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IT Sales Calls: Getting Past the Gatekeeper
By Joshua Feinberg
IT sales calls require connecting with the right person in order to be successful. However, getting past the gatekeepers is no easy feat. In this article, you'll learn some techniques to help get you in touch with the person you need to for your IT sales calls.
IT Sales Cold Calls are Difficult
How do you get past the secretary gatekeeper/screener who only takes your name and number and says we're not interested? This typically happens when you are cold calling so you may want to try another method of gaining new clients. If, however, you are going to use this kind of strategy to build your demand generation, you will certainly need to get past the gatekeeper to go on the IT sales call!
How To Get Past the Gatekeepers
o You can always call before or after the gatekeeper leaves. Chances are they're a nine to five, eight to six, or eight to four kind of person.
o You can send an email
o You can send a fax
o You can send a letter
o You can send a postcard
o You can send a Fed-Ex marked personal confidential
A lot of these gimmicks, however, have been around for a long time and many people see through them.
IT Sales: A Better "In"
The VERY best way is to get to the people you need is to become known in your community. Get to know other power brokers like the local accountants and deeply niched solution providers in the area, speak at events, hold your own seminars, volunteer, and invest in some quality time in building your network.
The Bottom Line about IT Sales
Get a reputation in your local community for the kind of work that you do. No one's going to hire you until they know, like, and trust you, Tricking the secretary is not going to build that mind share any faster.
Copyright MMI-MMVI, Small Biz Tech Talk. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
About the Author
Joshua Feinberg can help you grow your computer consulting business, the RIGHT way! Sign-up now for your free audio training program that features field-tested, proven Computer Consultants Business Tools at http://www.SmallBizTechTalk.com
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