Are You Talking to The Decision Maker?


Are You Talking to The Decision Maker?

Being told “Great presentation, let me run it by my boss”…

Taught me one thing quickly: 

Mare sure you are talking with the decision maker first.


A successful sales professional or business person, will tell you keeping your pipeline full and gaining new clients is critical to the livelihood of any business.

100% true.

However, you are spinning your wheels if you are presenting to the wrong person!

One of the craziest, most frustrating things you can do is spend all your effort, creative juices and mental capital on the wrong person.


What happens when you’re not talking to the decision maker

You can deliver the best presentation. 

The best crafted email or marketing message.

But if you are not delivering it to the decision maker, you are WASTING your time.

Sometimes you’ve clearly asked the right questions and still get the gatekeeper.

Surgeons are in surgery. The practice manager is not.

CEO is in meetings. The executive assistant is not.

It happens.

TalkToDecisionMaker                                              Photo from Kisspng

You get the person that says ‘oh I’m the one to speak with about that’ and then when it comes down to it, they still need to talk with ‘their boss, manager, owner, spouse, partner, etc.’.

So what do you do?

You specifically ask for the decision maker.

Otherwise, you are wasting everybody’s time and your resources.

Very often a weak sales person, will be happy to speak with ANYBODY that will listen to them.

But you’re not doing yourself any favors.

You are in sales to close and write new business! 

To help more people.

So work smarter, not harder.

When working new leads or speaking with prospects (and as a small business owner), efficiency is key.

Optimize your pitches and presentations.

Ways to get to the decision maker –

  • Are you the one that would be able to pull out the credit card today?
  • Let’s get your wife/husband on the phone too, I know mine would want to be in on this.
  • What would your partner think, when are you both available?

Any version of that works – 😉

But if they say anything other than yes, you have to conserve your energy, your mental capital and your verbal power for the one that can say yes.

What happens most often is we will feel defeated when we’ve given a great pitch to the wrong person.

The dreaded ‘okay, thanks! let me talk to my spouse. Do you have anything you can email or send over?’

Grrrr. Nobody to blame, but yourself.

Dig deeper.

Be polite and respectful.

But get to the person that can decide today.

Ask better qualifying questions and don’t waste your time or theirs!

You can’t write business, help new clients or grow your business successfully otherwise. 

Share this post

Share on linkedin
Share on facebook
Share on twitter

Recent Posts

Technology is Fantastic and can make our lives easier (when used correctly). If you are a Solo Financial Advisor avoid these 5 Tech Mistakes.

Chasing Financial Leads or Prospects is a Waste of your Time & Money. Your Doctor Doesn't Confirm, Remind or Reschedule Appointments. Find out Why Chasing Leads Doesn't Work.

With So Much Going on in the World today, More distractions (means less attention for you or your product). Are You Nurturing Your Leads Enough?

We've all heard 'consistency is key'.
But how does that apply in your financial services businesses specifically?

Some Marketing Companies will always tell you how easy it is to convert their leads. When growing your Business, Sales is Your responsibility.

Insurance & Financial advisors manage more than Policies & Portfolios. You also manage clients, their emotions, concerns & expectations. Do you engage with them enough or too often?

Your Prospects are Busy. With so many distractions today, are there More Noshows to meetings? Get easy Tips to Improve Appointment Attendance.

Strong Client Relationships is not just nice; it's smart. Your existing Clients can be a Gold Mine. Are you Mining it?

During today’s unprecedented times, more people at home and “Scams” on the rise for your financial clients & prospects; how you reach out to them matters.

While no one really saw Covid-19 coming or how Social Distancing would impact their business, many had to adjust & adapt.

Contact Evolvd

Want to learn more about how Evolvd can help your business?
Use the form below so we can schedule some time to talk!

© 2020 Evolvd LLC