Best way to get to the "decision maker"?

15 years ago

I usually call and ask for them by name. I use a list that has their name on it already so I know who I'm asking for.

Hello, is Bill in?

You will be surprised how many times you get directly on with the owner. Even 50-100 employee companies.

Also, I usually only ask for them by 1st name.

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BradleyC

15 years ago

Originally Posted by Bryan Douglas

I usually call and ask for them by name. I use a list that has their name on it already so I know who I'm asking for.

Hello, is Bill in?

You will be surprised how many times you get directly on with the owner. Even 50-100 employee companies.

Also, I usually only ask for them by 1st name.

Exactly!!

If the gatekeeper asks you a question, answer it in one quick sentence, and then follow that answer with asking for the owner again, "May I speak with Bill, please?"

Every time the gatekeeper asks you a question, answer and then ask for the owner ... NO pauses between your answer and the question.

Bradley

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mr2monster

15 years ago

Originally Posted by Bryan Douglas

I usually call and ask for them by name. I use a list that has their name on it already so I know who I'm asking for.

Hello, is Bill in?

You will be surprised how many times you get directly on with the owner. Even 50-100 employee companies.

Also, I usually only ask for them by 1st name.

This is extremely effective. I also use this trick, but I generally do it in person.

You should have pre-qualified your prospect enough to know:
- Who to talk to
- Why you need to talk to them
- How they will directly benefit from your help.

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danielsteven

15 years ago

Originally Posted by Bryan Douglas

I usually call and ask for them by name. I use a list that has their name on it already so I know who I'm asking for.

Hello, is Bill in?

You will be surprised how many times you get directly on with the owner. Even 50-100 employee companies.

Also, I usually only ask for them by 1st name.

How do you go about finding the business owners name?

Thanks
2 replies

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Bryan Douglas 15 years ago

Originally Posted by danielsteven

How do you go about finding the business owners name?

I usually look up the business by SIC code by who I am targeting. There are multiple free lists like manta that offer this. I use a paid service that I can download in bulk, but there are tons of free ones out there
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Cringer 15 years ago

Originally Posted by danielsteven

How do you go about finding the business owners name?

I use a whoislookup of their domain name, cross reference the name I get from that with a simple "Person's name" + "domainname.com" to see if they bring back results, as you'll find that the web designer will often put their own name in there.

I'll also turn to LinkedIn for a name. This works too.

Looking through the local free paper I may spot an article written about a company. Typically the owner will be mentioned in the paper. A nice lead in could be:

"Hi Mr Smith, I read your peice in the XYZ paper. It's a great piece of exposure for you. Did you consider getting similar FREE exposure on the web, too, through Google Places? I ask as I couldn't find your listing". etc...

I use these methods regularly and often smell of newspaper ink from flicking through them Have one right in front of me now actually...

EDIT: best share this technique with my list - sorry all - completely forgot to add it to the members area!
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- Chris Rivers 15 years ago
  
  Hey Daniel,
  
  The best way that I've found is to go online to the Secretary of State website and get the owner's home mailing address.
  
  This works 99% of the time in my state because most owners formed their own LLC to save money, but once in a while, you will find a few that hired a law firm to represent them. Don't bother with those.
  
  Once I have that information, I cross reference it at the business website or using the business lookup database through my local library website.
  
  After that I feel really confident that I have the right owner and his home mailing address.
  
  Now, I hit them with either my postcard campaign, the johnfromdurham method if I have a ad they've run or a direct mail letter that offers a free starter service to get them hooked on using me.
  
  (FYI...to relaunch sendoutcards.com at a new price point, marketing consultant coach David Frey was giving away a great postcard campaign that anyone can use. I grabbed it up for 100% free. You can google it or I'm sure it's right here on the forum somewhere.)
  
  The results are usually much better when I do the little extra legwork than when I'm doing the cold mailing thing.
  
  Hope this helps.
  
  Chris Rivers
  
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Bryan Douglas

15 years ago

Oh yeah, I think I almost come across like a friend looking for him/her when I ask as well, not a cold-caller.

Thanks for calling ABC Corp, How can I help you?

Yeah, Is Bill in?

Is Bill around?

How are you doing today? ( always wait for response ) I was looking for Bill, is he around?

Etc.....

Thanks

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nasuryono

15 years ago

Make the gatekeeper happy. Then they will let you in.

Do not piss them off!

-Andrew

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pawelkalkus 15 years ago

Be polite and quick. I guess it's always more effective than trying some weird tricks like NLP etc.
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MaxReferrals

15 years ago

Try calling very early or late in the day.

Most gatekeepers are gone by then, and
often you'll find the business owner (or decision maker)
grabs the phone.

Has worked perfectly for us...

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danielkanuck

15 years ago

Send them a letter enclosed in the most odd and awkward looking package you can find. The secretary/gatekeeper probably wouldn't dare to open something like this up herself, so more than likely she will give the package to the intended recipient.

This tip boosted my direct mail response rates by the way. The first direct mail attempt was with a simple letter in a #10 envelope, and the second campaign was with the odd shaping package. The cost was high to run this campaign, but it definitely got me the responses i was looking for.

It's kinda the equivalent of renting out a highly targeted list in the SRDS, but like all targeted lists... your chances of success increases ten-fold. Give it a shot.

Thanks

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kiddoman

15 years ago

Try to contact with them in some blank time! The one feel ease and easy at that time, that is your best time to do this! Early and late time is suitable! Just don't be overdone!

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vivaarturo

15 years ago

the best way is try different approaches and measure which ones work. It is the same as optimizing your site test and change to get the best results.

The best way is definitely practice

Cheers
Arturo

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WillR

15 years ago

By targeting smaller businesses you will make your job a lot easier. Go after businesses that only have around 5-10 employees. There are tons of these businesses out there and they all need our services just as much as the big boys do.

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Bryan Douglas

15 years ago

Originally Posted by WillR

By targeting smaller businesses you will make your job a lot easier. Go after businesses that only have around 5-10 employees. There are tons of these businesses out there and they all need our services just as much as the big boys do.

Yeah, I would agree with this one. It's usually easier to get through the door with this size biz.

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sprks79

15 years ago

I normally call early or late, the chances of getting the owner of a small business increase greatly.

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dottieford

15 years ago

Be true to yourself, honest polite and answer the question directly then smile,
And has a soft voice..

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sdentrepreneur

15 years ago

Depending on the client....for smaller clients, I would ask to speak to GM or Manager right away. They are usually the ones who are the gatekeeper to decision maker. For larger companies and small corporations. I use LinkedIn to do my research and find a way to connect directly with marketing person or decision maker directly.

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0898 15 years ago

I once mailed out a real coconut with my message just attached. Got a good response but some of them arrived smashed.
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Best way to get to the "decision maker"?

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