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07.07.05
Turning AAs Into A Competitive Advantage
 By Linda Richardson
We surveyed 160 Administrative Assistants
and Executive Secretaries and asked them to identify the key
things salespeople could do to gain their support in reaching
their bosses.
The number one thing they identified was for the salesperson
to send an e-mail to their manager in which the salesperson
praises them. Second best would then be for the Salesperson
to leave a voice mail. Many said they check their boss's e-mails
and voice mails, and anything that includes praise for them,
they make sure their managers see (or hear) and do not get deleted.
Other tips to help you gain an in with AAs:
Gain the AA's Interest
· Be prepared with a tailored interest-gaining statement that
shows a benefit to the manager, the organization, and/or him/her.
Establish a Relationship
· Be respectful, friendly - get the AA's name and use it. Never
imply he/she is not at the right level to understand your message.
· Be appreciative. Say thank you.
· Never be impatient or demanding.
Ask for the AA's Help
· Ask for the AA's guidance regarding the best time, etc., to
get to his/her manager.
Ask for Information
· Ask about needs, current providers, business in general -
you might be surprised how much AA's are willing to share.
· Ask for the e-mail address of his/her manager and his/hers,
too, so you may copy him/her.
If Necessary, Circumvent
· Vary your calling times. Try early morning, lunchtime, and
after end of business hours.
Be Persistent
· Follow up. Follow up. Follow up.
We have all seen situations in which an AA champions and orchestrates
callbacks. You can be the person he/she helps. Like all of us,
AAs appreciate recognition. Praise them to help win them over
and give credit where credit is due.
About the Author:
Linda Richardson: President and CEO of Richardson,
training consultants to corporations, banks, and
investment banks globally. Richardson has 110 professionals,
15 regional offices in the United States, and presence
in London, Australia, Singapore, Latin America,
and Asia. Clients of Richardson include KPMG, Federal
Express, General Mills, Tiffany & Co., Dell Computer,
JP Morgan Chase & Co., Citibank, Chubb Group of
Insurance Companies, and Kinko’s. Visit http://www.Richardson.com. |
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