Today, buyer spotting is a key for those selling professional services, and we have no high tech devices to assist us. There is no radar, sonar, metal detector, heat seeking, magnetic PDA gizmo that will light up and indicate: BUYER AT 20 FEET! BUYER AT 20 FEET! BEARING 120 DEGREES!
At the risk of being crass, no one can help you in organizational life except a true buyer, someone who can write (or approve) a check in return for your value. Gatekeepers, blockers, functionaries, advisors, colleagues, and assorted others can't do a thing for you (unless they immediately introduce you to a buyer).
More on Spotting a Decision Maker
This is a great article. It's so true, especially when a small business, like our venture OnCard Marketing, is trying to sell our marketing services into large clients. There's no real way to know who makes the decision. I don't think that this article exactly answers my questions. I'm sure an article stating what type of position makes what types of answers in specific industries would be the best "how to spot a decision maker" but nobody has collaborated on that so far...
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