How many times have we heard a prospect tell us this yet we don’t have a signed contract?
I don’t know about you, but if I don’t have a signed contract I still think there is still some selling to be done. How do we end up in this position all too often?
We all spend too much time selling to the influencers without a direct relationship with the ultimate decision maker. It’s almost like we can’t help get caught in this trap because we want someone to listen and talk to us instead of a hang up or no reply to dozens of emails. But, is it really worth our time to “sell” someone that can’t make a decision?
The smarter we become with our time the more productive we will be and the more business we will close. It’s really that simple. So choose carefully and wisely who you want to spend your time with. All prospects are not created equal.
Brick
Brick-
This is great in theory, BUT what happens when you can’t get on the DM’s calendar, but an influencer is willing to take a call with you? Do you push the influencer off? Do you get on the phone with the influencer? And if you’re on the call with the influencer how do you ask them to put you in touch with the DM without insulting them or coming off snide or rude?
Michelle
Michelle
I am trying to stay away from theory and talk about what I have seen work and what I have seen not work. I am not a professor so I stay away from theory….Of course, if you have an influencer, there are times when it makes good sense to invest time in that person. But, before I do I want to be sure that the influencer really is an influencer (we all tend to inflate our value…) and ideally I want to have the decision makers blessing that it is worth the time to spend and there is money to invest if the influencer believes the solution will add value.
So, I think you have to really qualify the influencer before spending a lot of time for not. And if you have to ask some tough questions that may “put off” the person, so what. It’s business and both sides should spending their time wisely. I always ask my salesepeople if the decision maker is involved. If not, I make sure they are or I suggest to move on.
Thanks for the question. It’s certainly not black and white. Hope this helped.
Brick