Getting a Gatekeeper personally engaged.
Do we offer anything that a Gatekeeper would benefit from personally if their boss were to buy?
We have a client that offers employee benefits. One of their advantages is that they can help stem the tide of decreasing benefits in the employee benefit programs caused by the rising costs facing the employer. (I know that was wordy, sorry.)
We helped them develop a Gatekeeper strategy that appeals to their individual (selfish) concerns in addition to their professional concerns. Instead of appealing to the bosses’ issues from the business perspective only, they now subtly talk about how this would impact the Gatekeeper’s own employee benefits from a personal perspective. When we couple that with the value to the business (the bosses’ concern), we’re getting pretty good traction with the Gatekeeper.
Think about it. If you can play both cards, do it!
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