In which we search for the trail head of the path to becoming clients’ Trusted Advisors.
We recently conducted some research with one of our client’s small business owner customers, owners of companies with sales in the $2 million to $5 million range. We asked them a series of questions about their companies, their banking relationships, and their banks’ desires to position their sales people as “trusted advisors” with them.
In which we are reminded to listen beyond the point at which we think we know the solution to a client’s problem or challenge.
In which we are reminded that working with gatekeepers can increase our chances of success entering a new buying center when we can’t get a referral from a trusted third party.
“Getting though gatekeepers” continues to be a hot topic.
When we can’t get referrals to our target prospects from people they trust, we’re left with direct, unsolicited approaches to our prospects who frequently employ assistants who are filters or gatekeepers to the target prospect’s offices.
In which we are reminded that starting conversations with people is the heart of prospecting.
“We are trying to break through the noise and we are using all these scripted lines,” he said, referring to calling prospects for appointments. “At some level, what we need to do is ‘connect with people,’ and start conversations and connections. Eventually, conversations lead to business.”
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