Anyone here tried making contact to sell to big companies?

[DodgyAgent]

How exactly did that conversation go? Did you call their main number and ask to speak to Mr Dragon, as simple as that?

Yes.

Do not try and explain what you do to someone who is not the decision maker - they are not trained or incentivised to sell your services. Receptionists and people who pick up phones in general are trained to get rid of sales people and yes they receive hundreds of calls each day. It is rare that you will get to speak to the person who makes the decision so your approach needs to be incremental.If you cannot get to the decision maker you need to write either a letter or an email to the top person via the secretary. Get the secretary to make sure he /she sees it and most likely it will then get passed down to the decision maker (say the CTO). You can then say that you have been asked by the CEO to talk directly to the CTO and it is likely then that you will get to speak to whoever you need to speak to.

[Old Greg]

Yes.

Do not try and explain what you do to someone who is not the decision maker - they are not trained or incentivised to sell your services. Receptionists and people who pick up phones in general are trained to get rid of sales people and yes they receive hundreds of calls each day. It is rare that you will get to speak to the person who makes the decision so your approach needs to be incremental.If you cannot get to the decision maker you need to write either a letter or an email to the top person via the secretary. Get the secretary to make sure he /she sees it and most likely it will then get passed down to the decision maker (say the CTO). You can then say that you have been asked by the CEO to talk directly to the CTO and it is likely then that you will get to speak to whoever you need to speak to.

I hate to say it but I find the easiest approach is to let Dodgy do it for me and then take a 78.5% cut of his rate. Very interested to hear how others manage it differently.

[DodgyAgent]

I hate to say it but I find the easiest approach is to let Dodgy do it for me and then take a 78.5% cut of his rate. Very interested to hear how others manage it differently.

I do have a lot of data on companies in Europe and I could certainly point him in the right direction and even do a few calls

All free!

[d000hg]

I hate to say it but I find the easiest approach is to let Dodgy do it for me and then take a 78.5% cut of his rate. Very interested to hear how others manage it differently.

Well I'm not looking to place contractors but yes I kind of agree... however I'm dubious of "lead generation companies" and the like.

[The Agents View]

How exactly did that conversation go? Did you call their main number and ask to speak to Mr Dragon, as simple as that?

Slightly differently to that - but experience tells me that if you go for the actual top bod (especially if they're high profile) then the shutters automatically come down. Often, ringing the reception and going in asking for advise is the best way.

As so:

Rec: Hello XYZ Industries, how can I help?
Me: Hi, I wonder if you can. I'm hoping you could point me in the right direction. I'm very aware of what your business does, and I have a proposition which I think could add significant value, and generate efficiencies/revenue/brand placement/whatever.
I'm really trying to establish who the person who runs these kind of activities is, and how I should go about contacting them?
Rec: Can't give out names over the phone.
Me: OK, I fully appreciate that in this day and age. Could you possibly provide me with an email address so that I can set out my proposition in writing?
Rec: Yes - contractmonkeys@xyz.com
Me: and should I mark that for your attention?
Rec: Yes
Me: OK great. I'm going to put together a brief, personal introduction. Do you mind if I call you in a couple of days to make sure its been passed to the right person?
Rec: No worries.


Then write an email which CLEARLY states what you can do for the client, and why they should give you the time of day. Emails about "I am a developer and I need a job" will not cut it - if you're going to break into a business, you HAVE to have a unique selling point - something that nobody else can offer.

In the call referenced above, I was able to establish the name of the Investment Director, and I sent him a 4 line email, explaining that I have a really exciting opportunity, having been exclusively engaged to find someone a role (which is true btw!). Given the parities between her experience/attitude/ability, it would be highly beneficial for him to give me a call. which he duly did.

Seeeeeeeeeeeeemples.

Thick skin is required, but put yourself in the recipients shoes - they are there to be a gate keeper - if they let people selling the same old junk through, they'll get shot - so you've got to effectively sell the reasons they should put you through to them, before you even get to your main person.

Good luck with it though!

[DodgyAgent]

Slightly differently to that - but experience tells me that if you go for the actual top bod (especially if they're high profile) then the shutters automatically come down. Often, ringing the reception and going in asking for advise is the best way.

As so:

Rec: Hello XYZ Industries, how can I help?
Me: Hi, I wonder if you can. I'm hoping you could point me in the right direction. I'm very aware of what your business does, and I have a proposition which I think could add significant value, and generate efficiencies/revenue/brand placement/whatever.
I'm really trying to establish who the person who runs these kind of activities is, and how I should go about contacting them?
Rec: Can't give out names over the phone.
Me: OK, I fully appreciate that in this day and age. Could you possibly provide me with an email address so that I can set out my proposition in writing?
Rec: Yes - contractmonkeys@xyz.com
Me: and should I mark that for your attention?
Rec: Yes
Me: OK great. I'm going to put together a brief, personal introduction. Do you mind if I call you in a couple of days to make sure its been passed to the right person?
Rec: No worries.


Then write an email which CLEARLY states what you can do for the client, and why they should give you the time of day. Emails about "I am a developer and I need a job" will not cut it - if you're going to break into a business, you HAVE to have a unique selling point - something that nobody else can offer.

In the call referenced above, I was able to establish the name of the Investment Director, and I sent him a 4 line email, explaining that I have a really exciting opportunity, having been exclusively engaged to find someone a role (which is true btw!). Given the parities between her experience/attitude/ability, it would be highly beneficial for him to give me a call. which he duly did.

Seeeeeeeeeeeeemples.

Thick skin is required, but put yourself in the recipients shoes - they are there to be a gate keeper - if they let people selling the same old junk through, they'll get shot - so you've got to effectively sell the reasons they should put you through to them, before you even get to your main person.

Good luck with it though!

I implore anyone in sale NOT to do it this way!

Why?

Firstly you are relying on a receptionist to understand the functions and structure of the business.
Secondly you are relying on a receptionist to do your work for you when it is something that she is neither paid to do nor has any interest whatsoever in doing.
Thirdly you have no control over what is happening
The receptionist/gatekeeper has no idea who is selling "the same old rubbish" and who is selling "new and interesting rubbish" they regard EVERYTHING in exactly the same way.

[d000hg]

He got the email address / name though... here's how my attempt went...

Rec Hello, Squirrel Media
Me Hi, I wonder if you can help me. I have an exciting product in the squirrel feeding sector and I wonder if you can tell me who I should speak to about that?
Rec I can't put you through unless you have a name
Me I understand, is there an established process to go through to make contact?
Rec No... you need a name.
Me Well, is there an email address you can give me I can write to for further information.
Rec No. You should look on our website.
Me I've actually already looked at your website and this phone number is the only contact information listed. Can you advise me the right way to proceed?
Rec No. <long pause>
Me Oh. Well thankyou very much for your help. Bye.


I even called a different number for a different office thousands of miles away several hours later and got the same damn woman who somehow recognised me (despite me not asking the same question). This is the main number for a corporation with 10k employees, how do they have one person on the phone?!

[DodgyAgent]

He got the email address / name though... here's how my attempt went...

Rec Hello, Squirrel Media
Me Hi, I wonder if you can help me. I have an exciting product in the squirrel feeding sector and I wonder if you can tell me who I should speak to about that?
Rec I can't put you through unless you have a name
Me I understand, is there an established process to go through to make contact?
Rec No... you need a name.
Me Well, is there an email address you can give me I can write to for further information.
Rec No. You should look on our website.
Me I've actually already looked at your website and this phone number is the only contact information listed. Can you advise me the right way to proceed?
Rec No. <long pause>
Me Oh. Well thankyou very much for your help. Bye.


I even called a different number for a different office thousands of miles away several hours later and got the same damn woman who somehow recognised me (despite me not asking the same question). This is the main number for a corporation with 10k employees, how do they have one person on the phone?!

Any old name will do because the person you get will not likely be as protective about names. also look up the executive management/directors their secretaries are all powerful

[d000hg]

Ah, interesting point. Get an engineer or PM in the right company and then apologise and say you were trying to reach the director/CTO... I'm really trying hard to do things like a gentleman but so far I'm starting to see why you salesman have to be sneaky, the companies don't really make it easy to be up front and honest!

[The Agents View]

Any old name will do because the person you get will not likely be as protective about names. also look up the executive management/directors their secretaries are all powerful

Linked In is your friend here.

DA - My approach works for me, with tweaks dependent on what I'm looking to achieve. Bear in mind I work with the absolute highest level individuals - ultimately it's about results though - so if the above approach doesn't work for others, then adjust and re-group.

DA is right - top level exec PA's are the key to relationships with high level individuals. Treat them as if they are the boss (which they all like to think) and you'll be amazed at the doors a decent PA can open. Treat receptionists the same, and the results can be very similar though.