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| Sep 01, 2004 3:13 am |
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re: It's WHO not WHAT ... re: Matt: Retention and cold calling |
| awade aawade
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Yes, I admit Craig and we too have faced the similar situations, some times lost the deal.
But the question arises when one is doing things singale handed. Like a an individual self employed professional who does cold calling for himself/herself, there is no hirarchy with him/her when s/he calls upon the original contact, so that someone else calls upon the bosses of original contact. So in a scenario where single person is supposed to handle, the situation is tricky. How should a single person handle this? One approach is suggested is that they directly tap the top person is customer's hirarchy, and come down from there. But this may not be possible for all products and solutions, as top executives would really be afraid to deal with trivial matters, specially in which they don't have much knowledge, and would not entertain at all.
Any insights here?
Awade
> Craig Elias wrote:
> This is a GREAT conversation.
>
>The topic is one that haunts sales professionals.
>
>My 15 years of experience tells me that it's WHO does the calling to the manager of the original contact that matters.
>
>Let me explain. For several years I had the exact same problem. If the contact I had went cold and I went to their manager my original contact got pissed and made sure I did not win the business.
>
>BUT, if I got my CEO to call the CEO of the target customer two things happened:
>1) We differentiated ourselves in the eyes of the CEO of the target customer
>2) The CEO of the target customer would tell the original contact how impressed they were and now the original contact becomes more responsive and behaves with more integrity and acts in the interest of the organization - instead or their own self interest - because they know the CEO is watching.
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>In most cases when my CEO called theirs we won the business.
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>Call my cell phone (866.744.7904) if you want more information.
>
>Regards,
>
>Craig
>
>>> Matt Miller wrote:
>>> Similar to the very good cold call discussion by Steve, Kathy, and Jeff, is it OK to go above the actual customer or users position, if that person has become non-responsive?
>>>
>>>In my past life as a supply chain manger, when sales people tried to jump to my boss, I became very irate. Most of the time it would almost guarentee a loss of sale. After all if my boss asked, knowing my job better than my boss, I could provide a million reasons why the salesperson was in left field. Most leaders for right or wrong will listen to their people.
>>>
>>> Private Reply to awade aawade (new win) |
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