“C-level executives” (Chief Exeutive Officer, Chief Operations Officer, Chief Financial Officer, etc.) are called influencers for good reason. They’re at the top of the food chain and are always interested in everything that is going on in their company, especially in what the competition is up to. Unlike accountants and lawyers, they think in concepts not just in words or numbers. They have a vision and the determination to bring it into existence. They deal in futures!
Further, they didn’t get that position by sitting around waiting for the phone to ring. They are active and involved all the time. But, they prioritize their time and attention carefully so as to not waste this valuable resource.
So, first you have to get in the right frame of mind to talk to them. This means take off your shoes and imagine what it’s like to walk in theirs.
Look at what he or she has to contend with from their viewpoint and imagine what it would be like if you were approached by someone you didn’t know, trying to sell you something you probably aren’t interested in. What would get your attention? What would be your reaction?
Just like you, they will always be interested in something that will help them solve their problems – and their problems concern things like: what the competition is up to; increasing profits and market share: new product developments: cutting costs and did I mention . . . the competition!
Also like anyone else, they respond to a good story. Surprise them with something they haven’t heard before. Make it real and interesting and relevant – plus, remember: brevity, clarity, and humanity always goes a long way in your speaking and writing.
The “hot tip” here is that you will get the attention of the contact when you are genuinely are interested in and admire the person you’re trying to reach.
Don’t underestimate the power of this seemingly simple concept.
Try it – the potential gain is enormous.
daniel w. jacobs
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sales master class series
