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Business Matters by Elizabeth Frick

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5.3. Contact prospects

Now I think about my current customers again. What are the titles of my contacts? I usually contract my training through the HR manager or director, although larger companies might refer to these positions as training manager or director. For my editing clients, I look for clinical research managers or directors. Your typical contact might be a marketing director or technical support director, depending on your product or service line.

Finally, I call each prospective company’s general phone number (listed in referenceUSA or on the company’s website) to get the name of a potential contact: Hello! I need the name of your training manager. Notice that I use the verb need. I have found that people often respond favorably to ...

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