Linked In “trick” for you to consider… Very high conversion rates can be achieved.
Step 1: Find the high level contact you are looking to reach at the organization you are trying to get into (you can do this with Hoovers, Jigsaw, or Linked In).
Step 2: Search for that person in Linked In.
Step 3: Find out where they used to work.
Step 4: If your company has a lot of customers, odds are one of their prior employers was a customer of yours!
Step 5: Email the person (through Linked In, or directly by looking up their email address in Jigsaw), and mention that their prior employer ABC CO. is a satisfied customer of yours, and wouldn’t they like to see similar business benefits at the company they work for now (benefits include: x, y, z).
Step 6: In the email, ask for a “referral” to the person responsible for ______________ (whatever it is your sell).
Step 7: At the same time you push send, make a phone call (< 30 second vmail) and refer to the email. Example: Steve, congratulations on your move to ABC CO. As mentioned on email, your prior employer (s) saw the benefits of using this solution to achieve ______, ______ and _______, if you would let me know via email or phone who should we talk to, we can likely provide similar results.
Step 8: Enjoy a very high conversion rate. When you use “sniper shots” vs. shotgun approach, you will get a much much higher conversion rate.