Getting to Decision Makers

The Haley Marketing Group had a very interesting write-up in last week’s Net-Temps Recruiters e-newsletter, in which they shared different tactics for salespeople to get their foot in the door when it comes to getting their marketing message in front¬† of the right person.

We decided to include the recap of the article for our Factoring Blog readers below:

  1. Do your homework first
    • identify the right decision makers
    • discover their MBA (ideally, before making any approach)
    • know the value you can deliver (quantifiable if possible)
  2. Plan to get in the door
    • grab the decision maker’s attention – find a creative way to get the door open
    • network
    • partner
  3. Keep the door open
    • educate – teach decision makers how you can help
    • add value – position yourself as an expert not a sales person
    • build credibility – prove the value of the solution you can provide
    • nurture relationships – stay top-of-mind between calls, until a decision is made

Click here to read the entire article: Getting to Decision Makers.