How to find and meet the decision makers
How do you find and meet decision makers?
This question is a more focused version of last week’s question, so it’s a good follow-on topic for today.
Let’s say you’ve just met someone from an organization or company that is a good prospect for you.
How do you now find out whether this person is the decision maker? (The assumption I’m making here is that you’re out *prospecting*; i.e. you’re looking to meet the decision maker because you want to sell your product or service.)
The short answer is that you ask questions, and *network* your way to the “right person”.
More specifically, you start by asking for information — such as, how are decisions made within the organization in question, what is the role of the person you’re talking with, and so on (through not necessarily in this order).
Based on the answers, you’ll know whether or not you’re talking with the right person.
If not, ask for an introduction to the decision maker, or at least someone in the “right” department.
This is networking!
By this time, hopefully you have convinced the person you’re talking with that what you have to offer is of interest and relevance to the company. So an introduction to the decision maker is a reasonable request.
Also, it’s a “manageable” request — you’re asking for an introduction only; not an appointment, not a decision to buy, etc. So it’s easier for you to ask for, and easier for the other person to agree to.
More details on *how* to ask for what you want so you get the results you’re looking for, is in the same program I mentioned to you last time: “3 Secrets for Effective Networking“.
I hope you find it useful.
Till next time,
– Sri
