/when youre put through to the right person, and have to ask for their name.

How many of you find this a problem?

Or course, there are ways of finding their names, but do you bother, or do you just flat out ask for it?
#biz #owners #struggle
  • Profile picture of the author kebertt
    Manta or BBB are a great resource when you know the business name, and seeking the owners name.
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  • Profile picture of the author kemdev
    *waits for Kanigan*

    The best way is to simply ask...

    "Yeah Hi... I'm not sure exactly who I should talk to about this, maybe you can help me out... My names is ___ and I help local businesses get more leads and sales from the online market. Typically I'd speak to anyone who handles the day to day marketing or advertising decisions..."

    Then trail off and wait for them to transfer you. This opening works right off the bat, just make sure you're pacing yourself correctly and not rushing.
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    • Profile picture of the author David Miller
      I say: "Who am I speaking with?"

      He says: "Joe"

      If he's not too bright and doesn't realize I may be a customer or prospective customer he may say: This is Joe, who's this? It may be said in a tone that isn't all that pleasant. I don't really care because regardless of his tone I am going to say:

      "Joe, Dave Miller, how are things?"

      He responds with something like "fine" and I say:

      "I'm a marketing consultant here in town and I wanted to talk to you about a mobile version of your website...."
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    • Profile picture of the author Jason Kanigan
      Originally Posted by kemdev View Post

      *waits for Kanigan*

      The best way is to simply ask...

      "Yeah Hi... I'm not sure exactly who I should talk to about this, maybe you can help me out... My name is ___ and I help local businesses get more leads and sales from the online market. Typically I'd speak to anyone who handles the day to day marketing or advertising decisions..."

      Then trail off and wait for them to transfer you. This opening works right off the bat, just make sure you're pacing yourself correctly and not rushing.
      Couldn't have said it better myself.

      If they ask you what it's regarding, repeat yourself.

      Don't act "stupid unsure"; just be a little unsure. People move to "rescue" others who are less sure than they are.

      Wasting time doing "research" is merely an attempt to avoid making calls.

      I'll tell you a story: I once spent a lot of time researching names of VP Finance, CFOs, CIOs, CEOs and the like from public company annual reports...and their financial situation, too. I printed, bound and sent a beautiful presentation on why they should get a network security product. The encryption was what the White House uses. That way, they could protect the info of their money as it traveled over the Internet between their many locations. Nice printing and overnight courier would be about $200 for the lot. Maybe more. The idea was that these pretty proposals would arrive at several CXO doors and with thunderclap surprise, they would ask each other about it. Convene a meeting and conference call the obviously genius helper, yours truly.

      Must have sent out over 20 sets of theses. Guess what? Never got a call from them; never got a sale from them. I did get interest when I called the president of one of these companies (it was a payday loans firm, what sharks those guys are--you could see a kind of crazy moneylust in his eye courtesy of the annual report photo) but it didn't go anywhere.

      The feedback was interesting: they had seen the reports, but overall they didn't care.

      (People buy for their reasons, not your reasons.)

      Success came from making calls. It's quicker to call. It's much less costly. Yes, you may not speak to the decision maker today. Yes, you may have to call back a couple of times to get ahold of that person. Still better and faster than wasting precious time on "research" and "getting it perfect."
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      • Profile picture of the author Anthem40
        I think this thread came to a succinct conclusion. But, in the interest of beating a dead horse:

        Just ask for it using the methods outlined. You have nothing to hide so just be completely open in wanting to speak to the marketing person or whoever else.

        1.) You will get transferred and they will pick up
        2.) You will get transferred and voicemail will give you the info you need for next time.
        3.) You will decide to leave your info w/ GK and as you are about to hang up you say, "oh, and I'm sorry, I didn't catch who that message was for..." and wait. 80% of the time they will tell you. If they don't give the name, you ought to be offended at their lack of acumen and wait. Most will crack at that point. If not, whatever. Try another time.
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