 MUSINGS...
Gatekeepers and Friends
Our current economic challenges have lead many of us to take drastic measures to grow our business's or even to just keep them afloat. We all want to present a dynamic approach that offers a win-win situation for us and our clients; often, instead, this manifests itself as aggressiveness. In an effort to build business, we drive it away. There are a couple of things to keep in mind if you want to avoid this problem.
First of all, understand that your most important ally is the gatekeeper. This is the person who decides if and when you can meet the decision maker. Treat them with professionalism and respect. They are in the position of either making your visit smooth and easy; or an impossible situation. Your path may even be blocked completely.
The second is the reminder that people buy from friends. Trying to make a sale is a lot different from, and easier, than making a friend and being understanding of their needs. Becoming a part of their team will yield good results. You may get the sale with a bulldog approach, but you probably won't get a reorder. People who know you and respect you are likely not only to reorder, but to tell their friends. This is the most productive type of referral. Thank you notes and hello calls can be very powerful in this situation. |
