Article Categories
» Arts & Entertainment
» Automotive
» Business
» Careers & Jobs
» Education & Reference
» Finance
» Food & Drink
» Health & Fitness
» Home & Family
» Internet & Online Businesses
» Miscellaneous
» Self Improvement
» Shopping
» Society & News
» Sports & Recreation
» Technology
» Travel & Leisure
» Writing & Speaking

  Listed Article

  Category: Articles » Business » Sales » Article
 

IT Sales Calls: Getting Past the Gatekeeper




By Joshua Feinberg

IT sales calls require connecting with the right person in order to be successful. However, getting past the gatekeepers is no easy feat. In this article, you'll learn some techniques to help get you in touch with the person you need to for your IT sales calls.

IT Sales Cold Calls are Difficult

How do you get past the secretary gatekeeper/screener who only takes your name and number and says we're not interested? This typically happens when you are cold calling so you may want to try another method of gaining new clients. If, however, you are going to use this kind of strategy to build your demand generation, you will certainly need to get past the gatekeeper to go on the IT sales call!

How To Get Past the Gatekeepers

o You can always call before or after the gatekeeper leaves. Chances are they're a nine to five, eight to six, or eight to four kind of person.
o You can send an email
o You can send a fax
o You can send a letter
o You can send a postcard
o You can send a Fed-Ex marked personal confidential

A lot of these gimmicks, however, have been around for a long time and many people see through them.

IT Sales: A Better "In"

The VERY best way is to get to the people you need is to become known in your community. Get to know other power brokers like the local accountants and deeply niched solution providers in the area, speak at events, hold your own seminars, volunteer, and invest in some quality time in building your network.

The Bottom Line about IT Sales

Get a reputation in your local community for the kind of work that you do. No one's going to hire you until they know, like, and trust you, Tricking the secretary is not going to build that mind share any faster.

Copyright MMI-MMVI, Small Biz Tech Talk. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}

 
 
About the Author
Joshua Feinberg can help you grow your computer consulting business, the RIGHT way! Sign-up now for your free audio training program that features field-tested, proven Computer Consultants Business Tools at http://www.SmallBizTechTalk.com

Article Source: http://www.simplysearch4it.com/article/25917.html
 
If you wish to add the above article to your website or newsletters then please include the "Article Source: http://www.simplysearch4it.com/article/25917.html" as shown above and make it hyperlinked.



  Some other articles by Joshua Feinberg
IT Consulting Services: 3 Factors For Choosing What to Offer
IT consulting services are offered at different levels and types in almost all the virtual IT businesses you encounter. Deciding which IT consulting services you should offer ...

IT Services Outsourcing When You Don't Know Everything
IT services outsourcing is what you need to do when, not if, your prospects ask for products and services that you are ...

Computer Business Software - What Should You Buy?
Computer business software is an area where many new network consultants get overwhelmed. There are so many great products out there that it is ...

Business Agreements For Quality Referrals
Business agreements with other IT companies can be an excellent way to secure high quality referrals. When you are dealing within a B2B context, the referrals you get from non ...

IT Consulting Services: Offer What Your Prospects Need
IT consulting services come in all shapes and sizes. When you first start a business it is often difficult to decide which IT consulting services to offer. Should you sell what you know, sell what is ...

Product Ideas: How To Determine What to Offer
Product ideas or services that your computer business will offer are not as easy to decide upon as you may think. When you start a new business this part of business ...

  
  Recent Articles
Achieving Business Success: How to Fuel Determination Today for Breakthrough Achievements Tomorrow & Beyond
by Chuck Mache

Where Sales Meets Service: Up-Selling and Cross-Selling Made Fun & Easy!
by Craig Harrison

Stop Justifying Your Price and Start Touting Your Benefits
by Yvonne Weld

Is This a Trend? Three Horrible Calls Reviewed
by Art Sobczak

Automatic Watches versus Mechanical Watches: What Is The Difference?
by Zai Zhu

Benefits Of Using Oil Mist Eliminators In The Metalworking Industry
by Chuck Jaymes

Trion Mini Mist Eliminator Protects Employees and Equipment
by Chuck Jaymes

Sell Your Home By Yourself
by Ron victor

Italian ceramics
by Marco

Trust, The Power Word in Sales
by Harlan H. Goerger

How to tackle the strategic change in business
by soma

PS3 for $1.68? Lowest Bids Snag Big-Ticket Items at SilverTag Online Auctions
by Kris Nickerson

Can't connect to database