Your Prospecting Ally, The Executive Assistant

Is The Executive Assistant An Ally?

 

Let’s be honest. If someone asked your agents what the hardest part of calling was, what would their answer be? Chances are, if you’re trying to reach a decision maker when you call, the hardest part will be getting past the Executive Assistant.

This can be truly nerve-wracking – especially when you have a large list of leads that need to be reached. How much time is too much time to spend on getting past what could potentially be categorized as a road block? And why, oh why, are so many executive and administrative assistants impossible to deal with?

 

What is An Executive Assistant?

 

Well, look at the top job description that comes up for the position in Google:

Performs administrative duties for executive management. Responsibilities may include screening calls; managing calendars; making travel, meeting and event arrangements; preparing reports and financial data; training and supervising other support staff; and customer relations.

The Executive Assistant has a lot on his or her plate, and one of those things is screening calls. They are not necessarily there to give you a bad time – it is part of their job duties, however, to make sure the calls going to their employer are worthwhile and straightforward.

That means that you owe them an explanation, and not the other way around.

This may make sense but that doesn’t make it any less frustrating to hit the brick wall that many EA’s become in the sales calling process. Maybe you honestly have something that a decision-maker will drool over. How promote your service to a qualified, sought after lead if  you can’t even get them on the phone?

 

Why The Executive Assistant is Your Ally

 

You read the headline right. The Executive Assistant is actually your ally on your calling journey. While they can end up hindering a lot of the calling for business process, EA’s hold the key to reaching your target. If you can get them on your side, your battle turns into a partnership. Try these steps to butter up any EA:

 

  • Be polite – very polite.

 

Note: Polite in this case does not mean docile. You’re a professional trying to reach another professional, after all. A heap of confidence and a steady, sturdy voice will help no matter the type of EA you’re facing. But don’t insult or berate the EA or you’ll find yourself dealing with a real and actual block. Remember that the EA might not be your target, but they are immensely powerful.

 

  • Empathy

 

Empathy is your friend when it comes to getting around the EA. Put yourself in their shoes and try to think of what would work for you if you were tasked with screening calls. What would you want to hear to convince you that the call was worth putting through to your employer? A bit of humor can go a long way, but make sure you follow the next tip before you go that route.

 

  • Learn Personality Types

 

Different personalities respond to different tones and actions. For example, type A personalities are a lot harder to get through than relaxed, easy going type B personalities. It’s also important to really pay attention to responses and tones given to you, right from the start. You can tell a lot from a person based off of a response to your ‘Good Morning’. Take that information and go from there.

 

  • Use Soar Selling Methods

 

Soar Selling is essential because it addresses the problem with Executive Assistants and calling for business head on. We use practical and real techniques to show Executive Assistants that we’re knowledgeable, confident, and deserving of a conversation with their boss. Understanding the value of presenting yourself that way, and perfecting those techniques, can give your agents an advantage reserved for top sellers.

Understanding how to create quick bonds with any Executive Assistant will get you to a decision maker more often, with greater results. Use our tips to get through when calling for business is your bread and butter. If you’re still having trouble, don’t hesitate to contact RareAgent to learn pivotal Soar Selling techniques that GET YOU THROUGH!

 


RareAgent is Soar Selling Certified and never afraid of the call! Contact us today to utilize our expert Soar Selling Techniques, inbound marketing strategies, or a mixture of the two. Don’t forget to see our Resources page for more tips and tricks in marketing.

Have 15 minutes? Need some quick tips and tricks to get the best out of your prospecting? Schedule some time with Marge Bieler and get started:

Schedule Now

 

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