| The first rule in "Naming Your Prospect" is to ask | | | | Executive Assistant for some help, "I'm wondering |
| for a title not an activity. Do not ask for "the | | | | if you can help me." Tell the Executive Assistant |
| person who makes the decision to purchase...." | | | | exactly what you need and she will more than |
| Making the "decision to purchase..." is an activity | | | | likely point you in the right direction. |
| and may get you a name, however, it will most | | | | 4. Randomly change the general switchboard |
| likely be the name of someone who is involved | | | | number extensions. If the switchboard number is |
| but not in a decision-making capacity. | | | | 5000, call 5001, 5002... until you reach a human |
| A better approach is to figure out what | | | | being. It won't be the right human being, but that's |
| department the decision is likely made in and then | | | | ok. Once you reach a human being ask that |
| find out who is the head of that department. If, | | | | person to help you, "I'm wondering if you can help |
| for example, you know that the decision to | | | | me." Ask, "Do you have a company directory?" |
| purchase whatever you are selling is made in the | | | | When asked, most people are very happy to help. |
| Marketing Department ask for the head of the | | | | 5. The made-up name. Sometimes companies will |
| Marketing Department. This could be the senior | | | | not give out information unless you have a name. |
| vice president, or vice president or director. If you | | | | In this case, make up a name and then ask for |
| are calling small companies the person you want | | | | that person. The switchboard operator will tell you |
| to reach is most likely the Owner. | | | | there is no one there by that name. You then |
| Once you have identified the appropriate title or | | | | say, "Oh, (Made up Name) used to be the (Title). |
| titles (there may be variations from company to | | | | Who has taken over for her?" Many times this will |
| company): | | | | work to get you the right name. |
| 1. Check the prospect company's web site. This is | | | | 6. Ask a sales person. Call the sales department |
| the easiest way to find your prospect's name. | | | | and speak with a sales person. Say, "I'm |
| Thanks to the Internet, many companies today | | | | wondering if you can help me." Sales people will |
| list executive and/or senior management on their | | | | understand and if they can they will help you. Tell |
| web sites. | | | | the sales person exactly who you are trying to |
| 2. Ask the receptionist. Dial the company's main | | | | reach. If they do not know the correct name |
| number and ask the front line person who | | | | ask, "Do you have a directory handy? Could you |
| answers the line for the name of the person who | | | | look that up for me?" |
| has the appropriate title. Be prepared to throw | | | | 7. Ask Customer Service. Customer Service is |
| out variations of that title as different companies | | | | there to help. Call them and ask for help, "I'm |
| may use different titles for the same type of | | | | wondering if you can help me." Many times |
| position. When you are calling large companies | | | | Customer Service can give you the information |
| receptionists do not screen calls. That question, | | | | that you require. Again, if the Customer Service |
| "What is this in reference to?" is actually a | | | | representative does not know the correct name |
| request for information. Keep suggesting titles until | | | | ask, "Do you have a directory handy? Could you |
| one sounds familiar to that receptionist. | | | | look that up for me?" |
| 3. Call the Chief Executive Officer. The theory | | | | With these seven ways of naming your prospect, |
| here is that Executive Assistants know | | | | finding the decision-maker should never again be |
| everything. Call the CEO's office and ask the | | | | an issue. |