The Key To Reaching Decision Makers

How badly do you want to reach your prospects? When salespeople tell me they can’t reach someone I ask, “How badly do they want to reach them?” If their loved ones were being held hostage and all it took to earn their freedom was to reach that person within one business day, do you think they would find a way? Of course they would. I could tell you story after story of salespeople who were not hungry enough reach their prospect and many stories of those who were. I can think of one man in particular who tried to get into an account for months but got nowhere. The account was reassigned to another rep and he had a meeting scheduled by the end of the first day. What was the difference? Desire! The new rep used email and phone calls to the main number, direct number, dialing the direct number +/- on the last digit and asking if the person he needed to get a hold of had an assistant. Pretty simple but work and determination paid off.

I once had a client who wanted to reach the CEOs of the Fortune 50. They tried everything but without success. I said give me 10 names and let me try for a day. I had 4 appointments scheduled by the end of the day. What was my secret? I found their letter to the shareholders on their website and identified an issue that was important to them that I knew my client could solve. Then I picked up the phone asked for their assistant and said, “Your CEO said this was an important issue in the letter to the Shareholders…is it really or was that just marketing fluff” (in a light hearted way). When they said it was important (always) then I asked if it was important enough to schedule a five minute phone appointment and did. It was very simple but the difference was that my self-talk was “I can reach anyone” and I was hungry to make it happen.   

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