Selling to the C-Suite: How Do I Get Started?

One of the most difficult things you can find yourself having to do is to connect with the CEO or any other senior level person in an organization.  Thinking you can use the same approach you use with others in a company is simply not going to work.

In my book, High-Profit Prospecting, I devote several chapters to this issue.

One approach I share in the book and when I’m working with sales teams is the power of sending an email on Saturday morning.  Senior level people in any company simply do not take time off on the weekend. They’re engaged just at a different level. The weekend is the time when they will spend more time digging into emails, reading and working on the business, rather than in the business.

Check out this video to learn some other insights as to how to reach the C-Suite:

 

Sending an email on a Saturday morning is a way to demonstrate to them you’re working too. When sending an email to a CEO, you do need to keep in mind several things:

First, don’t send a link or an attachment. They simply won’t open it, because they can’t verify 100% the source. Second, use bullet points to help convey your point faster and to keep it short. Third, if they do respond to your email, don’t wait until Monday to respond. Doing so means you’re just another salesperson. If they respond to your note on a Saturday, then you want to follow up with them on Saturday.

Yes, there’s an art to the process, and it would take me too long to explain all of the detail in a single blog post, so I suggest you buy the book to get the full details.

High Profit Prospecting
Copyright 2017, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.  

 

 

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