Economic Buyer Access Swipe File

The rule that keeps this from backfiring

Never go around your champion to reach the economic buyer. Every script below gets you there WITH your champion's knowledge, ideally with their help — going around them burns the relationship you need for the rest of the deal and the account.

Script 1 — Asking your champion for the introduction directly

Talk track (live call):

"As we get closer to a decision, I want to make sure [Economic Buyer's name] has whatever they need directly from me — not secondhand through you, which isn't fair to put on you. Would it make sense for the three of us to get 20 minutes together, so I can walk through the business case and they can ask anything they want directly?"

If they hesitate:

"Totally understand if the timing isn't right yet — what would need to be true before that conversation makes sense?"

Email version:

Subject: 20 minutes with [EB Name] before we finalize? Hi [Champion], Following up on our conversation — as we get closer to a decision, I think it'd be valuable for [EB Name] to hear directly from me on [specific business outcome], rather than relying on a relay through you. Would you be open to a short 3-way call, or an intro email so I can find 20 minutes on their calendar? Happy to keep it tight and focused. Let me know what works best and I'll build the agenda around it. [Your name]

Script 2 — When your champion offers to "just relay it" instead

Talk track:

"I appreciate that, and I know you'll represent it well — my only concern is [EB] is going to have questions I can answer in real time that might be hard to anticipate secondhand. Would it help if I sent you a one-pager you could forward, and if [EB] has follow-up questions, we find 15 minutes for those directly?"

Script 3 — Direct outreach to the EB (use ONLY after telling your champion you're doing this)

Subject: [Mutual context — e.g. "Following up from [Champion]'s team"] Hi [EB Name], [Champion Name]'s team and I have been working through [specific problem, named plainly]. Based on what we've found, we believe there's a [specific, quantified impact] opportunity here, and I wanted to make sure you had the chance to weigh in directly before we finalize anything. Would 15 minutes this week or next work to walk through the numbers and answer any questions? I'll keep it focused — no deck marathon. [Your name]

Script 4 — The 90-second unplanned version (hallway, start of a group call)

"[EB Name], great to finally connect — I know your team's dealing with [named business problem]. The short version of what we've found with [Champion]'s team: [one sentence, quantified impact]. I'd love 15 minutes on your calendar to walk through it properly, whenever works — no pressure to solve it right now."

Script 5 — Upgrading an existing meeting to include the EB

Subject: Adding [EB name] to Thursday's call? Hi [Champion], For Thursday's call, would it make sense to loop in [EB name]? Given we'll cover [pricing / final business case / implementation timeline], I think it'll save a round-trip if they can hear it and ask questions live rather than us relaying afterward. Totally your call on timing — just wanted to flag it as an option. [Your name]

Handling: "Just send me something, I don't need a call"

Talk track:

"Happy to send something over — and to make sure it actually answers what matters to you, can I ask two quick questions first: what would make this an easy yes for you, and is there anything about [the deal] that's already a concern?"

Handling: "I don't need to be involved, [Champion] has this"

Talk track:

"That's a good sign for [Champion] — and honestly, for deals this size, I'd want to make sure I've at least answered any questions you might have, even if it's just 10 minutes. Would you rather I send a short summary first and you tell me if a call's even needed?"

What to actually say once you have the EB meeting

1. Open by naming the business outcome, not the product: "Thanks for the time — I know [Champion]'s team is dealing with [X], and I wanted to make sure you had the full financial picture directly."
2. Lead with their metric, not your feature list — reference the ROI numbers from discovery.
3. Ask directly: "From your seat, what would make this an easy decision, and what would give you pause?"
4. Close with a specific next step: "Given what we've covered, would [specific date] work to finalize the agreement?"