Comments on: The Art of Getting to Any Decision Maker

By: Bill Bob

Bill Bob — Thu, 06 Jan 2011 04:43:03 +0000

Worst article I’ve read on Successnet… plain and simple

By: James Winsoar

James Winsoar — Tue, 30 Nov 2010 21:12:01 +0000

I’m not sure about the scripted approach. I think your general concepts are sound. Definately a good idea to take control of the conversation. The exact way of doing it will vary according to the invidudual personality of the person making the phone call.

Another method I’ve found effective is to say the reason you are calling is to make an appointment for a meeting to talk about __________.

Ideally you should have someone else doing the introduction that way you never get into the process of prospecting for business in this manner. The person you are calling should be expecting your call if the referral is done correctly.

By: Glen Coleman

Glen Coleman — Wed, 10 Nov 2010 17:47:59 +0000

As Maureen Nations-Watford stated, Chet Holmes “got through” to the CEO’s. Nothing is mentioned of the actual results of the conversation. Although there are good telephone conversation tips in this article, such as being confident, identifying yourself and the person you wish to speak with, this is blatant hunting, not farming, as we learn in BNI. Take the time to build a mutually beneficial relationship with the gatekeeper and you’ll get through to the CEO without fail and without using devious behavior. Devious behavior significantly reduces one’s credibility, which in turn, reduces profitability. Remember – “Givers Gain”.

By: Allyson

Allyson — Wed, 07 Jul 2010 13:52:14 +0000

This article kind of turned my stomach. That is just plain disrescpectful to waste a CEO’s assistants time, just so you can get through…which by that time, you are already irritating the CEO without even making it to him. The best way to get to a CEO is to network your rear off until you finally meet with the people that can introduce you to the people that have the trust of the CEO’s, who can then introduce you…and you can start the converstaion with Trust and camaraderie…not try to pitch a sale before this extremely busy person of high authority hangs up on you.

By: Marie

Marie — Thu, 04 Feb 2010 16:19:23 +0000

I find this article almost disturbing. I am new at this but it seems to almost violate all the teachings that BNI stands for! GIVERS gain, TRUST, LIKEBILITY, and the list goes on. I understand that not one method can be the answer to all but the chore values should be. The only thing I am learning for this article is a reminder of what NOT to do!

By: Prakash Kapade

Prakash Kapade — Thu, 19 Nov 2009 05:04:45 +0000

It is important to note here that Decision Makers are influenced for making decisions by somebody, it could be an external agency, Senior Vice President or next hierarchical position to boss , Head of the Department who is concerned with your products/services, and or even the personal assistants who forms main part of the influence ring. By bullying this important influence you could possibly lose your chance to do business with this company forever.

I have seen that personal assistant’s mean a lot to top bosses as they are managing everything for them. It is always a good approach to keep cordial relations with personal assistant, appreciate him/her as everyone likes it, no one likes to be bullied.

The best approach would be to see who are possible persons who could influence the boss and first approach them separately, and one of them could possibly offer you access to the boss, if this does not happen try to meet the boss giving reference of these meetings and have a solid argument on how your product/services are important and how they would save money/time for the company and
offer good return on their investments.

By: Kathy Richards

Kathy Richards — Thu, 01 Oct 2009 05:41:42 +0000

Each situation will be different. At the end of the day, you just don’t know if you approach will work in that situation. As a professional , you need to have many tools in your toolkit and be prepared to employ them as the situation dictates. At the end of the day, there is a human being at the end of the telephone.

By: greg sigler

greg sigler — Mon, 21 Sep 2009 16:12:31 +0000

I run a telemarketing company and I can tell you all that every client we take is required to answer one important question before we call anyone…”what is the compelling reason why the person or company you are calling should take your call and/or agree to see you?”. If my prospective client does not have an answer to this question, I tell them not to waste their time or money. If they do have an answer, the program will probably be successful.

By: Brooke Webb, CEO

Brooke Webb, CEO — Tue, 08 Sep 2009 16:06:06 +0000

It appears to me that you haven’t dealt with very competent PA’s. These men and women didn’t get to the position they have by running back and forth to the bosses office. And if that is the first response they make, they most likely aren’t in that position for long.
I would also like to point out that the trust you hope to build with the company just fell off the bridge. Don’t underestimate the power of the Personal Assistant.

By: Alan Price

Alan Price — Mon, 07 Sep 2009 15:40:07 +0000

Cold callers are the worst sort of time-thieves. They call when they are not required or welcome and disrupt one’s plans and train of thought. We do not need them. They are intrusive and often use devious tricks (e.g. pretending to be an acquaintance of the target, using first names etc.) to get to speak to their target. Who wants to deal with somebody devious?

Ban them.