Knowing the decision maker within a company is the key to making your IT marketing work. The same concept is apparent when you're trying to market at conventions or other events - you have to know where to go and who to talk to.
Inside a company, there is generally going to be one person who will make the decision about the IT consultant. Now, you might have to talk to someone else, but there's one person who has the final say. You want to find out who this person is before you contact the company. The more you know about them and how the company works, the better your chances of making a sale.
Most companies have one or two people in the decision making role: the person who signs the checks and pays the bills (often the owner in very small businesses) or the office guru, the person everyone turns to when there is a computer problem. The guru generally has another job, often as the office manager, but as the go-to person, they are often allowed to make the decision of who to consult.
After you know the decision maker and the basis of their decision, you will be better equipped to make your sale. With all the information you need, you can make the calls and enter the meetings with confidence. Learn more about this important topic in the complete article (link above).
Blogged by Computer Consulting 101