IT Professionals are bombarded with sales calls. But some of us
make our living selling to IT Professionals.
If I reach a voice mail, 99.9% I know it will not be returned. I
want to be as effective as possible, so I ask people how they like
to be contacted. Most IT Professionals say they are more likely
to answer email rather than returning a voice mail.
So, I’ve started doing most of my prospecting via email. And,
sure enough, it’s been more successful.
Part of the challenge is to make sure my email is not confused
with a mass spam mailing. I try to individualize the emails, and
this helps.
Still a large percent is not answered. I’m very diligent, so I
followup up from time to time unless and until I get an answer
that causes me to advance their file in the future, based on what
they’ve told me.
My question is how is the best way to contact IT Professionals
and get the appointment. Now you could tell me that if I don’t
hear back after a try or two that means they are not interested.
But that’s not always the case. The last three sales I’ve made
were on the 7, 7 and 8th contact before they granted me an
appointment.
I want to be as considerate as I can, and still do my job and be
successful. Any comments or suggestions?
Thanks,
John
