How do you get access to decision-makers?

1 Research your prospects

Before you reach out to anyone, you need to do some homework and find out who the decision-makers are in your target accounts. You can use various sources of information, such as LinkedIn, company websites, industry publications, and referrals, to build a list of names and titles. You also need to understand their pain points, goals, challenges, and priorities, so you can tailor your message and offer a relevant solution. The more you know about your prospects, the easier it will be to get their attention and interest.

2 Leverage your network

One of the best ways to get access to decision-makers is to get introduced by someone they know and trust. This can be a mutual connection, a colleague, a customer, or an influencer in their industry. You can use your network to find out who can connect you with your prospects, and ask them to make a warm introduction via email, phone, or social media. A warm introduction can boost your credibility, reduce resistance, and increase your response rate.

3 Craft a compelling message

Once you have a list of decision-makers and their contact information, you need to craft a compelling message that will make them want to talk to you. Your message should be concise, clear, and customized to each prospect. You should avoid generic sales pitches, spammy subject lines, and irrelevant information. Instead, you should focus on how you can help them solve a specific problem, achieve a desired outcome, or improve their situation. You should also include a clear call to action, such as requesting a meeting, a phone call, or a demo.

4 Use multiple channels

Don't rely on just one channel to reach out to decision-makers. You should use a combination of email, phone, social media, and direct mail to increase your chances of getting a response. You should also follow up consistently and persistently, but not annoyingly. You should aim to provide value and insight with every touchpoint, and avoid being pushy or desperate. You should also track and measure your results, and adjust your approach accordingly.

6 Ask for the next step

The ultimate goal of getting access to decision-makers is to move them along the sales process and close the deal. You should always ask for the next step at the end of every interaction, whether it's a meeting, a phone call, a demo, a proposal, or a contract. You should also confirm the details, such as the date, time, agenda, and participants, and follow up with a confirmation email. You should also keep in touch with them until the next step, and remind them of the value and benefits of your solution.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?