2. Data Mining: Annual Report, Contact Us, Find Locations; I.D.
C-Level Executives
Knowledge is Key: Research Social Media, Yahoo/Google
Finance.
Seek prospect accomplishments, magazine articles to reference.
Know prospects competition (Pro’s & Con’s)
Copy & paste info into spreadsheet or word file & build mapping
.
Prospect Data Mining
3. Old fashioned detective work…
Call main phone switch ask for various C level or VP level people
in IT.
Engage Gatekeeper: Don’t waste time on Gatekeeper.
Act Lost: Use automated directory get through to any departments
to get transferred; Phone systems typically use *8, *0 or 0 to get
back to the directory.
Purposely dial one number up or down from the extension you are
looking for and ask for the person you intend on contacting.
Rules of Engagement
4. Hi, this is (Name) with Intelligent Automation. We are a NJ
based Automation & Networking systems integrator. We assist
companies by integrating best of bread solutions for building
Automation, Media Centers, Security & Surveillance & Network
Services. Our team members have and average of 20 years of
experience in the industry designing & building enterprise IT
solutions. We would like to schedule a brief conversation so we can
discuss your 2013 initiatives, introduce our company & see if there is
fit. Which is better for you, Tuesday at 3pm or Thursday at 10am.
Cold Calling Introduction
5. Qualify decision makers & directors of IT, email
address, extensions.
Send email meeting invitation, re-cap conversation in
body of email, suggest alternate date “if that is not
convenient”.
Attach product line of interest information.
Schedule dual reminder on meeting.
Confirmation
