When it comes to networking, open communication is the key to fostering strong relationships and building a solid customer base. But, what happens when your target audience consists primarily of high level decision makers who have an entourage of gatekeepers to screen their messages? As daunting as it may seem, there are several approaches that a small business owner can use to cut through all the red tape and speak directly to their potential customer. In episode #147, Gene Marks and Elizabeth Larkin discuss the most effective strategies for contacting a hard-to-reach client.

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Executive Summary

6:58—Today's Topic: What Should a Small Business Owner Do When If They Can't Reach a Decision Maker?

8:16—It's easier to reach a decision maker after regular business hours because the administrators who usually intercept your messages are no longer at the office.

8:52—Another way to bypass any sort of red tape is to leave a voice message in their personal inbox.

9:28—If you would like to speak with another business owner in person, you should try to meet them at a conference or networking event.

10:13—Don't underestimate more traditional forms of communication, like direct mail. In an era when everyone is bombarded by email, a physical business letter or advertising postcard will stand out.

12:17—When reaching out to another person via social media, it is best to use professionally oriented platforms such as LinkedIn or Twitter; attempting to message someone through a more personal social media account might be a little disconcerting.

15:56—Gene suggests incorporating gold-colored billfolds and décor if you run a service-based business because studies have proven that this color encourages customers to tip more generously.

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