All too often businesses embark on sales and marketing activity, both inbound and outbound, with one single goal – to reach and engage with the elusive ‘decision maker’. And if you are lucky enough to reach and engage with an actual decision maker then that is a wonderful thing, but it’s unlikely to result in much of the way of business if you haven’t engaged with other people in the process. Here are two good reasons why you should never obsess with the decision maker when you’re creating your sales and marketing strategy:
They’re not the person with the need
The person who can place an order may not be the person who has the ‘need’ you are trying to fulfil with your solution . . . meaning your marketing efforts are likely to fall on deaf ears. For example, if your product or service helps businesses close sales more quickly, target those people who have the greatest need for this (e.g. sales managers). If they are sold on what your product does then they will become your biggest asset when it comes to influencing decision makers.
Making decisions does not necessarily equal placing orders
Within most businesses there is rarely a single point of decision-making or a single budget holder. Of course there will be somebody who physically places orders but they will do so based on the consensus of key stakeholders – ignore these at your peril.
A successful sales and marketing strategy needs to be built on clever targeting based on the answers to a few very simple questions. Who are my stakeholders? Where are they? What do they need? Understanding the answers to these questions can create all sorts of new opportunities for your business to engage with your customers.