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How do you manage gatekeepersViews: 226
Mar 27, 2005 11:33 pm re: How do you manage gatekeepers

Thomas Holford 		Getting past gatekeepers is problem for which there is no easy, off-the-shelf solution. Gatekeepers are an organization's response to unwanted DIRECT solicitations.

Ergo, the key to getting past gatekeepers is to use INDIRECT means.

At the top of the list of INDIRECT means is referrals. Depending on what line of business you are in, there are probably established and tried-and-true methods of getting referrals. Talk to people in the same line of business and ask them how they get referrals, or put on your thinking cap and visualize how your target customer might receive a referral. If you CAN'T think of how your customer might receive a referral, you either have the wrong customer, or you do not have a necessary and sufficient understanding of the your customer's purchase decision making process.

Regards,

Tom Holford

Private Reply to Thomas Holford (new win)





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