Don’t Sweat It when it comes to strategies for Meeting and Connecting with CEO’s and Directors/Owners of potential ECA companies. Firstly, you need to:
Act like you belong! A CEO has limited time, don’t waste it, be bold, know your stuff, and be confident in what you are trying to market to them. They are CEO’s – remember they, in their own brilliance have achieved a level of rank that demands successful behavior, attitude and professionalism.
Provide value first! You need to open up your meeting/presentation with all the right facts with figures to back them up, a CEO will want to know what is in it for his company, and within a very short time of your meeting – don’t miss this window, as you will lose your limited opportunity window.
Do your research in advance! Make sure you arrive on time, and are well versed, prepared and above all else you have to talk the talk and know you your objectives for any question or eventuality that may arise. A CEO will not entertain a call back if you are unsure of your own objectives and what you are marketing.
The trick here is the gatekeeper. You need to find that person in that company you are targeting. Most will have at least one and familiarity is paramount. Now a gatekeeper is your key person into that company – your lead, this is vital to meeting the right people in the company whom you can win over, they will then become your driving force and your success rate of signing them up as an ECA will improve beyond your expectations. Often, the CEO is bound by a board of directors and cannot make the decision you need alone. Always bear that in mind! Sometimes, starting with one of the marketing team members may be your best route and foot in the door.
So you have to do some homework:
Actions:
- List all the questions you need to ask and all information you need to get
- List all the people in their hierarchy who can answer most of the questions
- Narrow your questions to very few but highly relevant to their level
My top suggested questions:
1. If there is one thing you want to change in your corporate or business process. What would that be?
2. What are some of the secrets for reaching where you are now?
3. What are the major changes you are expecting in the trends of your industry?
4. To which new horizons are you willing to take your business?
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Don’t Sweat It when it comes to strategies for Meeting and Connecting with CEO’s and Directors/Owners of potential ECA companies. Firstly, you need to:
Act like you belong! A CEO has limited time, don’t waste it, be bold, know your stuff, and be confident in what you are trying to market to them. They are CEO’s – remember they, in their own brilliance have achieved a level of rank that demands successful behavior, attitude and professionalism.
Provide value first!
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