Getting your prospect's administrative assistant on your side
Frequently, you'll have to go through an administrative assistant or office manager before speaking with your prospect. This will be more difficult in some cases than others, especially where a "palace-guard" or "gatekeeper" mentality has set in as a result of too many marketing calls.
Actually, once you get to know them, these people can be your best allies in the business and professional market. But, at first, you can usually deal with protective administrative assistants or office managers by being patient and getting them on your side.
Try this: Some advisers send pre-approach letters to their business prospects' homes, and direct their initial telephone contacts there, as well, but only if the prospect is not on a "do not call" list. (Remember, calls made to the place of business are not affected by the "do not call" rule.) Once you have the prospect's attention, your follow-up calls made to the office will probably be put right through. And, of course, initial meetings should be held at the prospect's place of business.
If you're calling the office, however, it helps to have an introduction or strong referral to the businessowner. Then, use your leverage and create a sense of urgency when you speak with whoever screens your prospect's calls.
Agent: "Hello, is this Prospect? My name is Sales Associate with Ohio National Financial Services. Katherine Winters has asked me to reach Mr. Hamm. Can he come to the phone?"
If your prospect is unavailable, the administrative assistant will ask if you wish to leave a message. You should do that, but also explain that your phone is turned off while meeting clients, so it can be difficult to reach you, and there's no point in playing telephone tag. Then say...
Agent: "When would be the best time for me to reach Mr. Hamm? If you'll pencil me in for a brief telephone visit, I'll call back then. Would you also mention that Katherine Winters suggested that I call? Thank you."
Now, you have a telephone meeting scheduled at a time you know will be more convenient for your prospect — and you've made effective use of your third-party influence. Since a client's administrative assistant or office manager can become a valuable contact in a business and professional market case, it's the smart and courteous thing to do to get these relationships off on firm ground.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.