What do you do when you have nothing but the company name and a phone number and solid intel that the company might need your product or service (they’re opening a new office; they’re moving; they’re expanding on-site, whatever…). You’ve tried LinkedIn and Jigsaw and you’ve got nothing and you have to call that receptionist and plead your case. I’ve found that a little courtesy and straightforwardness goes a long, long way. Try this: “Hi, my name is Sam Smith with Hubbard Widgets, I’m hoping you can help me because I’m a little bit lost.” Pause. “I’m trying to locate the person at your office that coordinates widget acquisition for the firm. By any chance do you have any idea who deals with that?” More than half the time I get a name and once I’ve got a name, even if it’s not the right person, I’ve made contact and can use that person to get to the next level. That’s it! Be honest and up-front about what you need. Be super-polite and, more often than not, you’ll find people will try to help you. Try it. You’re welcome.
