Why do we call people who have no power?

Okay, so nobody is picking up their phones these days– especially if they are a decision-maker that has budget. Why? Well because picking up the phone usually means something where they have to spend more time figuring something out and money which they have very little of.

No, I take that back- they do pick up their phones, if they don’t recognize caller ID and think it’s the concall they were supposed to climb on minutes ago. Of if you are smart enough to call high and ask to be escorded back down, they’ll pick up. But they won’t appreciate your tricky way of getting to them. .

That brings us back to why we call people who have no power. After we’ve dialed about 100 outbound for the week, we just want to connect with someone live- it’s easy to find comfort in someone who wants to talk. However, these are usually called the "No-Po’s" which are the ones that have no power.  You see,  we don’t realize they don’t have power simply because they don’t either.  It’s not like they’ll say, "hey this is John Smith and by the way, I have no power here- I can talk with you all day long, ask for proposals, comparison matrix, set up meetings that get cancelled, even meet you for lunch. But, oh by the way, I can’t make anything happen but keep calling me for the next 8 months and we’ll become fast friends."

It’s getting harder and harder getting attention at the level which can make something happen for you which means you must do your homework, qualify the account, find a coach, vary your messaging and build value for the contribution you can make to their organization.

Remember to not hang out with the "no-po’s".

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