When making IT sales calls, you have to get in touch with the right person in order to succeed. Sometimes you have to get creative when thinking of ways to get past the gatekeeper, but the best way is to become known and trusted within your community. Often getting past gatekeepers is a very difficult task, but there are techniques you can use to make the process easier.
COLD IT SALES CALLS ARE VERY HARD
When confronted with a gatekeeper that takes your name and number and states lack of interest in your services, you may find yourself a bit discouraged. This happens often during cold IT sales calls, which means you probably want to think of other methods to get new clients. If you are going to use this type of strategy, you will need to get past the gatekeeper.
TIPS FOR GETTING THROUGH DURING IT SALES CALLS
1. Call before or after the gatekeeper leaves.
2. Send an email
3. Send a fax
4. Mail a letter
5. Send a postcard
6. Send a “personal confidential” Fed-Ex.
Because a lot of these techniques have been used often, many companies will already have plans in place to prevent their effectiveness.
IT SALES IS THE BEST WAY THROUGH
The best way to get past the gatekeeper in IT sales is to become well-known within the community. Get to know important figures like local accountants and solution providers, speak at events, hold seminars, volunteer and invest time and energy into building a strong network.
Added By: Computer Consulting Kit