How Many Does It Take?

I asked the following question on one of the sales/marketing sites I just started frequenting. Do you agree with the answer and do you have anything to add?

When you're doing business development, how many calls does it take to reach the decision maker - the person who is in a position to make it happen for you? And one other question - how many calls does it take you to find out who the decison maker(s) is/are? Oh, and sorry - one more (this will be the last!) - what's your favorite tool for finding decision makers?

One respondent answererd:
LinkedIN is the favorite tool, by far. In fact, I seldom have to look elsewhere for the name of a decision maker. Even if the right title isn't on LinkedIn I'll message someone at the firm and say, "I'm probably talking to the wrong person - who should I reach out to? I virtually never have to make a phone call to find the name of the decision maker.

When I actually reach out to the decision maker and get voice mail I leave the message that I know they are very busy and for their convenience I'm going to respond with an email as well, if they find that easier. I then use the subject line Follow Up to Voice Mail. I include a lot more details in the email and ask when we can talk. Easily 90 percent of those I reach out to respond by email instead of phone. And the percent that do respond is very high.

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Replies to This Discussion

Permalink Reply by ░ Agastus on March 16, 2009 at 2:27pm

Maureen-

As I'm also into Business Development, I agree with the respondent's answer. In fact, LinkedIn is an excellent tool to lookout for names of the decision makers. But most of the time you can find the name of the business head posted on their websites (Management Team). I also recommend tools like Hoovers, Zoominfo, Spoke etc, for getting the information.

The number of calls taken in reaching the decision maker depends upon their availability, I usually leave them a voice message mentioning the value-proposition they can get by using our services. Sometimes they reply to them or when the next time you reach them they will be eager to listen to your proposal.

My fav tool in business development is LinkedIn, because you not only get the names of the decision makers but also you can communicate with them by getting connected.

Looking forward for your reply and comments.

Regards, Agastus Naik

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Permalink Reply by Maureen Sharib on March 16, 2009 at 3:07pm

You pay for LI?

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Permalink Reply by ░ Agastus on March 16, 2009 at 4:43pm

No, I don't pay for LI, But my company is paying for other tools like Hoovers, Zoominfo BC they have more information than LI.

Are we connected on LI, Would you accept my invitation?