Client Magnets Official Blog

There’s one thing that many people who are self employed don’t miss about working in the corporate world and that’s workplace politics.  Well, unfortunately, those internal politics still affect us and how we conduct our business.  Ignore them at your peril!

The key to overcoming them is to understand them and know just how they play a role in attracting corporate clients.  Your traditional sales model is actually hindering your sales to big companies and on top of that, the internal politics are magnifying it!

Think about it, with traditional sales you make an appointment with the key decision maker, make your presentation and close with them.  If you’re selling to larger companies, more often than not, the final decision is made by more than one person.  The result is that you’re giving control to them, you have to rely on them to sell your services internally to their organization.  Who can sell your services better, you or your contact?

You may believe that an excellent working relationship with your contact is enough to get you the job.  They’re going to be your champion within the organization.  But having a champion in your corner doesn’t mean you’re going to close the deal.

I’m sure all of us have had great sales meetings, the ones where you walk away satisfied that the client is ready to close.  You’re waiting for their final decision and you think that it’s a ‘done deal’.  Next thing you know you’ve followed up with your client only to find that they’re putting you on hold.  It’s happened to the best of us.

How do you get around this?

What you need to understand is the delay is due simply to the nature of the behind-the-scenes decision making.  To address this, from your very first meeting, if not even sooner, flush out any concerns that other people within the organization may have to your service.

It sounds odd, why would someone object to a training to improve customer care or improve sales?  We’re selling change, and those in larger companies are frightened of change.  There are two ways to address the situation:

1.  Meet as many people within the organization as possible. Even if you’re just going to observe people at work, meet informally or interview employees, start building relationships.  The more people you meet, the more opportunity you have to win friends and influence people.  The sooner you can do this, the better.  If you wait until your proposal is submitted, it could be too late.

2.  Watch your words. If you’re using words such as transform and increase sales, you’re signaling that dramatic change is on the horizon.  That’s going to frighten many corporate types.  Temper your language.  What is most appealing to managers at the middle and senior level is offering solutions that are in line with existing processes, things that will blend in with what they already have.

From the outset of your sale, take every step you can to ensure buying at every level.  Have as many people within the organization attend your presentation.  Ask your contact if so and so from sales will be attending or if other key departments be present.  That gives you the opportunity to sell yourself to multiple levels.

Remember, it’s never too soon to set a strategy to build relationships throughout an organization.  There are strategies that you can employ from the start to play and win the internal politics game.

Here you thought you were free of workplace politics!

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