How do you handle it when there is a new decision maker in town? A decision maker can mess up your deal if you don’t do it right. And while some things can be out of your control, there are actually a lot of things you can do to prevent disaster from happening or speed up the sales process and pivot things towards success.
- Find ways to communicate with them often.
You can’t be unknown to the prospect especially when the sales cycle is so long. Figure out the things you need to get from the prospect and space that out through follow ups (attorney’s agreement, challenges, demo to IT dept., etc.)
Find industry-based information that you can share with them.
Share with them, say a podcast episode that can help them. The goal is to stay in touch with them and keep the communication going.
- Find out if there is somebody else in place who can help you out.
It’s okay to bring up with your contact (who’s leaving the company) about who is the next best person who can help you move forward.
- Ask your old contact to introduce you to the new person.
An introduction helps tremendously because it breaks down the barrier and you skip starting from the very beginning. If you can’t, you may really have to start from scratch. But be sure you don’t start pushing but establish value again. Then get the person’s input.
- Be able to build a relationship quickly.
The new person may have a new agenda so you have to understand that. The key thing is to establish value and get their input on it.
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