Ask anyone who sells to schools and they’ll tell you that it’s never been more challenging to gain access to decision makers. If you share this perspective, then maybe the following quote will help.
“You spend most of your time trying to figure out a way to talk to me. I spend most of my time trying to figure out how to avoid talking to you.” Dr. Chip Kimball, Superintendent of Lake Washington School District in Washington State, made this statement at a national sales meeting of education sales reps. He then proceeded to talk about how a professional sales representative could get time with him.
To review the key points here, gaining access to school decision-makers is easy once you change your focus from YOU to THEM. Research your prospective contact and the district. Approach the Administrative Assistant as a valuable and knowledgeable resource. Become a trusted and valuable resource. Enjoy your relationships. Practicing these seven strategies does not guarantee you’ll get through to everyone you want to reach as quickly as you want to reach them, but it will increase your odds that you will!