People in a company who are interested in saving on their entertainment expenses are:

CFO/Finance Manager/Financial Controler (whoever controls the pursestrings)

Head of Sales - interested in getting more on the bottom line, not by cutting the quantum or quality of entertainment, but by getting price discounts based on their purchasing power.

Ditto Head of Marketing - especially in companies where Sales reports to Marketing.

CEO/Owner in smaller businesses. (all the above in one person)

So how do you get to them? Get the names of the people in the key positions you want to pitch to. Call their office to make an appointment - so you can spend 10 minutes showing them a simple way to cut costs and add more onto their bottom line without changing anything else they are doing (if that's true).

70 - 80% will say "send me something" which gives you opportunity to send the brochure or mailing peice, or merely an e-mail to direct them to a web-pitch.

10-15% will say "come on in and tell me all about it".

5-20% will be so sceptical they won't want to do either. You can try re-pitching for the meeting...

Q's for you...
- Do you know who your key target companies are?
- Any idea what they spend on entertainment (x)?
- If so, you can directly quantify the savings (20% of x)

Start with the companies who look like they'll make the biggest savings.

BTW tell me about it - I'm very interested in saving 20% of my meagre entertainment expense budget!

FOOD!

After working for over a decade with physicians and surgeons, the one way to get EVERYONE in the same room at one time INCLUDING the C-level guys is hosting a lunch at the business. It doesn't have to be fancy, free food atracts just about anyone!

We would have reps banging their heads against the wall stating they just can't get through!!! I always said, "bring us some lunch!"...and it works everytime!

If that is not in your budget, you can perhaps invite just the people you are interested in talking with to a private lunch or dinner. It works!

Good Luck!