Читать книгу Never Say Sell - Tom McMakin - Страница 56

If you work for a client, they know who you are. That's self-evident. Maybe you have been working shoulder-to-shoulder with them for the past 36 months, building a hiring, training, and retention model that will support their growing workforce needs. They know you. You've gone out to Ruth Chris's for fancy steaks that cost more than an upgrade on United. You've eaten mushroom and sausage pizza late at night as you worked to get a project phase done before your client had a status presentation due. You've visited them in their shop, and they have visited you. You've swapped Netflix suggestions. You know each other.

But, do your buyer's colleagues know you? The answer, probably, is no. We all run into this. Our buyer's colleagues might have heard of our firm, but, just as possible, they have a vague impression that our buyer is simply “doing good work on that initiative” on his own. Although we may feel like ‘insiders,’ we may still be completely unknown to others in the company.

Hurdle 1: We are not known outside a small cadre of people with whom we are collaborating on a specific project. We lack broad awareness within the client organization.