2.4 Getting Past the Secretary

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2.4 Getting Past the Secretary

Never underestimate the value of a Secretary to the prospective customer. Secretaries often control the boss's appointments - not always, but play safe and assume she has some influence with her boss. Part of her job may be to "screen" callers. She may ask your business, and pass on the information to her boss.

BUT, however competent she may be at her job, she is neither a technical expert nor a sales person; so never let her do your selling for you !!

INSTEAD, say to her "Well, it's a bit complicated/ technical can I have a quick word with Mr Prospect to explain briefly?"

If you have to leave your message with the Secretary, keep it brief, and make sure it contains "benefits".

For example: "I understand you use widgets in your production processes. We have a product which / believe could considerably reduce the production costs (or improve speed, quality etc. - or some other BENEFIT). It will only take about fifteen minutes to see whether we can help. I'll be in your area next week; could I make an appointment to see Mr Prospect on, say, Tuesday at 10 am?"

(On reflection, even if the Secretary does put you through to the boss, you could use a similar "pitch" to him).

Next page: 2.5 Start at the Top!