Find the "Right" contact

We all know how painful cold calling can be. Most of the time we make phone calls all day and maybe get 15 people to speak to us and maybe one of them is receptive. What we need to do is try to make cold calling as productive as possible even though you might not be talking to a lot of prospects or end-user customers. Talk to the secretaries. Make them your friend. Part of their daily job is to be the gatekeeper and or helping people all day long. The women can help you find the right contacts inside all of these companies. Ask the secretaries to help you. It might sound a little nuts but I'm telling you it works. For example, you call asking for a particular contact that you believe manages the Network technology inside a particular company. She says he is not in each time you call. Don't leave a message and don't keep calling for that contact. Say to the secretary "I am looking to see if you could help me. I understand that your John is not in right now but do you know whom on his team he would trust the most for me to discuss our network technology with?  Trust me this works at least seven out of 10 times. You'll get another contact from her, a fresh contact most likely a contact you didn't even know worked at the company.  You have now made a call that initially seemed negative into a positive and have another fresh contact to try and provide your solution to.  Always find the "Right" contact in whatever you are doing in sales.  It will save you time and money and make you more successful.

Shawn