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How do you like to be contacted?

By PokerJohn ·
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

This conversation is currently closed to new comments.

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Don't!

by GSG In reply to How do you like to be con ...

The best way is to not contact us! I can't tell you how many times, I've been cold called, and the sales person complained to administration that I won't call them back. I'm then forced to sit through an hour long useless presentation on a product that I don't need and can't use because it doesn't meet HIPAA regulations. Cold calls are annoying, and unsolicited email I automatically mark as junk mail so it goes to my junk folder. If I want a product, I do searches on the net, and then submit RFP's to the vendor.

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Don't!

by PokerJohn In reply to Don't!

I'm trying my best to understand how I can best be successful.

Your suggestion of "don't" won't fly with my boss and certainly
won't make me successful.

If I have a solution that is different than most of my competitors
or cost less or offers a different level of service, etc, then I can't
just wait for an RFP to come in the mail.

The consensis here is that emails are the method of choice, but
if you mark them as junk, then a good sales person is going to
go around you. Why not give a quick answer to the email (I'm
not talking about the mass spam stuff - but the ones that are
sent to you specifically).

If I get no answer, I'll keep trying either to that person or find an
alternate contact. If I get an answer that says "not interested",
then I'll keep trying until I get a better answer. However, if I get
a "I'm under contract until Sept 1st" then I won't bother them
again until 45 or so days before. Other examples, "we have
somebody who handles that service" - I'll keep trying. However,
if it says "the owners brother handles that" - I might not
followup again for a year or so.

I guess what I'm saying is why not at least give some answer that
let's the salesperson know why you are not interested or why it's
a waste of time to meet. We don't want to waste our time either.

thanks,
John

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You have an unreasonable expectation

by amcol In reply to Don't!

No one's going to take the time to give an answer, quick or otherwise, to an unwanted valueless e-mail solicitation. It's no one's job to give you or any other salesperson any kind of feedback as to why we're not interested.

It's the all too common lamentation of job seekers these days. You send off your resume and you get nothing in return. You don't even know if it was received, let alone if you're a viable candidate for the job. Those heartless HR people have no manners. The fact that about 87 gajillion resumes (and sales solicitations) come in every day is irrelevant, right?

I could literally spend the entire day taking phone calls from vendors and pawing through blind marketing e-mails. That's not what they pay me for. I'm here to get a job done, which requires I use my time as wisely and efficiently as possible.

You're welcome to send me your e-mail. It's not my job to tell you why I'm not interested.

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You can't be serious?

by dafe2 In reply to Don't!

Simply stated............your wasting your time with 'cold calls'.

If your company wants exposure go to tade shows...advertise, whatever.

By the time I speak to a 'sales' rep the orders been decided or an RFP is in front of them, either way, they've been 'invited' to the table.

Hope that helps you.

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Spam

by Choppit In reply to How do you like to be con ...

Unsolicited sales calls /emails waste my time, therefore they are spam. Most calls are blocked before they get to me. If I'm unfortunate enough to actually receive your call, then one of the following is true;

1) Your product/service is not worth buying. If I needed it, and your product was great then I'd have found it during my research. Therefore I would have contacted you.

2) I've taken the call because I'm bored and want someone to talk to. Be prepared to have you time wasted.......

3) My (human) call filter has failed. I'll retrain it (them) so it doesn't happen again.

Tip: Don't ever say "How are you today?" if you're not actually interested. I've lost count of the number of times my (short) answer to this question has been cut short by the sales pitch.

In short, don't contact me, I'll contact you.

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by Choppit In reply to Spam

Also, be prepared to be asked who your number one competitor is, so I can call then if I ever need a similar product/ service.

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Keep Truckin John

by BurkeAP In reply to

John, try and seperate yourself from spammers, and come right out and explain how you can provide solutions to their problems, and try to get them to open up to you about them. Do the research on the company you call, and if the IT mgr doesnt give you the time of day, go above his head. Most of the time, IT mgrs don't make the decisions anyways, and are afraid to admit they do not know everything about emerging technology. I just cold called a manufacturing company the other day, and the IT admin needs help with upgrading his company to Exchange, so you also never know what you might hit. Keep plugging away and don't give up, regardless of what some of these no-at-alls tell you, because cold calling is a "necessary evil" that helps develop lucrative business for our economy!

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