Step 4 - Select methods of contact.
Based on who the decision maker is, what would be the best way to make contact? Below are listed a number of ways.
1. Plan to use at least three methods.
2. Select several methods to use spread out over several
months. For example, make two phone calls, leave high impact voice mail commercials
with each. Failing that put them on the three month passive letter series, then
call twice again. Each time narrowing down the best time to contact the person.
Leave your voice mail commercials. Failing a call back here, start them on six
months of interest mailers before you attempt the two phone call routine. Failing
that, start them on "just to keep in touch" letter series once per quarter.
At the same time, you're doing all this, make contacts with others in the company,
such as the sales department. Work hard to get a referral.
© Copyright 1997 Sales Training International.