Have you been trying to get hold of a top decision maker in a major organsiation?

 

Here’s a very unique way for you to enlist the support of the decision maker’s PA to do your selling for you!

 

Dictate a brief 5-minute presentation of exactly what you would say if only you could get a meeting with the buyer. You fill it with well-researched details – figures, facts, and names – about their company (not yours). You specify what you think you could achieve, for them. And you ask for a brief telephone conversation, not to sell, but to “check your assumptions”.

 

You send that dictation on a CD Registered Post “Strictly for the personal attention of Mr James Brown, Chairman”. Chances are, it will get vetted first by the Director’s PA. So forget about selling to the Director. Address your tape to the PA!

 

Discover her name. Put it on the tape label. Start:

 

“This is a message for Jenny Green from John Brown of Brown & Co. Please forgive me for introducing myself in this odd way but I thought it might be more convenient for you than a phone call.

 

“I’d like your advice. I believe I can show your company Mega Corp how to cut 37% from its inventory costs in six months. We’ve done it for Macro Corp this year and Bill White, the Chairman, personally told me it worked exactly as we projected.

 

“I’ve researched Mega Corp in detail. I’ve detected five areas where I’m sure we can make major savings. [Allude intimately but tersely to Mega Corp's figures to show you've done your homework.]

 

“My problem, Jenny, is that I won’t know if we can do it for Mega Corp until I’ve had the chance to check certain assumptions with your Production Director, Jim Soames. I need merely five minutes with him on the telephone. Could you please phone me on xxxx to tell me when Mr Soames will be able to take my call? I’ll be at my phone 8am to 4pm Wednesday August 23rd. That number again is xxxx. Thank you.”

 

Whether she calls you back or not, you are sure to be remembered when you make your follow up call!

Google+ Page