How to Gain Access to that Executive You Simply Must See
How to Gain Access to that Executive You Simply Must See
1. Do your homework
Yes, we've all heard it before. Do research before placing the first call to get in the door. But it's what you are looking for that will give you the data you need to establish your value. Look for:
Possible business needs - what might be going on in their organization that could lead them to need your offering?
Top strategic initiatives - what initiatives is the company investing in? What would your target executive's responsibility be in achieving those initiatives and how can you help?
Find this information in all the places you have looked before: company web site, business information sites, on-line and printed periodicals, Google search on the executive's name, etc. Read for possible business needs or strategic initiatives you can discuss in your first call, then craft a message that demonstrates the value you will bring including:
The possible business need or strategic initiative you have identified
How you have helped other companies with similar needs or initiatives
Briefly, how you think you might be able to assist
Meeting request
2. Respect the Gatekeeper
Often you are lucky enough to reach a "gatekeeper" assistant taking the executive's calls. This "gatekeeper" is your ally in your efforts to schedule an appointment. Use your value proposition with him. This is the second step in establishing your credibility with the executive.
If the assistant believes you can provide value to the executive he will let you schedule time to speak with the executive. After using your value proposition, ask if it would be possible to schedule 20 minutes on the executive's calendar, acknowledging that you recognize the assistant will need to verify the meeting with the executive. At the same time, ask to leave a personal voicemail for the executive stating your value proposition and why you're on their schedule, allowing the executive to hear the value you can bring.
By sharing knowledge with gatekeepers, and affording them the respect they deserve, they can speed your efforts in meeting with executives.
3. Use Outlook as a Tool
Many executives do not have an assistant and you will reach voicemail when you call. Cold calling today requires an average of 9 calls before the contact will return your call. To speed the process, and demonstrate your professionalism, credibility, and value use Microsoft Outlook to schedule a 20-30 minute meeting with the executive. Many companies use Outlook, or understand an Outlook calendar request email.
In your initial voicemail, alert the executive that you will be sending two calendar invitation options "in the event that is an easier way to respond". If you have established your value and hit on possible business needs or a strategic initiative of importance, the executive will accept your invitation, or suggest an alternative time.
How do you get email addresses without a referral?
Ask the main receptionist
Check the company's website to see if it is listed
Check the company's website for clues to email formatting conventions and guess
By taking these three critical steps you can improve your odds of establishing the value required to gain access to an executive.
How to Gain Access to that Executive You Simply Must See - To learn more about this author, visit Kendra Lee's Website.
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To get in the door in new accounts at the executive level, you must first establish your value with the executive. There in lies the challenge. If you haven't spoken to the executive, how can you possibly establish value? Follow these three critical steps and you will demonstrate value in meeting with you and get your appointment.
1. Do your homework
Yes, we've all heard it before. Do research before placing the first call to get in the door. But it's what you are looking for that will give you the data you need to establish your value. Look for:
Possible business needs - what might be going on in their organization that could lead them to need your offering?
Top strategic initiatives - what initiatives is the company investing in? What would your target executive's responsibility be in achieving those initiatives and how can you help?
Find this information in all the places you have looked before: company web site, business information sites, on-line and printed periodicals, Google search on the executive's name, etc. Read for possible business needs or strategic initiatives you can discuss in your first call, then craft a message that demonstrates the value you will bring including:
The possible business need or strategic initiative you have identified
How you have helped other companies with similar needs or initiatives
Briefly, how you think you might be able to assist
Meeting request
2. Respect the Gatekeeper
Often you are lucky enough to reach a "gatekeeper" assistant taking the executive's calls. This "gatekeeper" is your ally in your efforts to schedule an appointment. Use your value proposition with him. This is the second step in establishing your credibility with the executive.
If the assistant believes you can provide value to the executive he will let you schedule time to speak with the executive. After using your value proposition, ask if it would be possible to schedule 20 minutes on the executive's calendar, acknowledging that you recognize the assistant will need to verify the meeting with the executive. At the same time, ask to leave a personal voicemail for the executive stating your value proposition and why you're on their schedule, allowing the executive to hear the value you can bring.
By sharing knowledge with gatekeepers, and affording them the respect they deserve, they can speed your efforts in meeting with executives.
3. Use Outlook as a Tool
Many executives do not have an assistant and you will reach voicemail when you call. Cold calling today requires an average of 9 calls before the contact will return your call. To speed the process, and demonstrate your professionalism, credibility, and value use Microsoft Outlook to schedule a 20-30 minute meeting with the executive. Many companies use Outlook, or understand an Outlook calendar request email.
In your initial voicemail, alert the executive that you will be sending two calendar invitation options "in the event that is an easier way to respond". If you have established your value and hit on possible business needs or a strategic initiative of importance, the executive will accept your invitation, or suggest an alternative time.
How do you get email addresses without a referral?
Ask the main receptionist
Check the company's website to see if it is listed
Check the company's website for clues to email formatting conventions and guess
By taking these three critical steps you can improve your odds of establishing the value required to gain access to an executive.
How to Gain Access to that Executive You Simply Must See - To learn more about this author, visit Kendra Lee's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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