When making IT sales calls, you have to get through to the right person.  But getting through the front gates of companies can be challenging, and getting in touch with the person you need to talk to in order to achieve success in IT sales.  

Cold Calls Aren’t Easy

Most likely when you make a cold IT sales call, you will be greeted with a call screener that takes your name and number, but tells you she/he is not interested.  You can’t use this strategy to build demand unless you can get past the front gates of companies.  

Strategies for Getting Through the Front Gates

1.    Call before the screener leaves.  Typically the person answering phones works 9-5, 8-6 or 8-4.  

2.    Send an email or fax.

3.    Send a letter or postcard.

4.    Send a Fed-Ex package marked “personal confidential.”

While these strategies can sometimes lead to IT sales, they have been around for a while, and most businesses probably see through them at this point.  

There’s a Better Way to Get Through the Front Gates with IT Sales

The best way to make sure you connect with the right people in local businesses is to become respected and known in your community.  Build relationships with local accountants and deeply-niched solution providers, speak at events, hold seminars, volunteer and invest time in networking.

The Big Idea

If you can get a reputation within your area for being good at the job you do, you have a better chance at achieving success with IT sales.  No one will hire you unless you are known, liked and trusted, and most people will not respond to tricky sales techniques.  

Added By:  Computer Consulting 101 Professional Kit