The Idea

This trick is from the book Selling to Vito and is only for people selling to big companies with a lot of red tape, where even getting a meeting with an executive would be “impossible”. The idea is to send a targeted proposal to a few executives in the same company through the in-house mail-person.

Steps

  1. Find 3-5 executives who you’d want to have a meeting with
  2. Write them all an open-ended letter requesting a meeting for your product that does X
  3. Specify in the letter that it’s been sent to each of them
  4. Be brief and have a clear call to action to request the meeting (phone/email)
  5. Call the mail room for the organization and ask the name of the person who picks up
  6. Put the letters in individual envelopes with each executive’s name
  7. Put all the letters in a bigger envelope and address it to the mail room of the organization
  8. Write the mail person’s name as the contact
  9. It’s their job to distribute the mail to all of those executives
  10. If all goes well the execs will be in touch with each other to find out who’s handling the meeting

Metrics

  • Ease: Tough
  • Cost: $10+
  • Scope: Small
  • Speed: Normal

  • Reach: Local