The Best Approach

[barney1]

What is the best approach for a b2b business that wants to sell into large manufacturers. A cold call gets you the cold shoulder and email is almost illeagal and letters seem to go in the bin! A quick survey of ways to find out about new companies that don't get on your nerves would be very interesting and enlightening to all us newbies out there!!

 

[Malcolm Cooper]

Well there's no easy way. One thing you didn't mention was putting yourself in front of businesses at exhibtions perhaps.

Having spent 30 years selling I can give you a few tips:

1. Get to know the receptionists. Talk to them like people not gate keepers. Find out who the real decision maker(s) are. If you can call into receptions and talk face to face so much the better.

2. When telephoning to get the appointment the phrase "spare me just 10 minutes of your time" is very powerful. Don't try to sell anything else at this stage. Just get your 10 minutes.

3. Think outside the box. If you really need to get at a key buyer be inventive. One company I worked for used to send out a very nice travel chess set with the white pieces missing. "Spare me 10 minutes of your time to complete the set".
In order to get some key buyers to visit us at an exhibition I once delivered 12 long stem boxed red roses addressed to each. What a great way to get the all knowing receptionist talking too. "These are for Mr. Johnson".
The letter inside read "You'll be away at The International XXXXX Fair next week so please give these flowers to the person who will miss you most. We're on stand 37. Please drop by and say Hello".
Not a single one failed to come to the stand with most saying "My wife told me I had to".