| Don’t ASS-U-ME that the founder or CEO is a man. More women are starting home-based startups and leading corporations because awareness is better that this an under-recognized issue. |
Major accounts sales tip for selling to executives, particularly CEO~
Sales to executives is a whole different kettle of fish: THINK numbers if you’re meeting/have audience with a CEO=Chief Executive Officer | Chairman of the Board + keep your meeting request including any PowerPoint presentations to 20 minutes with Q&A at the end = Practice practice practice doing your presentation in front of audience of colleagues who can constructively give feedback. Even if you don’t make it to Q&A you HAVE to ask PERMISSION to extend time allotment or reschedule to continue the conversation – that allows them the chance to absorb your initial presentation and come up with questions as it would apply to their company
Always send a thank you note: or two
1) Email recapping what you told them, any comments or feedback — take a colleague or manager on the call (no more than one other for total of 2) to write notes and itemize NEXT ACTIONS by BOTH parties in the meeting (who agreed to do what) – reiterate what your next appointment will cover – ask for their input and edits or additions; 2) anyone else that may be needed to attend the meeting (i.e. Marketing Executive/Ops) to allow the CEO to get their input and evaluation extra set of eyes and ears and opportunity identifier.
2) send a handwritten card thank you note – it can be generic but better if you have cards printed with logo and your contact details – like a postcard or put in an envelope with a stamp and your own handwriting with Personal&Confidential on seal side. Here, you make a social comment like – have a great vacation, day on the golf course, board meeting, union sit in – you get my point?
Before each meeting, you send an agenda beforehand, with time length beside it – to show that you are only going to take the 20 minutes allotted. Ask for confirmation of agenda and whether they have anything to add, or people to add. If they say they want to invite one of their executives, offer to send an email, coordinating event with the CEO copied in. That is called leveraged selling in my book (don’t know if there is such a term in sales?)
When you end the 2nd meeting with a more gelled action plan from both sides, again you follow up the meeting with notes, next steps, action owner, timeframe and again confirm the follow up timeline – 90 days on the third Friday in January, for example — giving both parties plenty of time to gather needs or cultivate services or proposal with estimate, costs and timelines. Or topics that were tabled for the sake of time.
When you fail to plan
You plan to fail
Will source who said this – or you can comment and let me know
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