Sales Hack – Identify the Decision Maker

sales decision makers

This is a hack which is more applicable when selling to businesses. The first and foremost step in B2B marketing is to first find the person who will make the decision. Rather than wasting time and effort on any person from the client’s side, it makes more sense to channelize this effort in finding and contacting the person who will take the final call. Thereafter, you can start putting in time and sales effort to convince that person and get a sale.

This hack also does apply to some B2C businesses also. For instance, in my stint as a Business Developer in Meenakshi Public Schoola K-12 School in Gurgaon, I realized that a lot of schools were putting in effort to please the children and were organizing events and doing other activities for them. Though children do have a small say in the decision of which school to choose, the main decision maker in this case are the parents, especially the mother. On realizing this, we started putting in more efforts to bring potential parents to the school and saw positive results, with our student acquisition cost coming down.

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