Articles

Search by keywords:
Search resources by: Competency
Content Format
All

MEMBERSHIP UNLOCKS OVER 2,000 TOOLS, RESOURCES & MORE!

Not a member? Sample unlocked content here.

Sales Strategy
10 Effective Ways To Prospect Up To Senior Ranks
Jul 21, 2016 | Mark Hunter lock

1. Give Your Best Impression To All Levels Of Contact
Treat them the same way you would treat the senior level person that you are ultimately trying to reach. The same rule applies when it comes to asking your questions- ask the same kind of questions you would be asking the senior executive.

Many times, the gatekeeper is the one who in the end will determine whether you merit time on the senior level person’s calendar.

2. Make Your Call Between 58 min After The Hour And 2 min Past The Hour
Most senior level people are in meetings all day and the only time they might have a chance to be free is immediately following or just before a meeting.

3. Don't Include Attachments Or Links In The Email
Senior level people are extremely skeptical of opening any email attachments, much more so than others. Don’t give them any more of a reason to ignore you.

4. Condense Your Email Content For SmartphonesThe last thing a senior level person is going to do is waste valuable time at their desk going through emails. Email is an activity they do on the move.

5. Avoid Using Technical Terms
Using technical jargon and talking specs, performance, etc. will get you shuttled off to another department quickly. Senior level people don’t deal with technical data and the last thing they want to be is to be embarrassed for not understanding the conversation.

6. Leverage Your LinkedIn
The CEO isn’t going to be on LinkedIn, but their gatekeeper most likely is. The gatekeeper and others in the company will check your profile during the vetting process to see if you even deserve time with the CEO.

7. Move Your Communication To The Weekend
Senior level people do not take weekends off. They engage in their jobs 24/7. Many times the best way to reach them is with a timely weekend email that shares briefly one strategic insight and question.

Just remember if you do this, you too need to be monitoring your email all weekend. If they respond on a Saturday and you don’t respond until Monday, you’ll be seen as not being part of the “C-Suite Club.”

8. Your Network Matters
The higher up you go in an organization, the more isolated you become to others. The world of the C-Suite is a protected safe zone meant to keep people from harm. This means they need to see you as one of them before they will let you in, and the best way to do this is via someone else in your network who can help open the door.

9. Associate Yourself With Academia And Cultural/Community Organizations.
Senior level people are engaged in their community on one level or another. It might be a university they attended, a passion for the arts or a commitment to a major cause. Naturally, they are more likely to trust someone they see in these same circles.

10. Reaching Up Will Be Longer Than You Expect
Reaching the senior level person may take 10 or 20 attempts, but don’t feel the first 9 or 19 are a waste. Each attempt is laying the groundwork, demonstrating you are committed. The one thing to remember is each contact must contain a different message and a different purpose. Repetition of contacting is good, just as long as the message itself is not repetitive.

To gain more great insights along these same lines, you would benefit tremendously by attending the Customer Acquisition Symposium on November 13th, 2016. Go to this link to find out more and register!

I will be speaking at the symposium; along with 5 other thought leaders who are ready to give you practical insights you can start using immediately! Hope to see you there!

Originally posted on: http://thesaleshunter.com/10-ways-to-prospect-effectively-with-senior-level-people/


About the Author: 
Mark-Hunter-Keynote-SpeakerMark Hunter, The Sales Hunter, is author of “High-Profit Selling: Win the Sale Without Compromising on Price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales.

Recommended Reading:
Be the Sales Manager Your Team Needs
6 Secrets to a Successful Sales Meeting

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

About the author:

Related Resources