The Great inventors of this world saw a problem that
needed fixing. Like Thomas Edison, Alexander Graham Bell and not
forgetting the Wright brothers.
Some of the greatest inventions
came out of a goal to rid the world of evil like in both World Wars. I
am sure we will find out the innovations that came out of the present
world conflicts we are now in, one day in the distant future.
Mankind
continues to leap forward in technological advancements every day
solving problems that allow us to achieve our dreams. 50 years ago it
was just a dream to make a craft that could travel as far as Mars and
beyond. Well we have done it.
The simple goal of innovation is to solve a problem.
So what is our problem?
Well
in Prospecting it could be how to get around a hard gatekeeper because
you have information that a company is unhappy with their existing
provider. However you do not have the person's name to get past the
front desk. It might be how to market yourself, so people will be
attracted to you.
Or maybe how to get access to more people who
may be more interested in what you have to offer. As the Ikea company
says "Think outside the box we live in".
Get around the Gate
When
you call Business to Business, keep looking for ways to get through to
the person. If it doesn't work one way try another. If you know the
person really needs your product and you can't get through to the
person you are looking for because you need a name, ring another
department like marketing and ask them who is the best person to talk
to.
I found if have a look at the companies website you can find direct numbers that by pass the switch.
Call
at different times and places If you know they are in a club. Go to
that club to meet them after hours. Getting involved in clubs etc. is a
fantastic way to promote your services.
Call when the gatekeeper
has left for the day. You may be put on to someone who will be more
than happy to give you the details. I know with the consumer market,
the best time to make appointments is when everyone is home from work.
Say from 6 pm onwards.
I know of a salesperson that would wait
outside certain targeted companies and then talked to people as they
went to lunch or came into work. Sometimes she would be waiting at 6 am
for the early workers to start and then set up appointments at their
home in the evening.
In summary, it is about tenacity.
You have to be like a dog with a bone.
It is your future earnings we are talking about and no one else is coming near them.
