Make Sure You're Talking to the Decision-maker

by Kori Rodley Irons | More from this Blogger

10 May 2008 02:47 PM

When considering communication and how to build your home business through the relationships we have with prospects, customers and clients, it is important to remember that we need to make the most efficient use of our time and energy. This means making sure that we are making our sales pitches and presentations to the individuals who actually have the power to say "yes" or "no" to doing business with us. Have you ever been in a situation where you have made your full presentation and pitch-pulled out all the stops and done your best job at trying to convince someone to make a purchase or choose your services, and then been told that the person you were presenting to will have to take the proposal to a spouse or director or someone else who will actually be making the decision? It is hard not to catch yourself wondering why you didn't make your presentation directly to that person in the first place. And, really, why didn't you? After all, surely things will get diluted in the process of being passed on, or you will be called up to make your pitch again to the spouse, director or committee.

While it is fairly common for it to take several meetings or contacts before a prospect becomes a customer or client, it is still better to be dealing directly with the person who will be making the purchasing decision. If it is going to be a decision made by a couple or a committee of people, make sure that you make your pitch or presentation to all of them. Make the "ask" directly to the person who will decide if they will use your products or services or not-this way you are giving the sale your best shot and making the most efficient use of your time and efforts.

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