I just got a call from someone at a large corporation wanting to “discuss some new services” with the person in charge of our facilities. When I asked her what she was selling in order to direct her to the right person, she denied that she was selling anything, that she only wanted to discuss these services with the facilities manager.
Hellooooooooooo! When you tell me you’re not selling something my BS detector arcs into the red zone. Don’t tell me something I know not to be true. I then take a defensive posture protecting the person you’re trying to contact.
Instead, say to me. “We have a new service/product that can save/grow your business by anywhere from X% to Z%. We think your facilities manager might want to know about it.” Say this with animation or passion, not like you’re reading it off of a page.
If I think I can help my organization make or save money in THIS economic climate, I’m more motivated to put you in contact with that person.
You first have to create a relationship with me and show me what’s in it for my organization and me. In this case the person should have been a little more animated or excited on the phone and shared a little more information with me about how it could benefit my organization. Then I would have been more inclined to help her out. I don’t want to waste the facilities manager’s time by referring every sales rep to him.
PS: I will be blogging only occasionally over the next week or so as I attend to personal business. If you’d like to stay informed on my latest posts, please consider adding me to your aggregator. Don’t have one? Try Bloglines, it’s free and simple.