Reaching a Corporate Decision-Maker

By Jill Konrath

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So how many times should you contact a corporate decision-maker before you give up, knowing you are becoming a pest?

When I talk to most sales people, they say that three to five times is the maximum that they do because after that, if they don't get a response it's clear to them that the decision-maker isn't interested.

But I need to tell you that is far from the truth. People don't return your calls because they expect you to call them back. That's what has happened today. They expect you to call them back.

So you need to keep going, and you need to space out your contacts, whether they're via e-mail or voice mail or an invitation to a seminar or a webinar. You need to space them out every couple of weeks and make sure that all of them are relevant, but at least, eight-12 times. And if you're trying to reach a C-level decision-maker, you have to call even more.

© 2008 Jill Konrath
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