free small business advice & information
Main Menu
Hot Links
Effective Selling
3. Reach the Decision-maker
It's unlikely that you will be able to speak to a decision-maker immediately, unless the target business is very small. Many managers will not take unsolicited sales calls.
But if you handle your initial contact correctly, you can raise your chances of speaking to the right person.
3.1 Greet the initial person.
- Try to get their name early on, as this will help you next time you call.
3.2 Be open and honest. Explain who you are.
- Sounding polite and cheerful will get you a long way.
3.3 Show knowledge of the company, eg 'I would like to discuss the garden sheds your company sells'.
3.4 Show a benefit, eg 'I think Mr X will want to speak with me because we have a shelving product that compliments your sheds'.
- Ideally, make the contact worry that they may miss an opportunity by not speaking to you.
3.5 Ask for help, eg "I am trying to get an appointment with Mr X. Can you help me?"
3.6 Ask for an appointment at a definite time.
3.7 If you are asked to put something in the post, react in a constructive way.
- Explain that it would help to talk to the right person first, so you can send tailored information.
Monthly Prize Draw!
Win £375 worth of advertising for your business.
Enter our competition by either:
- Signing up to the is4profit Small Business Newsletter or
- Entering your firm's details into the Small Business Directory