You have an appointment with the bouncer – what now?
You're probably wondering: What does a bouncer have to do with business? Well, at new customer appointments we often meet so-called bouncers, i.e. people who primarily communicate with us, but are not actually decision-makers in the company. For today's post, I want to make a comparison: You have prepared for the meeting with a potential customer, but when you learn that you are dealing with the "bouncer", i.e. a team leader or another person and not with the decision-maker, the question arises: How do you proceed now? Here are some steps to help you make the most of this unexpected situation.
Understand the role of the bouncer
The bouncer plays an important role as an intermediary between you and the actual decision-maker. It's important to understand that the bouncer is actually just doing his job and isn't necessarily directed against you personally. He simply filters the requests to protect the boss from unimportant distractions.
Learn more about the potential customer through the bouncer
Take the opportunity to talk to the bouncer to learn more about the decision-maker and potential customer. Often, bouncers have insights and information that can help you make the meeting more purposeful. Be respectful and polite to make a positive impression. And remember: Be interested in your counterpart and radiate that!
Prepare yourself mentally for the meeting
Take time to mentally prepare for the meeting. Be absolutely sure that you are informed about the prospect's company and have clear goals for the meeting, otherwise you will be exposed immediately. Visualize the course of the conversation in advance and be prepared to react flexibly to unexpected twists and turns.
By understanding the role of the "bouncer," gathering information from them, and mentally preparing for the meeting, you can increase your chances of having a successful exchange with the prospect. Use his knowledge and experience to pave your way to becoming a decision-maker. Be proactive and show interest in the person at the door to build a positive relationship. This way, the door behind him can open much sooner and offer you the opportunity to get your dream customer.
Leave a comment