Don’t burn your contact to get to the “decision-maker.” Instead, work with them to solve the problem…
There are often lots of people involved in a purchase. Your contact may not be the DM, but they can help move things forward.
Make them a hero – make them look good, and be sincere:
- I want you to be successful, how do we make that happen?
- I want you to look good, in what ways can I help you?
- What do you need from me to make this successful for you?
Be kind.
Make heroes.