Whether you are selling to a huge organization or a very small one, remember this: People Are Still People. I once visited a bank because of an issue with my account. The banker who helped we was very professional and helpful. When he was done helping me, I decided to write an email to his boss mentioning how helpful he had been and copied it to the banker himself.
Not too long after that, I visited the bank, and an employee I did not recognize approached me, called me by name and escorted me from the back of the line to a desk where I was able to get my banking completed very quickly. He treated me like a king. My guess is that he treated me like this because he had heard I was complimentary of his co-worker.
Later, when selling to organizations, I found that secretaries and assistants really appreciated sincere compliments about them sent to their boss.
Can you find a way to SINCERELY compliment a gatekeeper (secretary, administrative assistant, receptionist) via email to his or her boss and copy it to the gatekeeper? If you can, you may just find your way to the appointment is now made easier. The gatekeeper (who holds more power than you think) may be willing to help you out. After all, you helped her out first.
Don’t be intimidated by large organizations. Remember, large organizations are made up of people just like you and me. Those people appreciate acknowledgement and positive recognition just like you and me. When you take the time to compliment a gatekeeper to the boss, you are are differentiating yourself from other salespeople and the gatekeeper just might do a little extra for you to get you that treasured appointment with the decision maker.