Getting to the Decision-Maker

Hello. ABC Equipment.

Hello. My name is Tom Hopkins and I'm in business in the community. I'm calling regarding your telephone system. Who in your company is responsible for that? By the way, who am I speaking with, please?

This is Ann.

Thank you, Ann. I really need your help. Who in your company would I talk to regarding the telephone system?

That would probably be Jane Smith.

Can you put me in touch with that person?

What is it regarding?

It’s regarding lowering overhead and expenses to the firm. By the way, Ann, is that your area of expertise?

If you know the name of the decision-maker, say, “Put me through to Jane Smith, please.”

Keep control by leaving a message but not a number. State the major benefit they’ll receive by talking with you.

I'm in and out a good bit during the day and I'm sure he/she is very busy. Rather than having him/her waste time trying to reach me, I'll just call back. Please leave a message for him/her that Tom Hopkins called regarding increasing profit to the company.

Send the receptionist or secretary a note of thanks for their help.

Dear Ann,

I enjoyed talking with you on the telephone. I hope the company realizes how important the first image is when someone answers the phone. You do a wonderful job.

Thank you in advance for all your help.

When you finally speak with the decision-maker:

Hello, Mr. Jackson. I've heard nothing but glowing remarks about your company's ability to handle _____. Obviously, your company has an interest in taking a large share of the marketplace. Our product helps companies do just that. Because I plan to be in your area this week, I was hoping I could just pop by, meet you and leave my card.

A COLLECTION OF TIMELESS TRAINING

What are you selling?

I'm not really selling anything. I get companies involved in ways to be more competitive and I really can't discuss it on the phone. There's no way I can tell you right and no way I can show you wrong. Let me just pop by. I respect how busy you are, sir, and so am I. We are fortunate to be in such demand. I won't waste your time and you'll thank me, I'm sure, sir.

Do what you fear most in reaching decision-makers. What have you got to lose?

Send hand-written thank you notes.