Anyone here tried making contact to sell to big companies?

[d000hg]

How do you do it with unfriendly front-line staff who demand a name to put you through, when in fact you're calling to ask about their company?

Company reports list the heads of companies and child-company sections but do you just ring up and ask to "speak to the President of toothpicks, please"?

Apart from the best strategy of knowing the exact right person you should be contacting, how do you get a foot in the door?

[DodgyAgent]

How do you do it with unfriendly front-line staff who demand a name to put you through, when in fact you're calling to ask about their company?

Company reports list the heads of companies and child-company sections but do you just ring up and ask to "speak to the President of toothpicks, please"?

Apart from the best strategy of knowing the exact right person you should be contacting, how do you get a foot in the door?

You need to understand how whatever it is you do is going to benefit the client. You then need to go higher than the contact you need and write to them (the CEO, CFO, CTO or head of business sector). You then need to get their approval to be passed down to whoever is responsible for the budget that will pay for your services. The MD's/senior executives secretary is absolutely vital in all this.
Remember that no one will ever pass you up an organisation, but they will always pass you down. It doesnt matter how much you have been endorsed by the boss to be able to say that you have been asked "by the CEO" to talk to "whoever" is enough for them to have to take you seriously. It is also likely that they will never dare check with the executive as to the true nature of your relationship with them. If you would like to know more please do PM me.

DA

[d000hg]

You need to understand how whatever it is you do is going to benefit the client.

That part is actually easy, at another company they've been practically falling out of their seats!

Remember that no one will ever pass you up an organisation, but they will always pass you down.

Interesting, is that a statement others would endorse?

Thanks, DA, given me some things to think about. I'm basically nervous as a little company approaching some huge business tycoon. Maybe I need to be more ballsy when the receptionist asks "what number"... but then a 'real' company director would never call a main switchboard would they?

[d000hg]

Also, do you as someone who does this kind of thing, find LinkedIn InMails are worth the high price ($10 for a sodding email?!!)
I have found some of the top guys listed there and it could be a more direct approach to at least get noticed.

[DodgyAgent]

Also, do you as someone who does this kind of thing, find LinkedIn InMails are worth the high price ($10 for a sodding email?!!)
I have found some of the top guys listed there and it could be a more direct approach to at least get noticed.

I am afraid that people who have time to spend on Linkedin are selling not buying. If you are going to contact anyone of importance, then phone them first. Also going through the switchboard to get to the senior management is not a problem.

[HeadOfTesting]

I've not looked in to it myself but in the course of my plan B research I've come across this:

Jigsaw for Salesforce - salesforce.com UK

Might be worth considering?

[The Agents View]

I've not looked in to it myself but in the course of my plan B research I've come across this:

Jigsaw for Salesforce - salesforce.com UK

Might be worth considering?

Jigsaw is pretty good - it's basically a contacts trading site - so what happens is sales people upload their spent contacts (i.e the ones who have said no) and get a fresh batch of contacts in return.

However, the people who try to sell to these big businesses are the ones who make it. As an example, I rang the offices of one of the Dragons den "Dragons" yesterday, to introduce the services of someone who I think they'll be really interested . He wasn't in, but his investment director did speak to me. As a result, he is meeting my candidate next week for a pretty juicy job. Sometimes it's having the balls to ring up and ask the question which makes all the difference - if you've actually got something worth that persons time, they will normally listen to you at least.....

[d000hg]

I am afraid that people who have time to spend on Linkedin are selling not buying. If you are going to contact anyone of importance, then phone them first.

So phone is still de rigeur rather than electronic contact out of the blue, basically?

Also going through the switchboard to get to the senior management is not a problem.

Do you know why they are so unhelpful? is it simply the sheer volume of calls they get? The big corps I've looked at, not only will they not talk to you without you having a name, but their websites don't tell you what to do either. Seems rather unproductive.

[d000hg]

However, the people who try to sell to these big businesses are the ones who make it. As an example, I rang the offices of one of the Dragons den "Dragons" yesterday, to introduce the services of someone who I think they'll be really interested . He wasn't in, but his investment director did speak to me.

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

[Fred Bloggs]

I think the first requirement is having skin 6" thick and not being at all nervous of rejection. Most of us are, most of us haven't the will to make it work. Good luck though.