Conference Solutions:How to approach company decision maker?

[kevin.xin]

Hello everyone, VConference (http://www.vconference.co.uk) is a rich media virtual conference service&solution provider.

I am bit confused about one thing, normally which department or whom in a company is the right person that I should approach for a sale? IT, HR or else? I did contacted some companies, but most of time I just did't know to whom is the right person I should speak and reception lady didnt know as well. :shock:

Thank you for suggestion!!!
Welcome to visiting our company site (http://www.vconference.co.uk)and apply for 14days free meeting room trial.

Kevin

[novax]

Hi kevin

Most company have a purchasing department. try to contact them.

anyone else share their expereince in sales contact. ia m also intereted to know more?

Best

[kevin.xin]

Novax: Thank you for your advice.

Cheers!
Kevin

[Sally Bacchetta]

You'll realize a greater ROI by casting a wider net. I would ask for contacts in marketing, sales, and employee training, as well as IT and HR. Anyone who needs to conduct business with anyone else has a potential need for your service. Are you working with any pharmaceutical companies? They usually have large sales and marketing teams scattered across the globe, with ongoing training and conferencing objectives. Best of luck!
Sally

[kevin.xin]

Thank you so much Sally for your truly best advice, VConference would like to give you a month free trial(a meeting room for 4users) as reward. If you are interested in it, please PM me, or just drop me an email kevin.xin@vconference.co.uk .

Cheers!!! :D
Kevin

[daveashton]

This is a classic sales problem.

The simple answer is departmental managers who have a need to interact internally or externally where being just on the phone is not good enough.

I would test the ME market in no larger than 50 in each vertical to find out where your sweet spot is.
Remember to department managers not just 1 person!

[novax]

yes, department manager have the power to make decisons ,but often are difficult to get hold of. who would be the first contact...PA to department manager?

[MorethanWords]

I'd probably try talking to the PA's of directors, department heads of marketing, sales, procurement etc. They'll then be able to tell you if it's the sort of thing the department could use effectively.

Try some of the big marketing and public relations companies too which are mostly global and such a facility would benefit greatly. They'd also be good if they like your product in spreading the word!

I'd also get in touch with business publications as they could be interested if you have a novel angle to sell.

Oh, and publishers might be good as all the big boys like Emap and IPC as well as book publishers have international offices.

HTH

Luisa

[novax]

You could aslo try some training company. also company provides seminars in diffirent industry, such as property management, invest management.

your product got a good pentials, best of luck

Nova

[JK_du_Toit]

If I can give you any advice, go past all the gatekeepers straight to the MD. This in itself is quite a mission, but it is the only sure thing that works. Mid-Level management wastes time and have to run it by the MD anyway, and if they have to explain it to the MD then you have the risk of losing the sale due to them not having all the info anyway. Getting past the gatekeeper shouldnt be a problem, make sure that you have all the info in the company though, cause this can become a problem. Secondly, gatekeepers ask questions, dont answer them or they own you and are more likely not to put you through. Seem more like a peer in the boardroom than a vendor in the hallway.

Thirdly, make sure that you have all the facts and a SVP (Sales Value Proposition) When talking to the MD and keep it short! MD's are busy people. The SVP is basically something that MAKES YOU DIFFERENT.

MD's always have meetings and are more likely to use neutral grounds than any mid-level managers.

I agree with no more than 50 verticals, find your sweetspot and focus on that for a few weeks. If it works, keep doing it. If it starts fading, either start building horisontals to keep the clients returning (You should have these in place anyway) or find a new vertical.

Hope this helps!

Regards,

JK du Toit

[daveashton]

Market testing in verticals is the only way to answer that question.

Pick 50 companies in each vertical and establish which departments have the highest take up.

Or go to Contact foundry and ask them for a trial. This will give you a cost per lead and what areas work the best.