Sunday, July 18, 2010

Part 3: How To Contact The DM

Contacting and influencing the Decision Maker (DM) and others in the DM process is required. It's part of your job as a salesperson. In addition to contacting the DM and those in the DM process, you must:
* Identify each person in the DM process
* Validate each person's role in the DM process
* Determine what to accomplish with each person in the DM process

When your initial contact is a blocker (or other non-DM), there are several ways to get around them and reach the influencer or DM. This is a partial list -- you can come up with your own to fit your situation:
1. Ask to have the DM paged
2. Mail them a personal note
3. Mail an article from the newspaper or a magazine that would interest them
4. Send them a new report pertinent to their industry
5. Send them a testimonial from a competitor
6. Send them a personal gift
7. "Carbon copy" the DM on an email to the non-DM
8. Join a club or organization they belong to
9. In your voice mail or email, lead with value to get their attention and increase the likelihood they will contact you.

Leaving a vanilla, generic email or voice mail is rarely effective. Same with sending a form letter. They are a waste of your time and their time.

Important note: No matter what method you use to get to the DM, you MUST be honest with your words and actions.

If you get through by bypassing a blocker, you must be ready with a presumed value to give the DM based on your company research, your market research, and your knowledge to keep them engaged with you. Depending on how much time they have and how much value they perceive in you, you may have to schedule an appointment when you and the DM can talk further.

The Erie Sales Club is a joint effort of three leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, and VertMarkets.