Let me tell you the secret of how to get in front of decision-makers. All you need is a little friendly premeditation. It begins as a research project.
You can quickly identify the decision-makers at a company by using Google to see their press releases, management structure and news stories about the business. Once you find the decision maker, read all of their online profiles until you find at least one point that you have in common.
The next step is to find a bridge.
1. Start by asking your best clients if they can make an introduction.
2. Continue by checking out which organizations your potential client belongs to and go to those meetings.
3. You should also visit their profile on LinkedIn and invite them to connect. According to the American Bar Association, 78% of decision-makers use LinkedIn when they are search for a lawyer.
4. Another great technique is to invite the other person to attend a speech that you're giving.
5. If there's a big event going on in town – like a sports playoff or a fancy wine-tasting – invite them to go with you at your expense.
Once you're with them face-to-face, be certain that you do not trap them with a sales pitch. Your goal is to find out all you can about them and start a relationship.
Once you have a relationship, the rest is easy. You can get more marketing tips at www.larrybodine.com.