In addition, you should search each organization’s web site to collect further information. You should be able to copy and paste the most relevant information off the web sites to the notes field in the contact manager. On the web, you can find articles that include information on your prospects too. In Google, for example, you would enter +“Acme Corporation” +president +email to uncover the email address and name of the president of your target prospect from a press release, a conference he attended, or even his own web site or blog.
Alternatively, you can try to find the common syntax used at their company with other employees by discovering their domain and typing into Google “@acmecorporation.com.” This might find the record for Mary Jones to be mjones@acmecorporation.com, and Tom Williams to be twilliams@acmecorporation.com, so then if you know the president is John Smith you can assume he utilizes the same syntax in his email and try to contact him at jsmith@acmecorporation.com. If that doesn’t work, don’t give up: try js@acmecorporation.com, john@acmecorporation.com, ceo@acmecorporation.com, and so on. Or call the secretary and pretend you know something and ask for him or his email address. In any event, persistence truly pays.
Bingo–you just bypassed a bunch of bureaucracy and got to the boss. Even though you may ultimately be ignored or rejected, it’s another notch on your belt and having it over with means you will be one step closer to the ones who won’t ignore you.
