Win New Clients: C-Level Entry
Win New Clients: C-Level Entry
The job of the Alpha animal is to keep out intruders.
Nevertheless, it is crucial that you win the attention of the C-level executive if you are to become a preferred vendor because:
Even though C-level executives seldom make a decision on their own, they have authority for resource allocation
The C-level executive who sees merit in your offering will often be willing to refer you to their direct report(s) who are responsible for finding solutions.
Being referred is exactly where you want to be: you now have a champion. However, you will still need to pass scrutiny with all others involved in the decision.
The C-level executive has discretionary budget for critical initiatives. Aiming your offering at these initiatives gives you a leg up.
Discretionary budgets across several lines of business may be pooled for a pilot project: a great enterprise-wide entree
CM Associates’ outreach campaigns are conducted via phone and email. Thus, small and mid-sized firms can extend their geographic reach without the cost of travel and in-person meetings.
Another secret to engaging C-level executives involves using a permission-based approach to book initial conversations.
Enroll the assistant who manages the calendars rather than trying to barge in at that very moment
Equip the assistant by sending materials BEFORE asking for an appointment
Advance materials pre-empt all the usual objections for keeping the door closed
A digital “story” answers in advance the questions one is usually asked:
“Who are you?”
“Do you have any credibility in our industry?”
“Do I know any of your clients?”
“Have you helped them solve a business problem I am worrying about?”
Proceeding with permission means each step in the process is agreed to before asking for an appointment.
When an email address is provided by the assistant, this is an agreement to consider your advance materials.
After reviewing advance materials, the executive either agrees to a 45-minute phone appointment, or sends you to their direct report(s)
Great! The C-level executive’s direct report is now a “warm” entry point.
There is also a strong possibility that the business problem your offer targets is something this executive has been tasked with.
ASK US: “What percentage of the time does a C-level executive agree to a phone appointment?”
cmassociates@sympatico.ca
ASK US: “What percentage of the time does a C-level executive refer you to their direct report?”
cmassociates@sympatico.ca
Win New Clients CLevel Entry - To learn more about this author, visit Catherine McQuaid's Website.
Like this article? Share it with your friends
2. C-Level Entry
The job of the Alpha animal is to keep out intruders.
Nevertheless, it is crucial that you win the attention of the C-level executive if you are to become a preferred vendor because:
Even though C-level executives seldom make a decision on their own, they have authority for resource allocation
The C-level executive who sees merit in your offering will often be willing to refer you to their direct report(s) who are responsible for finding solutions.
Being referred is exactly where you want to be: you now have a champion. However, you will still need to pass scrutiny with all others involved in the decision.
The C-level executive has discretionary budget for critical initiatives. Aiming your offering at these initiatives gives you a leg up.
Discretionary budgets across several lines of business may be pooled for a pilot project: a great enterprise-wide entree
CM Associates’ outreach campaigns are conducted via phone and email. Thus, small and mid-sized firms can extend their geographic reach without the cost of travel and in-person meetings.
Another secret to engaging C-level executives involves using a permission-based approach to book initial conversations.
Enroll the assistant who manages the calendars rather than trying to barge in at that very moment
Equip the assistant by sending materials BEFORE asking for an appointment
Advance materials pre-empt all the usual objections for keeping the door closed
A digital “story” answers in advance the questions one is usually asked:
“Who are you?”
“Do you have any credibility in our industry?”
“Do I know any of your clients?”
“Have you helped them solve a business problem I am worrying about?”
Proceeding with permission means each step in the process is agreed to before asking for an appointment.
When an email address is provided by the assistant, this is an agreement to consider your advance materials.
After reviewing advance materials, the executive either agrees to a 45-minute phone appointment, or sends you to their direct report(s)
Great! The C-level executive’s direct report is now a “warm” entry point.
There is also a strong possibility that the business problem your offer targets is something this executive has been tasked with.
ASK US: “What percentage of the time does a C-level executive agree to a phone appointment?”
cmassociates@sympatico.ca
ASK US: “What percentage of the time does a C-level executive refer you to their direct report?”
cmassociates@sympatico.ca
Win New Clients CLevel Entry - To learn more about this author, visit Catherine McQuaid's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
|||
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 |
|||
Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
|||
John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
|||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Catherine's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Put Yourself Into the Top 3% Leadership Training Hospitals Funding Worksheet Sample Press Release Business vs Personal |
|
 | ||
 |
Top 50 Business Plans
Top Business Plan Blogs | |
 |
Top 50 SEO Posts - 2007
Top SEO Posts of the Year | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||||
| ||||||||||||
|
|
||||||||||||