There are many ways to find a contact person. Perhaps the most valuable is through networking and referrals. A referral from a third party gives you instant credibility, especially if the third party is well-known and respected by the potential client.
In looking for a contact person, it is often worthwhile to go through a “prequalifying” process. This involves doing some research to determine if the contact is really the appropriate person to talk to and if the contact’s business actually has a need for your products.
There is no point wasting your time chasing contacts that won’t do you any good. Their position in the company and their closeness to the decision maker will decide this. Glean as much information from the third party as is appropriate.
When you first speak to the contact it will be appropriate to let them know who referred you to them: “Hello, I’m from _______and I’ve been given your name by_______ from _______. I was wondering if you had a few moments to discuss _______”. By letting them know that you have dealt with and supplied a person they trust, you will immediately become more trustworthy in their eyes. Don’t go straight into a pitch, but make preliminary enquiries to strengthen your sales prospects.
