Call opening tactic

Usually I recommend making your point in the clearest, simplest way, but not today. When cold calling we encounter many receptionists whose mission in life it to block sales people's access to their boss. When you walk in and ask to talk to the person "who handles your advertising or marketing" you set off their "Intruder Alert--Intruder Alert" alarm. I prefer to ask something like "Can you tell me who is responsible for telling your company story to the public." or "I need to take to the person who manages your branding strategy." Answering these questions requires more thought. Frequently the receptionist will pass you off to someone higher up. Some times they will ask for clarification. This strategy at least gives you the opportunity to engage the receptionist in conversation about your paper. By engaging the screener you greatly increase your chance to get an appointment with the owner or manager. By stepping out of the box during the call opening you get a shot at getting into see Mr./Ms. Big.

Keep Smiling, Keep Selling!

Thanks

Jim Busch