Daily Quote |
Skill
You think it's going great with a few buyers on a target account, and then suddenly, you're drifting in outer space, and you can't hear yourself scream.
Your hunch is correct. You're on the outside looking in! Something changed inside the buyer's org – and mind – and you're no longer in the game.
It happens.
Before you get addicted to the peaceful quiet of outer space, activate your Plan B.
You're paid the big bucks to work the account….so, figure it out. Moving on is not an option. Find someone else to talk to.
Do
Call your champion.
Call your "main guy."
Email your BFF.
Text your friend who used to work on the buying team.
Send a postcard to the department head.
Send a candy gram to the junior buyer.
If you're down the funnel with a hot prospect and they go dark, do everything you can to get someone to talk to you. Chip through a brick wall with a plastic spoon if you have to. Do NOT give up.
You aren't owed anything by anyone…you have to earn it.
Oomph
"Hey buyer, CAN'T YA HEAR ME KNOCKING?"
Last Friday, it was Pink Floyd's performance of "Time" to entertain you; today, it's the Stone's turn.
You may not get through the entire song, but at least stay for the soulful sax solo…and Mick's peacock-ing.
KEEP KNOCKING!
"Hey buyer, CAN'T YA HEAR ME KNOCKING?"
Last Friday, it was Pink Floyd's performance of "Time" to entertain you; today, it's the Stone's turn.
You may not get through the entire song, but at least stay for the soulful sax solo…and Mick's peacock-ing.
KEEP KNOCKING!
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