If you are looking to talk to more C-level executives, here are some strategies that can help you do so and land a big fish:
Discover What They Need Before They Do
C-level executives don't have the time or patience to explain the challenges and goals of their businesses to a salesperson who contacted them first. Do your research beforehand so you can talk directly to the biggest opportunities and biggest desires they have. Because executives are usually numbers-driven, be prepared with solid statistics and case studies to back up your findings.
Find Common Ground
Once you have an executive on the phone, the best thing to do is to find something you have in common. Mention your daughter's high school graduation or the ski trip you just returned from. Get a personal connection going from the start, and you will be much more memorable in the future.
Get To The Point
Executives are big picture people. They hire others to deal with the details and minutiae. When talking to executives over the phone, resist the urge to talk about process and details and get down to the basic info they want to know: how much money will you make or save them.
Executives give their attention to those who can accelerate what they are already doing and increase profit. The details are important but secondary to the amazing results you can offer. The same can also be said about the price. It is secondary to the results.
Ask for Referrals from Your Connections
If someone you know either works at the company or is connected in some way to a C-level executive there, ask them for a referral. According to the founder and president of Engage Selling Solutions, Colleen Francis, a referred lead is two times as likely to result in a sale than a lead that was not referred. You won't always have this luxury of having a personal referral, but take advantage when it is there.
Selling to c-level executives over the phone isn't difficult once you understand and implement the above strategies. Remember that C-level executives value their time, so honor their time in your approach. Research their company thoroughly before contacting them, establish a connection, and get to the point quickly.
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