I’ve been involved with sales and marketing before and one thing that really counts is to always get to the highest levels of the corporate echelon as possible. While it is important to talk to middle managers and gain their support, it’s always best to focus on decision makers.

If you’re a small business targeting potential corporate clients, always gun for the top person in the decision-making process. Why? It’s the most efficient way. You’d save time and resources by selling the product who’ll sign the authorization to purchase your product. Here are some tips on how to get to the them.

Go straight to them

Know who to target. Sometimes, you can even write directly to the president or chairman and set appointments with them. While letters and proposals might, chances are they’d be too busy to even browse over your. Nothing beats the word of mouth.

Win small battles, win the war

Yes, setting appointments can be tough. But you have to be persistent. If you’ve got a quality product or service, then most of them will be wise enough to give you time. However, be sure you’ve done your homework and sniff out their need for your product/service and focus on that. Decision makers are often wise consumers so make sure you focus on things that would make them sign the contract with you.

Know the inside scoop

Sometimes it might also pay to spend a bit of intel work too. While middle managers rank lower in the process, they can be a your best friend. Remember that skipping rapport building with these guys can turn a clinched sale into a mucky implementation process especially if middle management doesn’t like your services. Sometimes even the gatekeepers are worthwhile allies.