Cold Calling

Cold Calling Your New Best Friend
By Leslie Buterin
www.ColdCallingExecutives.com

An in-house study revealed the majority of sellers believe their main obstacle to scheduling executive-level sales calls is the “Gatekeeper”. They prefer to blast past or circumvent the gatekeeper in favor of catching the executive on the phone.

These sellers don’t give a second thought to the magnitude of the negative impact this approach has on the executive assistant. Big, BIG mistake.

Did you know:

1. Executives hand pick assistants who have brains, abilities and intestinal fortitude. And take care to insure the assistant has complete understanding and intimate knowledge of the executive’s business problems?
2. When executives move to another company, they frequently insist they will make the move only if important team members make the move too – including the executive assistant?
3. The executive assistant is the unrivaled manager of the executive’s time. Yes, that means being the keeper of the calendar. But did you know the assistant’s ability to manage time is so highly valued that even the executive’s spouse will book family vacation time with the assistant – to make certain the vacation happens!

The position of Executive Assistant is a well-regarded; highly-respected; heavily relied upon part of the executive’s team. Successful cold callers recognize the assistant’s position as one deserving respect and a position of unassuming, unmistakable power – as ordered by the executive.

The executive’s right-hand person, the one upon whom executives rely; the keeper of the “keys” to the executive suites is the executive assistant. As the front line to the executive suites, the assistant has the important job of welcoming in those who can help execute the boss’s vision for the company.

Yes, executive assistants “screen people out” of the executive suites. But that is part and parcel of figuring out which callers have something to offer that will address the company’s significant business problems – and making sure those folks get in.

Successful cold callers think of themselves and of the executive assistant as important members of the executive’s team. These sellers easily establish rapport as they open a friendly, business, relationship with the assistant. They take care to build that business relationship upon a foundation of: mutual appreciation; mutual respect; and careful attention to the needs of the assistant’s job position.

The successful cold caller feels curiously aware of the language spoken by each assistant. And has a heightened awareness of how to convey benefits that speak to the universal solutions sought out by executives and their assistants.

*****

Forward this article to friends. They will thank you for it!

For your mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit www.ColdCallingExecutives.com or call New Business Development Coach, Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time)

(c) 2008 Leslie Buterin. All Rights Reserved.

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