So here is the thing, when you provide an Intern or Assistant doing the research with information about your product and different things to consider, this is part of their research, and they will share it with their boss.
Imagine how promotable this makes them look and how they feel about themselves being able to meaningfully contribute to a decision – how favourable they will feel about your #brand.
It doesn’t matter which level within the company the decision gets made at, these little insights travel.
They help people make their buying decision, and they help people choose you.
If you are one of seven companies the researcher has found, this will guarantee they will put you forward.
So practically, what does this mean:
👉 Buddying up with the researcher to find out more about the problem they are solving and supporting them to find the answers (and connecting with them on LinkedIn). They may resist you or seem disinterested (they are young) but persevere, become their friend.
👉 Writing informative materials (brochure, website, profile etc), that doesn’t just say what you do but why it is important (thereby educating your audience) and make it so it can be easily shared with decision makers (a simply quote won’t cut it)
👉 Reverse engineering the entire sales process so it doesn’t start and finish with the company director, but the entire chain
👉 Providing the written words for the assistant to invite their superior to a meeting with you