| The first question asked by those who are new | | | | Make your first call to the president's office. Be |
| to selling is, "I know the company I want to | | | | certain to state that yours is a high-level meeting. |
| prospect. Who should I contact first in that | | | | If the executive assistant says the president is |
| company?" | | | | not the right person for you to meet with, ask |
| Seasoned sales pros respond to the rookies by | | | | the assistant for help and then defer to his or her |
| saying, the most desirable contact is always, | | | | judgment. For example, "We usually meet with |
| always, always the top decision maker. | | | | somebody from the president's office, but you |
| So, why is it when asked, "what job title do you | | | | know your company far better than I do, so |
| call first to schedule a sales call?" our informal | | | | where would you direct my call?" |
| research shows the majority of sales | | | | If the president's office is clearly the wrong place |
| professionals start the sales process somewhere | | | | for your meeting, you can trust the assistant to |
| other than at the top of the organization. | | | | direct you to the appropriate senior-level person. |
| Sales professionals are all over the board saying | | | | If she has time she may even connect you with |
| they place the first call to individuals they know, | | | | that person via a three-way call and make |
| have an introduction to; and when pressed to give | | | | introductions. On the other hand if you call the |
| job titles say they call on the title of district | | | | in-house referral on your own state clearly, "Your |
| manager, plant manager, finance, administration, | | | | president's office said I should be scheduling with |
| vice president of human resources, or vice | | | | you." This is a strong opening line and |
| president of quality. Occasionally a few will | | | | high-leverage inside introduction. |
| approach the chief operating officer chief financial | | | | Either way, you win. You meet with the president, |
| officer and the president. | | | | or your first call becomes a warm introduction |
| As strange as it sounds, if your goal really is to | | | | from the top of the company. |
| talk with the top decision maker your chances of | | | | Does this work? You bet it does-our clients report |
| scheduling an appointment on the calendar of the | | | | results of $1-$13 million dollar managed services |
| top executive increase dramatically if you call the | | | | contracts as they call the top decision maker. |
| office of that executive. | | | | Shoot for the moon-call the president first. |