Connecting sales managers with Tier 1 decision makers is not likely to happen off the back of traditional advertising or digital media. Cold calling is also an unlikely option.
What we do know is that the number of Tier 1 prospects is usually quite small so a focused or tailored approach is feasible. And because Tier 1s are heavily targeted they’re also protected by gatekeepers and prickly policies. So what works?
At Carlon Leong, we faced a similar challenge and decided to tackle it head on. For our purposes, we identified 100 difficult-to-reach, senior marketing managers in the Sydney area. Using our six-step process and almost two decades of B2B experience, we developed a simple but effective one-to-one communication piece – it took a little research, creativity, teamwork, diligence and some footwork. The result?
A 50% strike rate for face-to-face meetings.
If you’d like to learn exactly how we achieved this, I’d love to share our case study with you and let you be the judge on whether a similar approach might work for your Tier 1 prospect list.
Call me on 0419 669 696 or shoot me back an email to pickup.