Vault Past the Gatekeeper - Better Cold Calling Results (Part IV)
“You can also confirm with Atropos that you’re pursuing the right person. At most companies, there’s more than one person who makes the fire outsourcing decisions. Ask yourself, ‘Who else at Hercules might be involved in the fire-buying process?’”
Ganymede pondered that fora moment. “The head chef, Rocco, won’t sign off unless I can show him how FEI’s fire solutions are safer and more efficient than what he’s already using to light his kiln. Xerxes, the floor manager, needs to know our torches will last for years, and that we offer speedy, around-the-clock replacement in case of burnouts—can’t have customers eating bagels in the dark.”
“Can’t get through to Hercules?” Zoot asked rhetorically. “Sounds like an opportunity to me. Next time, ask for Rocco or Xerxes. They’re more likely to be available, and Atropos is less likely to feel compelled to protect them from cold calls.
“Show them how our fire-lighting solutions can help improve the company’s lighting, heating and cooking efficiency. Once you secure their valuable buy-in, a sale—or, at least, a meeting with Hercules—will be that much closer.”
Inspired, Ganymede called Hercules’ Bagels on Monday. When Atropos put up the brick wall once again, he asked if Hercules was the right person to talk with. To his surprise, Atropos told him that Hercules usually delegated these decisions to Heracles, the assistant manager. She gladly put him through to Heracles. After a short conversation, they scheduled a meeting. A week later, Hercules’ Bagels was FEI’s newest client.
“Congrats on nabbing Hercules,” Zoot said, as the pair played O-hoops that evening. “But don’t get used to closing sales so quickly. The first sales call is often just the first step of the sales process.”
“The next step?” Ganymede asked.
“Sending follow-up materials,” Zoot replied.
“Tell me more,” Ganymede said, intrigued.