Thoughtful Thursdays – Finding the right person to talk to…
… can be a frustrating experience. So frustrating in fact, that some may abandon the prospect before the sales cycle even begins. On subject of abandoning a prospect, if you know the products and/or services you represent will bring tangible benefits to the prospect, walking away is not an option.
Yes, determining the name of the right person can take several calls and many questions and once you have that name, making contact can be just as challenging. Unfortunately, as much as we would like to believe, they are not all slam dunks.
Thankfully there are measures you can take that can help speed up the process of finding the right person and potentially shorten your sales cycle.
It starts by conducting research or doing your homework.
- Think about the benefits your product and/or service brings and who would benefit the most from having you as the supplier. That person will be more likely to be interested in meeting you.
- Some companies have directories on their websites.
- Many individuals have profiles online in places such as LinkedIn. Names and contact information may be found on these kinds of sites.
- Attending industry association meetings where key contacts attend works for many.
- Industry publications often conduct interviews with key people and provide contact information. Contacting the writer of the article may lead you to the right person.
Up front sales call planning can save you a lot of time in the long run. A combination of sound research and persistence will lead you to the right person.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
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