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In the last issue of Making an Impact, we introduced you to four different influencers involved in complex sales situations. Sometimes sales persons are blocked from reaching the ultimate influencer. You may be working with a person who can say yes to your proposal, but if you have not developed a relationship with the Economic Buyer, your sales could be in jeopardy. As we know, Economic buyers are generally higher placed in the organization. Here are some suggestions for when you are blocked:
- Ask someone in your organization to arrange a meeting with the Economic Buyer who may be seen as an equal in position.
- Get to the economic buyer early. This will prevent the gatekeepers from posing as the economic buyer.
- Make sure that you present information to the economic buyer in terms of overall impact on the organization.
- Develop an internal coach to introduce you to the economic buyer. During your introduction, spend the majority of your time asking about his or her goals for the organization and vision for long term growth.
- Make sure that all mailings to the economic buyer are in oversized envelopes, hand addressed and stamped. Use plain envelopes with no company logo.
- Make certain that your key contact in the account wins. Make them look good in the eyes of the economic buyer. Keep the economic buyer abreast of your/your key contacts accomplishments.
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