Backdoor selling
Backdoor selling is a sales technique where a salesperson bypasses the normal sales channels to directly contact decision-makers within a company. This can be done by leveraging personal connections, networking events, or cold calling. The goal is to influence the decision-makers and convince them to purchase the product or service being offered.
One common example of backdoor selling is when a salesperson reaches out to a senior executive within a company through LinkedIn. Instead of going through the official sales channels, the salesperson tries to establish a personal connection with the executive in order to pitch their product or service directly.
Another example is when a salesperson attends a networking event and strikes up a conversation with a key decision-maker. By building rapport and demonstrating value, the salesperson may be able to secure a meeting to discuss their offering further.
It’s important to note that backdoor selling can be risky, as it may bypass established protocols and alienate other members of the buying team. However, when done strategically and ethically, it can help salespeople gain access to valuable opportunities that may have otherwise been inaccessible.
Examples of backdoor selling:
- Reaching out to a CEO through a mutual connection on social media
- Attending a conference and networking with key decision-makers during breaks
- Sending a personalized email to a senior executive outlining the benefits of the product or service
For more information on backdoor selling, you can visit Wikipedia.