Can you please give us direction on the best way to reach the decision makers within companies / corporations?
We are an Entertainment / Team Building company in Las Vegas. 98% of our work is with Corporate clients. We are looking for better ways to connect with decision makers at Corporations. Can you help?
Do you know the companies you are targeting or just the traditional roles that might be decision makers related to your offering. Those are two different issues.
First, at a high level without much detail – if you are trying to narrow the world of suspects (all companies) to prospects (those that may have a need for your offerings) to targets (those with a business situation that would create demand) that is a market segmentation issue. Narrow as much as possible the types of companies that fit your ideal profile (S.I.C. code / Revenue / Employees / Locations / etc.) Then it is a matter of internet research by those designators to generate that prospect list.
On the other hand, and again at a high level without much detail – if you have or know the companies you want to target that becomes a people search and connection issue. Again you need to define your target role first. Based on the brief description my initial thought is HR leaders and Sales Leaders in a corporate world would seem to be likely. Find out where these people spend time, what types of groups to they join, research the company on line and look at org. charts, press releases, etc. to identify names and individuals. Use social networking sites like Linked In as well as Google/Bing to find the online footprint of your target. With Linked In you may find you already have a 2nd tier connection that can provide an introduction.
The next is messaging. It is not about what you offer, but what impact, change, or result you bring. Ideally via your research, connections, their press releases, and your network you can target your impact discussion to their priorities, and as specific as possible to the individual person. Email seems to be a popular initial venue. Remember short and to the point and crafted from their perspective not yours. A compelling subject line about the impact or change or outcome – paint the picture of their situation. Have a call to action that identifies the next step – you calling them. Be careful with graphics and links as they can get caught in corporate SPAM filters. Also avoid phrases in the subject line about "offers", "deals", "specials", etc. as those often get tossed by the SPAM police as well.
There is so much more to the process, but hopefully this gives you some direction and ideas.
Well, it comes now to what Value you are bringing in this day and age. If you are not bringing value, it is going to be hard pressed to get an attention. I would start with a a Blind Reference story telling them how you helped another that may be similar to them with a potentially similar problem.
Who is your EXACT decision-maker? That's your starting point.
HR people? The association you want to get involved with is SHRM.org
Training? Association is TD.org
Meeting Planners? http://www.mpiweb.org/
Once you have a target, you need the language to get their attention, then to get an appointment/showing.
Look, just contact me directly Dan at GotInfluenceInc.com
Jay ...1.) Let's start with the beginning. From they way you structured this question, I presume your business was established at some time in the past.
2.) Since you've been in business for some period of time your first step is defining and segmenting your current customer (current and past) base. Industry (NAICS), size (no. of emp and sales), location and service supplied to customer among other definers.
3.) For each business and group of current and past who was the POC (point of contact) and who was the decision maker.
Based on the characteristics in points 2 and 3 you can now start targeting personnel and other similar businesses in the geographic region you desire to get your business from.
Yes!! I did it since for 6 years as I was working with an IT software company based in India. They were selling IT/Software Services to North and South America, Europe, Australia and New Zealand. They reach to them via Emails and its the only cheap and most happening way to get connect and sale your expertise to the people. You can search for the companies you want to target than get their C level people email ID's and send them emails.
I can help you and set the process for your company if you need at zero cost please connect at skype: ankit_universal
I find getting the corporate number and talking with a receptionist a lot will yield ideas for you. Ask questions like, this is who you are, this is what I think I could offer the company, who at your company would make those decisions. The receptionist will probably give you a name or two and tell you she will connect you. STOP her at this point and ask again if that person is the person who would decide if your product/service will work...she will answer, then say thank you and your glad to know that ABC whomever is the correct person to speak with and that you will be in touch. Wait a day and call again asking for that person by name. The receptionist will usually pass you along without second guessing as you asked by name instead of dumping into voicemail black hole.
I ask you to follow up with two questions with the receptionist as most people can't lie three times and gives her time to think about her answer. If you can also get an email and or EXT # this aids you as well. (Cold Calling Method)
Best of luck.
Go online...Join platforms like LinkedIn. Join groups there. You will find people who need you. Email brochures and pictures of your product. You must find at least one of your target audience.
Jay, use LeadFerret.com to build your list of targeted decision makers in your industry.
Also, here's a video that explains how to create email campaigns that pre-qualify decision makers - http://www.salesnexus.com/blog/sales-ready-starter-kit-video-series?utm_source=Email
Identify the companies or profiles of companies you'd like to work with, then use google and LinkedIn to determine who is your likely best prospect. Spend time researching the suspect companies, the likely contacts, then reach out with a solution that's likely to be helpful for them. Always think about how something benefits them more than you. Listen more than you talk. Ask good reporter questions. You'll end up with some leads and conversions.
Read their annual reports. They essentially give us the road map to their undivided attention. The key is finding the information that will help you get your foot in the door. Don't forget they are pressed for time, and probably have many companies such as yours trying to pitch their services.
Differentiate yourself by showing interest in what they're trying to accomplish as individuals. Connecting to their pain points and top priorities is the best way to get their attention. Finding out what they need the most, and positioning your services to fill that need will help you establish that desired connection.
Easier said than done of course, but learn as much about your clients as possible through their annual reports. Don't forget they may have vendors that are adequately providing the services you offer. Sometimes the vendor selection is not their own, but someone they trust within the organization. So finding who the decision maker trusts and relies on within the company may be your biggest challenge.
Hope this helps.