| Today's business environment is very protective | | | | challenge and frequently offers useful information |
| making it difficult for salespeople to reach | | | | and strategies for getting past the toughest |
| prospects. Cold calling and selling changed after | | | | gatekeepers. They may even put us directly in |
| 911. Many businesses increased security to put | | | | touch with the people we want to meet. |
| employees at ease. Building management did the | | | | The Top Pigeons are Nicer |
| same thing and we found more guards stationed | | | | In most cases we won't be able to talk with the |
| in many buildings. | | | | top pigeon or a C-Level contact on the first |
| There are some buildings and premises that | | | | attempt. However, some of the nicest people are |
| became unavailable to us. Although security has | | | | at the top and they have the best information. |
| loosened, you know it is tougher if you make cold | | | | When we politely request whom to contact at |
| calls either on the telephone or in person. Our | | | | their organization for presenting our solutions and |
| once easy walk through the front door of a | | | | services, they will send us in the right direction. |
| business to get information has changed and | | | | One of the secrets here is to relax, really relax, |
| security concerns may prevent us from reaching | | | | really! If you have to, talk slower and ask for help. |
| our contact. In some cases we will find a lonely | | | | Most people will give us help if we just ask for it. |
| telephone behind the front door and nothing else. | | | | If we don't reach the C-Level, President or Vice |
| These new security challenges won't prevent us | | | | President we will be speaking with the executive |
| from reaching our contacts. We must adapt and | | | | secretary. These are people who are used to |
| find new ways to achieve our goals. | | | | working with professionals. Always have an |
| Finding the Right "PIGEON" | | | | agenda when you attempt this strategy. The |
| What we want to find is the easy target for our | | | | agenda is to find "who" in the company the right |
| quest of information. If we follow the sales | | | | person is. Keep it simple! Once you have a name, |
| process, we must determine "who" will give us | | | | contact them and mention the name of the |
| information. As we already mentioned, sometimes | | | | person who suggested that you talk with them. |
| walking in the front door and meeting the | | | | This works great when done properly. |
| incredibly nice receptionist might not be an option | | | | The Messenger Pigeon Knows a Lot About the |
| for us. Thus, the back or side doors are options. | | | | Company |
| Here are three of my favorite pigeons. | | | | The messenger Pigeon is in the back or the |
| The Sales Pigeon - Find the One That Loves to | | | | basement of the building. These pigeons know |
| Talk | | | | almost everything about what is going on and |
| We believe a great salesperson is an excellent | | | | who does what. These are the people who |
| listener. But, salespeople also love to talk and | | | | deliver, sort the mail and receive packages for |
| share. You know what we mean, don't you? If | | | | the company. This contact strategy works well |
| you get a salesperson to relax, they can | | | | with large institutions like hospitals, colleges and |
| frequently talk for a long time about anything. | | | | manufacturing companies. The messenger pigeon |
| Although this isn't their best trait, since we want | | | | rarely meets anyone who gives them credit for |
| them to be good listeners. Anyway, the idea here | | | | what they do. The important thing here is to be |
| is to reach a gabby salesperson for the company | | | | nice and respectful as we ask for assistance. |
| we want to do business with. This is done buy | | | | These are a few additional ways to get |
| asking for the sales department. If we merely | | | | information when we face a tough, secured |
| ask for someone in sales, we will usually reach our | | | | company or organization. It helps to try multiple |
| sales pigeon. We begin by mentioning that we are | | | | methods and contact several people using the |
| also in sales. This fact gives us a common point | | | | information we find along the way. Don't forget |
| to build on with them. | | | | the Internet which can be our best friend. |
| We should be honest and forward about our | | | | Searching for information on the web can deliver |
| struggle to reach the right person in their | | | | essential information we can use on our first |
| company. The typical sales pigeon shares our | | | | pigeon. |