Social Media ByPassing the Gatekeeper

Business Development, Telemarketing, and Sales professionals battle everyday to find ways to get past the gatekeeper.  In the emerging market of Social Media many professionals are leaving this untapped opportunity on the table.

Social Media has eliminated the gatekeeper in most cases.  How long will this window remain open know one knows, but it’s open.

Here are some of the ways to go straight to the decision maker using Social Media.

1.        Utilize the search system of LinkedIn, you can often find the decision maker you are looking for by adding the right keywords.   You can then either direct message them or pay for an in-mail account and send them a direct message as well.  Often times the persons contact information will be on their LinkedIn profile.

2.       Join target market groups on LinkedIn and Facebook.  Again utilize the search application to find decision makers or even find those who work at a specific company who can give you the information you need to contact your target.

3.       Find them on twitter using and send them a message to their personal account or to the staff member who runs the corporate twitter account.

These are just some of the ways that Business Development, Telemarketing, and Sales professionals can find decision makers using social media.

Bonus if you don’t currently use Jigsaw you should check it out.  You can find countless contacts with phone numbers, email, etc.

So what ways do you use Social Media to get past the gatekeeper?


First Niagara Risk Management to Purchase Hatch Leonard Naples

First Niagara Risk Management Inc., the wholly-owned insurance subsidiary of First Niagara Bank and its parent First Niagara Financial Group, Inc. has signed a definitive agreement to acquire Hatch Leonard Naples Inc. the largest insurance agency in Rochester and among the top agencies in Buffalo and Syracuse.

Following the completion of the transaction, Hatch Leonard Naples will merge with First Niagara Risk Management to create one of upstate New York’s largest insurance agencies. The acquisition is expected to close July 31, 2005.

Similar to First Niagara, Hatch Leonard Naples specializes in commercial insurance, surety bonds, workers’ compensation, employee benefits and personal insurance.

At the close of the transaction, Hatch Leonard Naples will be
merged with First Niagara Risk Management. The combined agency will operate under the direction of current Hatch Leonard Naples’ CEO,
Gerard Wenzke. First Niagara Risk Management Chief Executive Officer, John Hoffman, will become the chairman of the agency’s board of directors.

Hatch Leonard Naples was established in 1910 and serves more than 1,100 businesses and 4,000 individuals throughout Upstate New York. Its offices are located in Rochester, Buffalo, Syracuse, Albany and Plattsburgh. The agency’s revenue in 2004 exceeded $17 million.

First Niagara Risk Management’s product line includes personal and
commercial insurance, surety bonds, risk management, employee benefits and administration and life, disability and long-term care coverage.

Current annual revenue exceeds $22 million and the agency has office locations that stretch across the state including Buffalo, Newfane, Rochester, Ithaca, Hudson and Albany.

Read more:

Greater Risk Management Role coming to securities Market

Regulators will force securities and futures exchanges to take a bigger role in risk management, Deutsche Boerse AG’s Reto Francioni said.

“Markets are currently entering a new landscape,” Francioni, the chief executive officer of Frankfurt-based Deutsche Boerse, said at a conference in New York today. “The major feature of this new landscape is a trend toward re- regulation.”

Policy makers in Europe and the U.S. are overhauling the $615 trillion derivatives market and examining rules that govern equity trading. In the U.S., the Dodd-Frank Act will require most off-exchange derivatives contracts to be processed and guaranteed through third-party clearinghouses and traded on exchanges or similar systems. Transactions will be reported to trade repositories, which will allow regulators a view of the overall risk in the market.

Regulations are being put in place to address “ineffective risk management practices” and the lack of transparency about prices and the amount of risk firms face with one another, Francioni said at a conference at Baruch College.

The result will be markets that are “much more complex than the one we have gotten used to in the last 10 years,” he said. Regulation will move from national agencies to a “supranational state,” he said…read more on bloomberg

Business Guide to Social Media

Thank you for joining our newsletter, below are the three powerful articles we promised and the Social Media Guide to Growing Your Business:

Small Biz Tech Tour

MONTCLAIR, N.J., Sept. 17 /PRNewswire/ — Entrepreneurs and industry experts are coming to Mountain View, California, Salt Lake City, Washington DC, Boston and Atlanta with expert advice on how small business owners can maximize technology to grow their business. The Small Biz Tech Tour (http://, making its first stop on Tuesday, September 28th at The Computer History Museum in Mountain View, California, is for those who want to learn how they can leverage technology as a strategic asset to grow their business.

The all day event features America’s leading experts on small business and technology, who will share their insight, lead discussions and show attendees how they can harness technology to save time, save money, boost productivity, increase revenue and better serve customers.

Speakers include Ramon Ray,, Walt Rivenbark, AT&T, Ellen Pack, Elance, Angus Thomson, Intuit, Tom Leung, Marchex, Donna Wells, Mindflash, Rachael King, Bloomberg Business Week, Jennifer Shaheen, Technology Therapy Group, Brenda Horton, Hware, Patrick Schwerdtfeger, Author, Doug Meyer, Sage, Brent Leary, CRM Essentials, Beth Goldstein and Barry Horowitz, Marketing Edge, Laurie McCabe, SMB Group, Raju Vegesna, Zoho, Shahab Kaviani, HyperOffice, Paul Rosenfeld, Fanminder, Jeremy Hanks, Doba , Greg Dotson, Blurb, Melinda Eerson “@smallbizlady,” MFE Consulting, Kelly Harman, Zephyr Strategy, Beth Silver, Doubet Consulting, Raj Prasad, WDFA Marketing, John Lawson, ColderICE, Jeff Keltner, Google, Jordan Guernsey, Moldingbox, Kels Goodman and Tim Dixon, Blendtec, Roger George and Ted Brufke, IBM Lotus Software, Kim Tubbs-Herron, Microsoft, and Dan McNelis, Dito.

Produced by, whose mission is to make technology simple for small business owners to understand, the tour is sponsored by AT&T, Intuit, Network Solutions, Microsoft, Epson, Marchex, Sage, Elance, Mashable, Small Business Trends, Snapp Conner PR, Washington Business Journal, ReTargeter, Salt Lake City Community College, Washington Business Journal, IT2Max, and,

“We’re excited that small businesses and entrepreneurs can hear from experts who can help them use technology to grow their businesses,” says Ramon Ray, Executive Producer of the Tour and Editor and Technology Evangelist for “Our New York events have grown each year and the loyal following of attendees and sponsors reinforces that we are resonating with businesses. Attendees should expect to learn, laugh, network and win tech goodies.”

“With more than 3 million small business customers across the U.S., AT&T is fully dedicated to serving the technology needs of small businesses by developing solutions to help them succeed, manage their business, grow and innovate,” says Walt Rivenbark, Executive Director of small business mobility applications for AT&T (Twitter: @mobileappguy). “Mobile applications, for example, enable small businesses to do more with less, work from virtually anywhere, and ultimately remain competitive in today’s marketplace. As a small business solutions provider, AT&T is pleased to be involved with the Small Business Technology Tour and share our insight and expertise with this community of entrepreneurs.”

Topics in Mountain View will include: Six Rules for Strategically Using Technology to GROW Your Business; How to Manage Your Business and Boost Customer Service through Mobile Technology, Inc.; 500 Power Panel: Technology Success is not an Accident; Using Technology To Do More With Less; Leveling the Playing Field: How Small Companies Can Beat Their Biggest Competitors; Why Email Marketing, Blogs and Web Sites are NOT Dead; How Local Businesses Can Get Local Customers Online; and Getting The Most From Cloud Computing: Insight From Ring Central, Google and Zoho.

Early Bird (before September 21st) registrants will pay $49 for the all-day event. For more information visit http://  .