Connecting With Key Decision Makers

**Summit07** · 01-17-2008 11:37 PM

Hey Everyone,
I already posted this in the mentor section, but I thought placing it here would work too.

So I wondering what everyones take is on the best way to connect with key decision makers like CEO's and stuff. Here is the process I use which I adapted from the book Accidental Salesperson.

First step is to research a company, find the person in charge and send them some articles with information relating to their business like industry trends. Along with these articles I'll send my card with a note like "Here are somethings I think you should see" I'll usually send two of those.

Then I'll send a letter asking them to meet with me and saying that I'll call to set up the meeting. Since most letters are opened over the trash I'll usually send along a lottery ticket to perk their interest and to set it apart.

After that I wait a few days then I'll call the business and here is where I run into problems. It seems whenever I call and ask to speak with the decision maker, it seems like the decision maker's gate keeper has never even seen my articles or letters because they were stopped by some other gatekeeper below them.

So what I'm wondering is should I try and contact someone lower on the ladder like HR? The only concern I have with that is when it comes to signing the contract, usually the HR doesn't have the power to make that kinda of decision. Which leads me to believe it would just be easier to get in touch with the real decision maker in the first place.

I hope this makes sense and you'll be able to point me in the right direction or to the flaws in my system, Thank you!

**jasaunders** · 01-18-2008 08:44 AM

Read the Book Never Eat Alone, by Keith Farrazzi. It will answer all your questions. It is the best book written on the subject, and even has a specific chapter on how to get past gatekeepers.

**2gould** · 01-18-2008 09:41 AM

I agree, Never Eat Alone is a great book. However, I haven't attempted any of Keith's techniques for getting past gatekeepers. Have you josh? If so, how did it go?

Charley

**jasaunders** · 01-18-2008 01:01 PM

Neither have I. I have used a lot of the other advice in the book, but have not yet had a need to try it out on gatekeepers.

**criniit** · 01-18-2008 04:43 PM

Real simple, forget the letters. Just write the CEO an email. If you can't find their email, just call the secretary and ask for it. I have never been turned down...

**jasaunders** · 01-18-2008 06:24 PM

lol, any big CEO is not going to have their email published anywhere, they will have an email their gatekeeper monitors. And no respectable EA in the world would give their boss' personal email address to anyone who just calls up.

**criniit** · 01-18-2008 06:38 PM

Originally Posted by jasaunders

lol, any big CEO is not going to have their email published anywhere, they will have an email their gatekeeper monitors. And no respectable EA in the world would give their boss' personal email address to anyone who just calls up.

Guess according to you most companies don't have "respectable" assistants...I've gotten meetings with the CEO of Home Depot, Michael Eisner (though I got his email from the internal disney network)...those are the only two that are really well known, but it does work.

Simply call their secretary and say that you would like to talk to blah blah, and she'll say ok I'll put you through (what happened with home depot), or if they say they'll take a message just ask for their email.

Oh and if your trying to contact a small/medium business, and even some big business higher ups and CEO's find one of their trucks (if they have them) and call the "How is my Driving" number. I know tons of owners that have their personal line as the "how is my driving number"