Account Penetration into Different Business Units & Offices

Before I start, I want to post a shout out to my twin daughters, Theresa & Annie. Today is their twelfth birthday! Happy Birthday Annie & Theresa!

Love

Daddy


Account Penetration into Different Business Units & Offices

So, if the scenario is similar to the last posting, but instead of being the secondary provider to the business unit using the bulk of your product, you are the sole or primary provider for this unit but there are other areas of the company that also use your product you have a similar approach. You still leverage your relationships.

You might have to help your source uncover the person you need to reach. You can help by looking on the Web Site. Sometimes the Branch Manager or the Division Manager's name is listed if you look on the offices or business group pages. Sometimes the information is readily available and your contact will have to dig out the information internally.

This is important, so please make a note. There is NO BETTER WAY to reach someone you don't know than through an introduction / referral! If you have an established relationship with people in this company, they will be happy to tell you who you need to speak with if they know, or in many cases, try to find out for you.

Why is this so crucial? Think about your own life. If a friend or a manager in your company came to you and said, "We're doing business with Alphabet City Widget. Joe, the Account Executive has done a great job, giving us good service. The orders ship quickly and they're right, so we're not doing a lot of returns and re-orders. Why don't you meet with him and see if he can help you out?" How likely are you to refuse to meet with or at least speak with Joe? It's highly likely you would at least speak to him is it? Why, because if a friend whose judgment you trust or a manager, who at some point in the future might be able to help you asks, you want to be accommodating if you can don't you? Of course you do, its human nature.

Even if your contact doesn't know the person in the other division, having the ability to refer to him/her as a happy client is helpful and the fact that you have the ability to confidently begin your conversation by saying, "I know we haven't spoken, but I have been working with Mary in your Flushing office for several months" is a great ice breaker. They might call Mary to see what her experience is, or they might not, but it will definitely relax the barriers of entry a bit for you.

Thanks for reading my post. If you enjoy this and get some useful information from it, please tell your friends & business associates to check it out!