Posted by Dave Lorenzo - Business Coach

How often do you take time to get to know your prospect’s assistant?

In companies large and small the keys to getting a meeting with a decision maker often lye with that person’s assistant.  Before you can establish a relationship with the decision maker you should have a solid relationship with their assistant.  After all - this person has access to the decision maker each and every single day. 

In many small companies, the assistant may often be a relative of the business owner.  Take great care to get to know the person because they often have a significant amount of influence over the purchase process.

 

Filed under: Marketing
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1. […] Dave Lorenzo has an interesting post about this on Career Intensity.  He gives the tip that if you are in sales, you should get to know your prospect’s assistant.  Often the possessor of a close, trusting relationship with your prospect, the assistant can act as gatekeeper and can often wield influence far beyond the title on his business card. […]

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