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3 Things to Avoid When Engaging a Decision-Maker

By: Lisa Patrick


Success! You finally achieve the introduction to the decision-maker you have been waiting for.

The first words you say are, “How are you doing today? or “What is the weather like?” at the beginning of the call. Tip number one: that makes people want to puke. Thank them for taking your call and start out with a really great clean joke or share something that recently happened to you: “I know you don’t know me very well but the most amazing thing happened to me yesterday and I thought I would share it with you.” Who can resist a good laugh or a great story?
Lambeth Hochwald, writer for Entrepreneur Magazine agrees. She says in her article “How to make a Personal Connection with Customers,” “The most successful entrepreneurs create a connection with the customer by bringing their own personal touch to the sales process.”
High-level decision-makers are harder than ever to reach. Remember to always be personable and professional until such time as you actually forge a friendship, which typically takes weeks. Tip number two: avoid trying to “suck up.”
Now that you have their attention, tip number three: avoid talking to the decision-maker about what your product or services can do. Ask intelligent questions so that the two of you can discover whether they really need you to help solve a problem or achieve a goal. Whatever you do, do your research and make sure that you product or service is the solution to a problem the decision-maker is having or assists to achieve the goal.
Good Luck!
This article was originally published by Convention Business Travel
Published: July 29, 2013

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Lisa Patrick

Lisa Patrick is the Chairman and CEO of Convention Business Travel. She is a savvy, innovative, business-focused executive with a strong network and proven track record with corporate and strategy. Lisa started her career in law enforcement and is now the founder of several successful startups. Lisa prides herself on building relationships first and conducting business next. Today, she successfully balances business, marriage and motherhood.

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