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Connecting With Your Prospects' Star Players
Danny Austin
Do your
research.
Learn as much as you possibly can about the individual, the company and the
industry ahead of time. There are so many resources available today, so there's
no excuse not to do this. Most companies have Web sites that provide information
about their products and services. Search the Internet for newspaper and
magazine articles about key executives and the latest company news. Once you get
that information, arm yourself with ideas on how to help the company improve or
generate more business. Only then should you make your calls.
Remember
the gatekeeper.
Don't stumble into the trap of thinking the decision-makers are only the people
with the big titles. And don't ever underestimate the gatekeeper's ability to
influence the decision-maker. Show respect to assistants, receptionists and
secretaries. Treat these people well, because they're often the ones with the
most valuable information about the company and its employees. Moreover, they
generally have enough influence to get you in to see a busy top executive-or
keep you out.
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