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Haz
It depends on who the guy is. If you can just pop in for a face to face then that is always best. he may not take cold callers though.
The way we do it is drop the guy an email or a letter introducing yourself. Write the mail in such a way that references you to other clients to create confidence with the target. When writing it try to atract his interest by saying other other clients are experiencing a,b,c.
Let him know you would like to meet him and give him a call. Give it a few days and then call him, qualify he is the person to make the decisions and book him for a meeting, just 30 mins. if you have worded the email corectly he shoude see the point and meet with you.
Remember Man, Need, Appointment, Timescale, Competition, Budget when you meet with him.
Man = Is he the one to make the decision? If not get the man in.
Need = Does he have a need for your service, if yes it is an easy sell. if not it is harder! Look for a compelling event a reason for him to buy.
Appointment = Once you have booked him try to get another appointment to present the proposal/ solution.
Timescale = What is his timescale, it will help you to get a decision from him if the procurement cycle is long in your industry.
Competition = Who else is he seeing? Cheap or expensive?
Budget = Does he have one. Can you be in his budget and is it realistic.
If you need anymore help Haz just holler.
What are you up to? Seem to remember you wanted to get into CP.
Longmoor
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