Making Friends with the Administrative Staff

In our profession, one of the biggest stumbling blocks can be getting an initial meeting with a new prospect. Part of our success in getting that initial meeting could have a lot to do with our ability to leverage the customerâs receptionist or an executiveâs administrative assistant.

When interacting with these key players, here are some things to remember:

• Donât patronize them; they will see right through it. Receptionists and administrators may get hundreds of calls from salespeople every week. Treat them with the same genuine respect you would show the decision-maker.
   
• Use their name, and get it right. This is always a good practice.
   
• Be considerate. Especially with receptionists who are typically juggling other callers while they are talking to you. Before you start asking them questions, offer to have them put you on hold if they need to. They will definitely appreciate this.
   
• Be confident and assumptive. If they sense that you have no business talking to the decision-maker they will not put you through to that person.

If you can turn these administrative assistants in to your allies, you have greatly increased your chances of getting your foot in the door!

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