Talking the Talk

[EDMS]

So I have gotten a few good leads at a major corporation that I am trying to market my application to. But here is the problem, a friend of mine works there, and knows the people that I need to contact. He has given me names and numbers and addresses of the people in charge that would make the decision to buy my product or not.

So, what I did was this: Made a nice presentation, made CD labels, folder lables, put a demonstration on the CDs, a nice 3-page information sheet printed on company letterhead w/ logo and all, and basically gave a list of things that would help them save time and money.

My question is this, I sent it late last week (They probably got it monday). When should I call them (or should I?) because my friend doesn't want to get in trouble for releasing these names, not that he would, but he just doesnt' want to be affiliated.. He said here is who you need to contact and that's pretty much it. Should I call them in a week or so and if so, what do I say?

Something along the lines of: "Hi, this is Chris with EDMS, just curious if you got my information packet in the mail?" and run from there? or what? I'm not sure proper business protocol on this matter.

Thanks in advance,

[TGH]

I would go ahead and call today or tomorrow. The problem with busy executives is that sales stuff that comes in unsolicited gets tossed aside. Just make a quick call to see if they have it and have had a chance to review it. You may find that it will take you a couple of days just to reach them. Be patient and be helpful - not intrusive.

Good Luck

James

[OhioDave]

Chris,
Sounds like you've got yourself a good friend. I would start communicating with these people as soon as possible!!! A word of advice, Never question your mark about them receiving your information. When you say, "did you get my packet" or "I was wondering if you received...", you basically are telling your potential client "I'm not sure if my delivery practices are effective". Be sure of yourself!!! "Hi my name is Chris ..., I represent so-in-so company, I would like to discuss the information I sent you last week. Didn't have time to review it? Sorry to here that. Let me tell you some of the key points of the packet". Then hit him with the hot information quick. Ask leading questions. Get your "future customer" talking. They want that warm fuzzy from you before they will buy from you. Better yet, drop by their office... "Can I have five minutes of your time. I really believe I can help your company." Another no-no, Never say "I can save you money". This is actually a turn-off to most customers. Be persistant... Expect to hear 10 No's before you hear 1 Yes. I recommend reading "The Sales Bible" by Jeff Gitomer. It really opened my eyes to selling.

[S-T]

Hi Chris,

Like the others have said, I would call these people immediately. In the future, I would also recommend speaking with them first before sending them material that cost you money. Unsolicited material will almost always go unread. If your offering truely has value to theis company - and you present this to them properly in an email and a vm, they will call you back.

My guess would be - and assuming your product has value for them - is that they never looked at the material and have probably disgarded it. But, dont take this as anything other then it is. Get on the phone, establish your value, and Im certain they will either ask for another copy or request some time to discuss your solution. If you believe there's a good fit, and you've got the contact information of the decision makers - go for it and be persistent, yet professional - sounds like youve got a great shot at this one !!!!

[EDMS]

Thanks! I'll let you guys know how it goes..