A Subtle Approach for Connecting to Decision Makers
It can be difficult to approach decision makers directly, especially when it is obvious that you would be a natural vendor or job seeker. In this post I would like to share with you a technique using a job search example that can be adapted for connecting with anyone.
As with prospecting most companies have significant road blocks set up for direct contact with decision makers. Additionally, people are just generally cautious. One way to break this down in a job search situation is to approach from a different angle and develop some sort of a rapport before you move on talking about the job. All of what I am about to say can be applied to trying to connect with the decision maker in a sales effort.
The first “right angle” approach you can use to get connected or start a conversation is “I need advice.” In other words, you are asking the individual that you’d like to approach for a job, not about the job, but about your career. You might do something like this:
Sue
I work in the field or manufacturing and am looking for advice on how to further my career and make ready for my own advancement in the future. As A manufacturing manager I would be grateful if you could give me some advice/tips on….
Bob
A second angel is company. In this case you would be asking the other person about the company, it’s culture, and quality. You could start out by saying:
Tom
I have always been interested in ABC Company — I’ve heard its a great place to work could you tell me a little bit about what you think and do you think someone that is considering a move should consider this a good choice. I ask because I’m starting to consider my options. Any thoughts you have would be valuable.
Jan
These specific examples aren’t important. The key is that you get into a conversation on an completely safe topic. If you can get the other person to engage you in any conversation you can move to the next step of asking if they would connect. There are many other routes to this end than the ones above. The key is developing a relationship of some sort that leads to a conversation.
This may get them to check you out and discover that you are a vendor of something they’re considering or a person they could potentially hire. If you get them in other conversations you may get the opportunity to tell them about you in an indirect way that gets your foot in the door.
You can start these engagements in many ways, re a common group, re a discussion or question they have participated in or even via a second party or direct message to them. It is obviously key here that your initial discussion be outside the job search or sales approach. This is not a quick fix strategy but a long term approach to developing connections and relationships with people that can help you.
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