From the course: Consulting Professional Weekly Tips

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Getting to the decision maker

Getting to the decision maker

From the course: Consulting Professional Weekly Tips

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Getting to the decision maker

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- Decision makers and buyers are hard to reach. There are multiple layers between them and you. If you can't get to them, you can't make the sale. Some techniques for getting to them include getting to know their assistant. They're the gatekeepers to that stakeholder's calendar. If that assistant can tell that you're not a hard sale and a pushy salesperson, they might let you pass. Send the person a book or an article of interest. These buyers and executives will respond with at least a thank you. That can lead to a follow on offer to meet. Schedule a meeting to get to know them and don't try to sell any services during that meeting. Focus on building a relationship and helping them before you're putting your services in front of them. When you're meeting with folks, make it convenient for them. Go to their office. Meet near their home or work or on their route to the office. Do it at a time that's convenient for them even if it's not convenient for you and remove the sales pressure…

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