Question: “Hi Angelique, I have a great service I want to sell into the corporate market. I know which department I should be targeting. But how do I get the names and email addresses of the people I need to speak with?”

- Carrie B., Washington, DC

Angelique’s Answer: Thanks so much for asking this question, Carrie. And congratulations for stepping up to play a much bigger game in your business!

Tracking down the names and contact information of corporate decision makers can feel like an uphill battle when you’re just starting out. However, don’t let this discourage you. The truth is, it’s not as hard as you might think. And, once you get your momentum going in the corporate marketplace, you’ll find it gets easier and easier to get to the right people.

With that said, here are 5 great ways to get the contact information you’re seeking.

Meet them face-to-face. One of the fastest and most effective ways to get the names and contact information of the people you need to speak with is by getting in front of them face to face at networking events, conferences and seminars. If you’re a speaker, even better because now you’ve positioned yourself as an expert. The great thing about meeting people in person is that now they can put a face with a name — and when you follow-up with them, you already have a personal connection on which you can build.
Ask for referrals. You may not be giving yourself credit for all the connections you already have. Think about friends, family members, neighbors, former co-workers, fellow small business owners, and even parents of the other kids on your child’s soccer team. Even if they aren’t the right person for you to sell your services to, if they work at a big company you’re trying to get into, they can help point you to the right person and even make the introduction. (Hint: The thing about successful sales pros is that they’re never afraid to make the ask.)
Leverage LinkedIn. When it comes to making connections in the corporate world, LinkedIn is a gold mine. When you upgrade your membership, you’re able to conduct specific searches using criteria like company size, seniority, and job function. You’re also able to contact anyone directly with “In Mail,” and you’re also able to see expanded profiles of everyone on LinkedIn — even people who are out of your network.
Do a Google search + ask the gatekeeper. Thanks to the Internet, it can be rather easy to track down the name of the person you’re looking for by doing a simple search on say, “Human Resources Director ACME”. You’ll often find articles where the person has been quoted, a press release announcing his or her position, or even an event where he or she spoke. Once you have the person’s name, call the company and ask the receptionist to “confirm” the email address.
Take a guess. If the receptionist or administrative assistant isn’t helpful, you still have a pretty good chance of guessing the person’s email address. All you need to know is the formula the company uses. You can typically find this information on every company press release, which lists at least one point of contact at the company. If a press release says that members of the media should contact John Smith at John.Smith@acme.com and you’re trying to reach Jane Doe, it’s worth sending an email to Jane.Doe@acme.com. You’d be surprised how often that works!
I have many more tips on how to get your foot in the door with corporate clients, but I hope these strategies can help you get started! There are limitless opportunities in the corporate marketplace, so I’m glad you are considering how to tap into these lucrative for your business.

To your brilliant success!

Angelique

Have a question for Angelique? Email your question about marketing and selling to corporate clients at concierge@thecorporateagent.com.

Author's Bio: 

Known as The Corporate Agent, Angelique Rewers, ABC, APR, teaches micro business owners and solopreneurs around the world how to grow their small business by working with Big Business. Get her FREE CD and articles at www.TheCorporateAgent.com.