How Can I Reach Decision Makers Faster? Absolutely everyone knows the struggle of trying to reach out to clients and make sales in business. Especially the decision maker.
You’ve got sales targets to hit and you’re spending your afternoon scrolling through long endless lists of potential leads. Perhaps you’ve already spent the morning researching different companies or potential customers. For most companies, you’ve found only a general ‘Contact Us’ number. You know little else about the company, other than the name and industry. You then spend hours on end calling the various contact numbers, never getting past the receptionist. Follow up emails are sent (and ignored). No one returns your call.
Before you know it, it hits 5pm and you haven’t made any sales. You haven’t made any progress or any leads at all. How can this be, despite the fact that you’ve spent the entire day finding people to contact, writing emails catered to each individual company and spent the best part of your afternoon on the phone?
The sales funnel can be a long process over time, but it’s nothing compared to how time-consuming it is reaching out to people. Or the right people.
Business professionals are busy these days and even more so thanks to the rise of online marketing and social media. Companies are always trying to find ways to be seen more, to do better, to be known for that excellent marketing stunt consumers won’t forget. So it’s no surprise that it’s so hard to reach the right person, moreover the decision-maker, without jumping through hoops first.
So how do you avoid this?
Use tools like Data Dive can help you reach decision makers
Luckily, there are some tools out there that will take the hard work out of the sales funnel and save you a lot of time.
Data Dive, for example, gives you access to over 400 million GDPR compliant data records, including emails and direct numbers. And did we mention that most of these are the records of the decision makers you actually want to speak to?
Data Dive removes the need for spending hours trawling the internet and doing research to find relevant information. Not only does it collate and store all this data for you, but it’s also presents it in a clear way that allows you to easily find and analyse the records.
Data Drive can also with ensuring any emails you send, are going to hit an inbox!
This fantastic tool helps you improve the quality of your prospecting by targeting the right people and allows you to supercharge your sales. Data Dive can also be used in-line with other tools, whether you’re creating email sequences or running marketing campaigns.
So not only is it a nifty little tool for all sales teams, but it also works well with marketing processes too. The data includes website links and social media handles also, which makes it all that more helpful.
If 400 million data records sounds overwhelming, you don’t have to worry. You only pay for what you need, meaning no wasted expense and no wasted time either!
And if you aren’t able to use additional tools yet? Remember: limited resources are better than none at all.
Here are some other tips to help you reach senior leaders and decisions leaders.
Network to reach decision makers faster
One key way to reach decision-makers quickly and easily is by networking. This means attending industry events or client dinners and, especially, networking online. LinkedIn is a top choice for this: this social network is rich with business professionals looking to connect.
There’s a lot to keep in mind here when trying to connect to other leaders this way. You’ll want to ensure your profile is clear and up to date with industry experience and you’ll also need to spend time joining LinkedIn groups and engaging. Once you do find someone to engage with, make sure you make the request catered to the person making the decisions – and be friendly too.
Search for senior leaders and sales teams via LinkedIn (or LinkedIn Groups), as well as connections like relevant stakeholders or key stakeholders.
Although LinkedIn is generally the most favoured platform for connecting with decision-makers or professionals who make business decisions, it’s worth looking at other social media sites too.
With the rise of Facebook groups and communities, Facebook is also a great way to network as a team and find the key person in the decision-making process.
And use connections to your advantage
If you have friends, colleagues or connections in common, that’s an instant hit. LinkedIn is another network that is great for this, as it’s easy to find connections in common. Name drop if you need to!
Research their company, first
Yes, it’s time-consuming, but it’s better than making a bad impression. If you research a company, it means you can make your introduction much more valid and be more clear about why speaking to whoever makes those business decisions is a good idea. A gatekeeper is more likely to give you a chance if you know what you’re talking about.
Of course, this adds a lot of time to the overall process, so ideally you’ll want to outsource these tasks or find some resources to help you.
Be kind to gatekeepers and receptionists to reach them faster
Let’s face it: you’re likely to be speaking to them a lot! Be kind and courteous to leave a positive lasting impression and, as explained before, always be clear about what you want. Though it can be frustrating to always be told your contact is too busy or out of the office, being patient is much more likely to get you somewhere than complaining.
Be honest and offer value
Just as you don’t have time to search for details, business prospects don’t have time to listen to your ramblings! Any receptionist will make a quick decision as to whether or not they’ll put you through to their boss. Therefore you want to make sure they know you’re calling with benefits.
Offer a free tester product for the person right away, if you can afford to. They’re more likely to respond to a free item, than a message from their receptionist saying someone simply wants to connect and do business.
Even if it’s just to network, it’s still important to be honest. Sure, a stakeholder may be more likely to respond to something that actually benefits them, but it’s better than lying about your intentions and then disappointing them when you eventually do get through.
Follow up to reach decision makers
Another tedious process – unless you have Data Dive – which is unfortunately still important. It may seem exhausting never getting through to who you want. However, if you promise to follow up with an email, you need to go ahead and do that. There may be a chance the right person on the team will see the email and respond – or even the stakeholder.
Even if you’ve had no luck with responses so far, do what you say and follow up. If you follow up at least three times, that’s four opportunities to get some form of response. If you just call, think you’re not going to get anywhere, then move onto the next person, you’ve probably only got one chance of getting a call back.
Practice your voicemails
If you manage to get to the point of leaving a voicemail for who you want to speak to, use this to your advantage! Do your research in advance so you know what to say and how you’re going to sell yourself on the phone.
Here are some tips:
- Create a script to read from, practice it and make it personal.
- End the voicemail with a call to action. Perhaps ask them to return your call or whichever action will lead them back to you.
- Promise them you’ll send a follow up email.
- Don’t forget to actually leave your details! So many people forget to do this…
- Sound confident, but natural and friendly in the message.
Finally, know when to give up
We all know it’s a long and tedious process but at some point, you may realise you’re wasting your time. You may have called someone 15 times over the space of three months and left just as many emails. Or, you may have never even got past the gatekeeper – let alone the relevant stakeholders!
Instead, spend that time with another prospective client, business or decision-making authority.
To conclude, the best move would be to outsource and try tools like Data Dive. The sales funnel is a long enough process as it is! Let alone taking into account all the time it takes to research key stakeholders, pick up the phone and call. All that time spent by your sales team, or you, could be spent easily reaching potential customers.
That time can certainly be spent better elsewhere and the right tools can save you hundreds of hours in the long run.
If you don’t yet have access to such tools, we’ve shared plenty of tips above, from finding mutual connections to doing your research. At the end of the day, any sales team knows what it’s like to struggle to reach decision-makers. And also, any of those key stakeholders and there are plenty of tips to keep in mind. However, if you have limited resources or tools resources, you just need to stay focused and confident in the process.
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