In most of my writing, I have recommended a social media engagement strategy as the best way to connect with an offer owner or sales manager.

But as we all know, that doesn't work all the time.

Sometimes they're just not active on social media.

Sometimes someone else does social media on their behalf.

It can be frustrating when you're engaging with them for weeks or months, only to get nothing in response.

As sales people, we know we have to adapt to the situation.

The following is a process that I myself have done many times, as well as some of my one-to-one clients with great success.

Most people just won't do it though. 

It's too scary, hence why it works so well. 

One of the hardest parts of sales is cold calling.

99% of sales people dread it, and they'll do anything to avoid it.

Sales managers will do whatever they can to get their sales people to pick up the phone, but most of the time they're fighting a losing battle.

This is where you come in.

My process is simple.

I find a number for the company, no matter which one it is, and I call.

And if you say you can't find a phone number for a company, you haven't looked hard enough.

There is always a number.

You can find it on job sites, Better Business Bureau, their website, their social media, spend five minutes and you'll find it.

When I call them, I usually get through to a gatekeeper.

I don't care what any sales trainer says, in this instance you be very polite.

"Hey Suzy, James here, how you doing?

(Response)

"Good good, hey just quickly, if I were to speak to someone about potentially working as part of the sales team, who will be the best person to speak to?"

(They'll tell you the sales manager's or owner's name)

"Amazing, can you please put me through to them?

I'd just like to introduce myself and say a quick hello."

Most of the time they'll just put you right through.

Sometimes, they'll ask you to leave your details.

If you're like most sales people, everything inside you will be just wanting to do that and get off the phone.

Don't do that.

You've come this far, see it through.

My response is always the same.

"Can you please ring through and check if they're available?

The only reason I say that - I have spoken to a lot of sales managers along the way, and if a salesperson cold calls them looking for a job, it usually makes their day. 

Are you able to check if they're available, please?"

If they still say no, leave your details.

I used to say leave an email, don't. 

You want to keep this on the phone because it gives you the upper hand for two reasons. 

1. If they call you back, which unless they're completely incompetent, they will call you as soon as they get the message, the playing field has been levelled as they are pursuing you. 

2. If they don't call you back, you get to hit them with follow-up. Another trait of A+ salespeople.

Regardless of how you get onto the sales manager, the process is the same. 

"Hey Tony, James here, how you doing?"

(Response)

"Good good, look, super quick call, I've been following (company) for awhile, I like what you do. If we would have a conversation about potentially working as part of the sales team, are you the best person to speak to?"

(Response)

"Perfect. Can I ask, how long have you been there?"

And then get the sales manager/owner talking all about themselves. 

And they will no doubt ask you at some point to tell them about yourself.

I map out in detail in "Sales Interview OS" how to answer that, but also how to keep the interview on track to get the details you need to make a decision if this is for you. 

This one process has opened a lot of doors for me.

It's simple, yet positions you far ahead of everyone else.

You also get your information a lot sooner.

Action Steps

If you've already purchased Finding A+ Offers, try this out on some of the offers that aren't as active. 

If you haven't, try it on the ones you have seen or liked. 

The key to this - just pick up the phone and call.