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
  • Business Meeting Showdown

    It is no secret that communication and collaboration are at the heart of success and longevity for any business. However, as businesses become more global and more employees work remotely, video conferencing is being increasingly used as an alternative to face-to-face interactions. There are pros to both business travel and video conferencing such as personal connection and ease of use. However, there are cons as well ranging from travel delays to being technologically reliant. more

  • Mobile Communication Showdown

    It's no secret that businesses are becoming agiler and employees are spending more time away from their desks. The question isn't should we get rid of our landlines, but how quickly can we replace them?However, staying connected with your colleagues, clients, and customers is absolutely essential for cultivating long-term, lucrative relationships that will help your company achieve success. more

  • Signs you are Ready for Mobile BI

    With workforces moving more and more mobile on a daily basis, it is essential to ensure that your company is able to arm your employees with the analytics that they need to succeed. 89% of business leaders believe that Big Data will revolutionize business operations in the same way that the internet did. These numbers show the trend towards investing in a BI system. more

  • 15 Ways to Optimize Your Contact Center

    We live in a time where customer experience is seen as an important competitive differentiator. Given this, wouldn't you like to make sure that your contact center is fully optimized to meet your business needs? Deciding to upgrade and optimize your contact center is a big step, and one that shouldn't be done without due diligence and plenty of research. more

  • Stress-Free Video Conferencing

    It should shock no one that video conferencing technology is an amazing tool to connect and engage with business contacts in a more personal and effective way. In fact, only 7% of how we communicate is through words, whereas a whopping 93% is through tone of voice and body language. To further the strength of video conferencing, 99% of professionals feel that by improving communication and collaboration, productivity will be positively impacted. more