Call the top dog if you want to win new business. CEOs and corporate officers are surprisingly eager to hear unique offers — especially if you show how your service will give them the one-up on the competition.
Sell from the top down to get your foot in the door of large companies. You may not get the CEO immediately, so treat his or her assistant with equal respect.
Be tenacious. Even if the CEO doesn’t have the time, your sale isn’t dead. Ask for the name of the appropriate contact within the company. Then, you can introduce yourself to that decision-maker by saying, “CEO Martha Bigshot recommended I call to talk to you about….” When cold calling, it pays to go straight to the top.