You have a list of two to three good fit prospects at good fit companies,
and you've done your research on them.
The research probably took a lot of time. That's normal.
You'll be able to research people more quickly as you continue to do more of it.
Now, you'll come up with a strategy to book a meeting with these people.
There are two approaches for reaching out.
The first is the top-down approach.
With this approach, you start with the decision maker,
often a higher level employee,
and move down from there.
If you can get in touch with them,
and they're interested in your products or services,
they might point you the right person to discuss further.
Then, they'll get loop back in later on for the final decision.
The second approach is bottom-up.
With this approach, you start by reaching out to an individual contributor or a manager,
and they will either number one,
begin using your product and tell their team about it.
Or two, they'll point you to a decision maker to speak with.
Which approach you go with depends on your company and your industry.
You won't know which approach is better for your business until you
try both and find out what gets you more meetings booked.
We'll focus on the top-down approach in this course.
With a top-down for your web design agency,
you'll want to talk to the decision maker from the start.
In an ideal world,
you would get in touch with the CMO,
and they're aware that the company's website isn't good, and wants to rebuild it.
But the marketing team doesn't have the time.
However, the CMO sees the value in what your business provides.
And if they're interested, they'll point you to another person,
like the VP of marketing to continue the discussion.
That's the ideal scenario.
Now, once you find the marketing leader to get in touch with,
find their email and phone number.
For many businesses, the best approach is to reach out by email first.
However, some businesses like Brick and
Mortars might respond better or more quickly to a phone call.
Again, you'll find out what works best for your company as you try both methods.
In the next section,
you'll learn how to formulate emails and call script to actually book meetings.