Get to the decision-maker on a cold call
Getting past the sign is easy. It's getting to the decision-maker that requires skill and finesse. If you use the lineE "I'd like to speak with the boss," it will never get you to the boss without a major hassle. Don't ask to speak to anyone. The key to getting to a decision-maker is to make an indirect and non-assertive request for "information only" from the secretary or administrative person. He will gladly give you all the facts you need to make the perfect follow-up.
Let's say you're selling computers. You can use the following technique if you're cold calling in person or making a cold telemarketing call.
Hi (or "hey" depending on your geographic origin), my name is Jeffrey and I've got some important information about computers, who should I leave it for (or send it to, if calling)? If you get the name, you MUST ask the following confirming questions: Is she the person who decides on this type of thing? Is there anyone else who works with her on this type of decision?
If the front desk person says "Just leave the information with me," ask him politely, "are you the person who decides on computers?"
They will usually back off quickly. If they don't, you must still be as nice as pie in requesting the all-important decider's name. Be gentle, but persistent until you get the name. You may have to try three or four approaches. Don't quit until you get the name, and ask the confirming questions.
Then do the following:
A Leave your information with a personalized note.
A Ask for the decision-maker's card.
A Ask when is the best time to contact the decision-maker.
A Ask for your package to be delivered ASAP.
A Thank the administrative person profusely, give them a useful ad specialty (magnet, pen, post-it note pad, mug, etc.), and write down the person's name on back of the decider's card.
Look at all the information you got! You may not have made a money sale the first time, but they bought your pitch and you're loaded for bear on the next call. Check out your prizes for being nice and non-pushy:
1. the decision-maker's name and card
2. whether or not she acts alone
3. the decision-maker has your information
4. she has your card and personal note
5. you made friends with the secretary
6. you know the best time to call back
Now all you need is an appointment, a contract and a check.
