The Answer to the Age Old Question: How do I get in the door?

Make Your Best Impression Blog   ·   May 7, 2009

Greetings everyone,

Wow, sometimes it is impossible to pass the gatekeeper. Years ago I was trying to get an appointment with the decision maker for a large training program. This account was worth many room at our hotels and if acquired would  help fill the need for our base business for the year. After several unsuccessful attempts, I finally had a chocolate roach made ( the prospect was Terminix) sent express mail with the tag line: I don’t want to BUG you, I would just like a few minutes of your time. It was a calculated risk, but it paid big dividends for our hotel.

According to Paul Castain ’s Sales Playbook there are 25 Creative Ways to Get in the Door. Let’s explore then shall we?

Here are 25 ways to creatively get in front of your prospects!

1. Get a giant cookie from your bakery and have them write “I want to take a bite out of your business”.

2. Make a humorous Top 10 List as to why someone hasn’t returned your call or why they would want to do business with YOU!

3. Send a lottery ticket with a note that reads “Why gamble on (fill in what you do)” When you call to follow up have some fun and ask them if they won!

4. Get some sunglasses, a cd with some good rock songs and print up some All Access Passes they can use for a tour of your facility. Play on that theme with a message like: “I take pride in making my clients look like rock stars!”

5. klutz.com has a superhero starter kit complete with mask, cape etc. .Consider sending that to a prospect as a follow up to the rock star approach.

6. Go to http://www.choconet1.com/chocolate-foot.html and order chocolate feet for $2.50 ea. Send them to your prospects with a note that reads “I’d like to get a foot in the door”.

7. Try this two step approach: Leave a voicemail that you will be in the area on (date) and will stop by with some things of value and to say the worlds quickest hello. Take a gift bag and fill it with some literature, a pen with your logo, a pad, your business card etc. Drop by to see your prospect and present them with the goodie bag.

8. Purchase one of those prepaid cell phones. Send it to your prospect and tell them a time you will be calling on it.

9. Take that letter you were about to stuff into an envelope with your company name and logo and use a colored envelope, hand addressed instead. It will resemble personal correspondence and have a higher probability of getting opened.

10. Take a picture of you staring at the phone with a caption “Wondering if today is the day you will call me” Fed Ex it so it arrives separate from and doesn’t blend in with the other mail.

11. For a more personal touch when sending information, place post its with handwritten notes.

12. Next time you are rejected on the phone, but you at least had a friendly conversation, send a handwritten thank you.

13. Send greeting cards at off holidays (July 4th, Labor Day, Halloween, Thanksgiving etc).

14. Craig Wilson has a site that has cards for all occasions that can be customized and sent out for you. http://www.soclink.com/connectwithcards

15. Jenny Craft from Apple Graphics drops off carnations for all the moms she has as prospects the Friday before Mother’s Day.

16. We’re Puzzled! Print a piece of paper with the words, “We are puzzled as to why we have not heard from you.” Cut the paper into puzzle pieces, and mail it to your prospect.

17. Call the wrong extension and ask for your contact. Once they tell you that you have the wrong extension, ask to be transferred. Transferred calls look different on the caller ID than typical calls and you might just get through.

18. Send them a humorous letter with options as to why they haven’t gotten back to you. You can even create a while you were out message.

19. Leave the following vm off hours “(name) This is (your name) with (your co name) and no, your time stamp isn’t playing tricks on you. It really is (insert time here) Just wrapping up some things for one of my clients and it made me think of you. Let’s talk about how I can be working overtime for you and your co. My number is blah blah freakin blah” Note the “freakin” is critical!

20. For your local prospects: Send them a letter telling them you pass their facility every day and it drives you crazy that they aren’t your customer yet!

21. Have someone video you doing a quick 3 minute intro of who you are, and a kick ass elevator speech. Tell them a specific day and time you will call to set appt. Include popcorn and candy to make it festive.

22. T.G.I.F. Kit: Create a kit of fun things for your prospect. Perhaps some candy, funny sunglasses, a funny book or comedy cd, etc. Drop it off nice and early. Write your cell number on your card so hopefully you get the thank you call before you are out of the area.

23. Have some cheesy fun by picking up any or all of the following and tailoring a corny message: Payday candy bar, mints, Mounds, seeds, nuts etc. Example attach a note to a Mounds candy bar with a message centered around you saving them mounds of extra work etc.

24. Add this phrase to any of the above “(name) If you think I’m working hard to get your business, you are 100% right. Think about how hard I’ll work to keep your business!”

25. Ask yourself this question every day: “How will I be memorable today?”