Understand Your Buyer > How To Lose The Sale > Contact Security
What is it?
Most people have only one point of contact with ther buyer, but this is a single point of failure and can be dangerous. By having more relationships with more people you have a greater chance of retaining the buyer even if your main contact leaves.
Why does it work?
It works because if your contact moves, leaves or anything goes wrong – there are other people who can advocate for you and communicate with you.
How can you use it?
Chances are, you have already have had some contact with other people at your buyers’ company. All you need to do is invest a little time in the relationship and do things like connect with them on Linkedin, find excuses to email or call them and, above all else, be as nice and accommodating as possible.
Example
LinkedIn company pages are a great way to find other people who work at the company that you can potentially connect with.
See also:
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