Most business owners, entrepreneurs, and sales professionals have at least one A list potential buyer they would give their right arm to get to talk to.  The problem is you can’t get to them so there’s almost no hope of ever selling them anything.

• They won’t take your call or respond to your voice mail
• They throw your mail in the garbage unopened… if it ever even hits their desk
• The gate keeper must have formerly worked at Fort Knox

If you could get in and talk to the decision maker it could entirely change your sales success because this one big fish would open the door to a whole school of other big fish.  If only…

Make that Dream a Reality

Let’s think about what you’re doing now and why it isn’t working.  Right now your actions and behaviors are:

• Expected
• Predictable
• Ordinary

Everything you’re doing now is decreasing your chances of ever getting into the big guy.  Everything you’re doing now ensures if you ever even happened to run across the big guy he wouldn’t give you the time of day.  Everything you’re doing now is making things worse instead of better…

BECAUSE

You are acting like a typical sales person.  When you act like a typical sales person you can expect to trigger the defenses of the very person you want to pay attention to you.  Rather than paying attention to what you’re doing or saying all they’re doing is thinking of ways to avoid and get rid of you.

Open the Door and Get Invited In

If you want to get in the door and actually speak to the big guy your’e going to have to:

• Stand apart from the crowd
• Do the unexpected
• Create a positive impression

You need an innovative way to open that door.  You need something that will:

• Give you a way to connect with the decision maker
• Tap into what the decision maker wants now
• Help the decision maker envision a desired future

The ways you can do this are only limited by your imagination.  I was talking with my friend Harish Keshwani about his new business Speaking Roses Omaha when it hit me.  I immediately saw a way to show you how this works using his business Speaking Roses Omaha as an example.  Please go to Speaking Roses Omaha and take a look at what his business sells before you continue because it will help you understand the example.

Did you think this was a business for public speakers?  Somehow that’s what I thought when I heard the name so I was really surprised when I actually saw it.  Way cool idea.

So anyway, let’s see how this might work for a service business.  Nancy Proffitt of Profitable Business Coach is the best leadership coach there is.  If you’ve ever wished your employees were as excited about your business as you are this is the leadership coach you absolutely must connect with.  If you’ve ever thought your profits should be better than they are now, this is the lady you need to connect with.  You may want to browse around her website here so you better understand the example…  Profitable Business Coach

Okay, so now you’ve seen what we’re going to use to open that door and you understand the kind of business we’re going to use as our example.  Now let’s see how this might play out.

First, realize this particular example is for a high ticket sale.  That means Nancy would have no qualms about investing +$20 to get thousands in return.  You wouldn’t either.  Especially because you would only do this for a potential buyer you know meets all the criteria for a buyer, that is:

• They have a need
• They have the money to do business with you
• They can make a buying decision

So let’s say Nancy has a couple big guys in a couple big companies she wants to talk to, but everything she’s tried has come up with nothing.  Nancy gets a customized rose sent directly to the big guy.  The rose is customized with the word “Excitement”.  A card accompanies the rose that reads…

“What could you do if your employers were as excited about your business as you are?

Next Thursday at 10:00 I’ll call you to see if you’re open to some ideas to make it happen.

Nancy

The Profitable Business Coach“

Will the big guy get the rose?  Hell ya.  Who is going to block the big guy from getting this package?

Will the big guy look at it?  Duh.  He’s going to wonder who sent him a rose and why.

Will this get his attention?  Absolutely.

Will the big guy take your call?  I can almost guarantee he will.  The message hits him with exactly what he wants.  You’ve demonstrated you aren’t just another doofus trying to sell him something.  Plus all you’ve asked him to do is be open to some ideas.

Now how might you take this idea and adapt it to that A prospect you simply can’t get into?  Let’s us know what you did and how it worked for you.