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How can I get to a decision-maker over the phone?
It’s not easy, is it? The key is to provide your prospect, even through a human or electronic gatekeeper, with a compelling reason to speak with you. That takes thought, research, and making sure you’re targeting an audience that can benefit from your product or service. Offering to provide new information on key areas of interest, responding to a media interview given by the decision maker, and asking the right questions can all result in getting a decision maker to talk with you on the phone. Casting a wide net is also important. The more correctly targeted decision makers you call—that is, those who have a real interest in what you have to offer—the greater your chances of getting through. We also find that “softening the ground” with marketing support—letters, advertisements, branding building—can often lay the foundation for a warmer reception.