Multiple Contact Approach to New Business

Updated: January 01, 2012

An email message, a phone call or voice mail message, a receptionist's screen are one in the same. It is the barrier to business and we, sales people, all look alike. We are time eating, day interrupting deliverers of money spending remedies. No matter how sincere we are, no matter how great our product or service is, we start out looking the same when attempting to penetrate.

So, how do we get in the door, actually with a listening attentive audience? Wouldn't it be great to make a presentation to a decision maker who treated your message as if his job depended on it. I think we just described sales "heaven"!

The solution is old fashion simple but the methodology takes today's technology. Here's the secret. You know who the decision maker is, right? He/she has a boss or, if your decision maker is the boss, he/she has a department or staff responsible for your success. Do you start at the top, the decision maker, or start with the staff? Both have merit. Both will be necessary in order the make the sale.

Both is the answer or better defined, all. That's right all of them. Think about it. If the boss received the email, letter, message or call and knows his VP of whatever, did also and visa versa, wouldn't the VP of whatever really want to know what you are offering just in case the boss inquires about it????

Studies have shown that the success rate for multiple contact initiatives are nine time and dramatically more, successful in penetrating new prospects on the first call. Donato Diorio, co-founder of Broadlook Technologies has researched this and in his "Sphere of Influence Selling; Strategies that can advance your sales 9 out of 10 times" web conference, he backs up the process with hard fact. (Contact me and I will forward you the free conference schedule.) You will come a way from his presentation a believer. I did; hence Influential Marketing!

Assuming you are (or will be after attending "Sphere of Influence") convinced that multiple contact points work, the question remains, "How do you get all those names and email addresses?". Donito covers that aspect as well. The research tools are available that allow you to quickly find, in real time, the any and all contacts associated with the prospective company taht have any presence on the web. That's a story in itself for another day.

Alright, you have

Featured Research
  • 2017 Contact Center Software Trends

    Did you know that, according to Forbes, 86 percent of customers will pay more for a better customer experience? Customer satisfaction is always a worthy business pursuit, but to identify customer preferences and exceed expectations, you must keep pace with innovations in the technology your customers are using. more

  • The Social Intranet: A guide to getting better business results

    This whitepaper describes why the shift from a traditional to a social intranet is imperative to staying competitive, and analyzes the costs and benefits associated with implementing one. You will also find useful KPIs to measure performance and further leverage your intranet's success, raising employee engagement and boosting your competitive advantage. more

  • How to Select Contact Center Software in 9 Steps

    Your choice of contact center software will affect the future success of your business. Don’t leave this important decision to chance. This guide provides nine actionable steps for the selection process. more

  • [Infographic] 15 Questions to Ask When Selecting a VoIP Provider

    Deciding which phone system is right for your business can be difficult. With our VoIP technology blueprint, discover the top 15 questions you should ask VoIP vendors before you make a buying decision. more

  • 2017 Business VoIP Buyer's Guide

    In 2017, more business will transition to a VoIP phone system. If you are among them—or if you’ll be upgrading an existing VoIP system—you need to learn about the latest technologies and market trends. more