--- title: Six Ways to Get In | The Sales Blog description: The most difficult part of selling today is getting in. Your dream clients don’t have time for salespeople that aren’t proven value creators, and they can’t spend time with time-wasters. Because they are overwhelmed, it’s more difficult to get the first commitment of time. But nothing happens until you get in. Here are six ways […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_69819847-copy.jpg --- ### [Now booking SKO meetings for 2026/27! 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Your dream clients don’t have time for salespeople that aren’t proven value creators, and they can’t spend time with time-wasters. Because they are overwhelmed, it’s more difficult to get the first commitment of time. But nothing happens until you get in. Here are six ways that you can get in. Make a list of your dream clients, run down this list and try to get in using each of these methods. The sixth method is always there when you are ready to do what it takes to get in, but feel free to run out your options first if you must. #### Client Referral or Introduction You want to the easiest and most effective way to get an appointment with your dream client? Ask another client for a referral, and ask them to schedule an introduction call or meeting. This is super-effective, but salespeople that chafe at the idea of making cold calls aren’t usually very interested in asking their clients to make these introductions. If you are a value-creator, don’t hesitate to make the ask. Client referrals work. #### Vendor Referral or Introduction Your company works with other companies. Your people know the sales reps from those companies, even if you don’t. You can ask your vendors to make an introduction call or book an appointment for you with their contacts. You’re paying your vendors, and their salespeople will be helpful. Be prepared to reciprocate and help the sales reps from your vendors get in where you can. In fact, go first and obligate them to reciprocate. Vendor referrals can help get you in. #### Family or Friend Introduction Your friends and family members know people. With tools like LinkedIn you can find the connections between your family and friends and the people they know (we’ll get to LinkedIn next, hold tight). Ask your family and friends to make an introduction for you. For some of you, this won’t be the best way to get in. But many of you will find connections, especially if the contacts you need live in the same city as you. #### LinkedIn Introduction The barrier for making an introduction on LinkedIn (and social media more generally) is very, very low. When you find a contact, you can ask connections within your network to introduce you to people in their network. You make it easy for them to make the introduction when you tell them why you want to be connected and how you intend to be valuable to the person you want to connect with. LinkedIn can work to help you get in. #### Email for an Appointment Those of you that resist cold calling and hesitate to ask for commitments will like this one. You can email your dream client to request an appointment. Most people find cold calling more effective, but some salespeople book appointments with email. Brace yourself; this will frighten you a little. Some of the most successful salespeople I have seen use email are emailing calendar invites to their dream clients before their dream client has even committed to seeing them. Bold? Yes. Brave? Yes. Assumptive? Absolutely. But email sometimes work. #### Cold Call (or Warm Call, if that makes you feel better) You don’t have to wait for a client referral, a vendor referral, an introduction from a family or friend, or someone in your network on LinkedIn to help you get in. Because you are a value creator of the first order, you can pick up the phone and call your dream client yourself. Cold calling still works to get you in. Whatever you do, work your tail off to find a way in. #### Questions What is the most effective way to get in? What other ways are sometimes effective? What methods do you avoid because they make you uncomfortable? What do you resist? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2012](https://www.thesalesblog.com/blog/tag/2012) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 14, 2012 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:27:54 PM", "datePublished" : "2012-08-14 22:16:16", "description" : "The most difficult part of selling today is getting in. Your dream clients don’t have time for salespeople that aren’t proven value creators, and they can’t spend time with time-wasters. Because they are overwhelmed, it’s more difficult to get the first commitment of time. 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