To add weight to your appeal and put the secretary in a difficult position, you can structure the dialogue in this way: “– On what issue? – On the issue of strategic cooperation in the area of preventing industrial gas leaks” (if you or the client are involved in this).
You can answer differently: “This is for tender 326 – 2G.” Or: “For reporting in accordance with the order of the Ministry of Health 397-80” (to reach decision makers in medical institutions).
The point is that the secretary should not have the desire to figure everything out on their own, so they will prefer to connect you with the required person. When using such tactics for reaching the decision maker, on average 8 out of 10 initial requests reach the addressee. The greatest effect from this can be achieved by calling large organizations that are attractive to many suppliers. By using a standard template, we risk getting memorized phrases in response. Thus, at least twice a year it is worth reviewing existing sales techniques.
Apply information pressure
When trying to contact the decision overseas chinese in worldwide data maker, prepare for a debate with his secretary. Use complex terms and provide lots of figures. The secretary will be confused, believing that only the decision maker has sufficient competence to evaluate such proposals. The effectiveness of this technique is due to the fact that when difficulties arise, this specialist is afraid to take independent action. She is not sure how to respond to the proposal and leaves the choice to the decision maker.
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Embellish a little and don't tell the whole truth
Instead of communicating directly with the decision-maker's secretary, assign this work to one of the employees who will introduce herself as your personal assistant. Exactly: having a personal assistant adds authority to the seller.
Your manager can start the conversation with this phrase: "Hello, my name is Irina, I am Ivanov Ivan Ivanovich's assistant, company XXX. My manager wants to talk to Petr Petrovich."
In this case, the likelihood that you will be referred to a decision maker increases dramatically.
It is strongly discouraged to resort to deception in order to speak to a decision maker. However, it is sometimes wise to hide certain facts. For example, if you tell the secretary that you want to discuss the supply of equipment with Petr Petrovich, you are not lying. You are simply not telling him that you have not signed any contract, have not spoken to