• Create an inside advocate. When creating new business, you need to speak with the gatekeeper, screener, or receptionist. You want to speak with whoever answers the phone. Assuming their insignificance is something you can’t afford. Know that they are THE most important contact for you.
  • What about the decision maker? You need to know that the gatekeeper knows more about that organization than anyone. They get all of the calls. Many times they will leave because they aren’t listened to. This is an asset for you to use to your advantage. When you speak with them know that you really want to speak with them, because you know that they have their finger on the pulse of the organization.
  • Ask for their opinion. Tell them that you want to leave your product with them, and ask them to play with it and see if it works. “If it will add value to this business, please add it to so-and-so’s inbox.” Leave a prewritten post it note for them to put in the inbox. Get the assistant’s name, and when you call back you can use their name, showing familiarity.