Approaching the big boys

KSA-Mktg

Rainmaker,

Glad you've got the legal beagles on the case. I agree they aren't the ones to help on the marketing side, but they can often keep you on the right side of the law.

Just keep doing what you're doing. Refine your approach as you go. Best of luck!

Kathleen

__________________
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RainMaker

Thank you, Kathleen.

Gary Boye

RM, you put yourself in that bucket. It seems to me from your posts that this project is vitally important to your family's future. This isn't about getting past "gatekeepers"--whatever that means. It isn't about constructing an exercise in creative selling, or selecting effective jargon.

The issues are this. You need to talk with the person who is going to make a decision to impact his company's future dramatically because you have information that will help get that accomplished. You need to talk with this person because it will effect your own family's livelihood, financial well-being and choices for your children's education--among other things.

That's a little bit different perspective, isn't it?

I have never been in a position where one "sale" could have such a dramatic effect on my life or future, such as the one you describe. But, I'll tell you something. In forty years, I have only failed twice in an attempt to talk with a decision maker. Both times I took it personal and let it be known. It's not because I'm better at this sort of thing. It's because I think differently. There are no "gatekeepers" in my mind. There are human beings, that if you express a sincere need, you can get help. Forget about fancy word tactics or technique. Express your needs. In this case they are significant.

RainMaker

Then that is what I will do. (When it comes to needs...now you have found an area where I am an expert! ).

Thank you for the clarity and focus, Gary.

RainMaker

OK, my brain is really churning, now. I can't wait to hit the phones tomorrow. Thanks, everyone.

MitchM

What always touches me when Gary enters a conversation like this isn't anything esoteric or text methodology on how to accomplish A B C - I believe Gary has looked into all those things and knows what goes where - what it is is very human and compelling for its honesty and truth.

RainMaker

You sure hit the nail on the head with that one, Mitch.

RainMaker

Gary, that was the single-most valuable advice I have received, this year.

I have only called 3 companies and so far have the email address to the president of card services at Bank of America and the direct line to the Asst to the patent attorney at Captital One who has told me the patent attorney's schedule for the next couple days and when she thinks he will have an opportunity to reivew it. She told me when I should expect to hear back from him, and instructions when to call back by if we don't hear from him.

It's a long way from a deal, buy it's a very good start. Thanks for giving me the courage and the words (which I scripted and practiced before calling, of course )

JacquesWerth

To put this subject into a factual perspective, when trying to reach high level executives average reach rates are 11.4 percent.

Here's another take on the subject that is entirely compatible with Gary's advice.

First, be sure that you are talking to the personal assistant (PA) to the Decision Maker (DM).

Make your prospecting offer to the PA as if he/she is the DM.

High Level DMs in major companies almost always have PAs that know almost as much about the DMs needs and wants as the DM. If you have clearly communicated your offering, the PA can almost always tell you, or find out, whether it's what the DM wants.

That way, you should be able to contact closer to 34 percent of the DMs you attempt to reach.

RainMaker

Interesting. Thank you, Jacques.