If you’ve been following for the past few weeks, I’ve been digging into 10 Ways to Get Past the Gatekeeper When Prospecting on the Phone.
Today we’ve reached #9.
I think it can be quite effective if the company you’re trying to reach is larger and has multiple divisions and/or locations:
Call a different division or location, if the company has one.
Use the other location as a way to learn who you should speak to when you do call the location you’re trying to reach.
Use the internet to your advantage to research other locations or other divisions and contact them. You may know the person you’re trying to reach is at another location. Oftentimes, though, the person you do speak with at the other location may very well provide you with key information or help to connect you with the person you’re trying to reach.
Contacting other locations or divisions is one of the most overlooked things salespeople fail to leverage. Not only does it help get you connected with who you’re looking for, it also can open up another potential prospect.
When used with large corporations, this technique is almost the best approach to breakthrough. Make sure even if the location you’ve called can’t do anything for you now, you still use the opportunity to introduce yourself and record the information the person to whom you do speak.
Large corporations have a way or reorganizing frequently and shifting responsibilities of people. What this means is the location you call one week to no avail could next week be a huge opportunity.
Your ability to be add contacts along the way will help you immensely.
When you do make contact with the person you’re trying to reach, don’t hesitate in commenting about the other locations you’ve had conversations with. Sharing with your contact the fact you’ve talked with other divisions or locations will be seen as a positive.
Just the fact you’ve talked with other locations can be enough to separate you from a competitor or any number of other things resulting in new business.
Copyright 2015, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.
