Question: What is the best way to secure an appointment with a top executive?
Answer: The very best way, whether it is an existing customer or a prospect, is to ask your day-to-day contact within the organization. (More)
Answer: The very best way, whether it is an existing customer or a prospect, is to ask your day-to-day contact within the organization. This step should occur early in your
sales process. Many people think that the risk associated with talking with your day-to-day contact about approaching their executives is too large. For example, will your contact
discourage your efforts, putting you in an awkward position to move forward? If you are confident in yourself and can explain the benefits to your day-to-day contact, then they will become
an ally. Some of the benefits to your current contact can include:
Endorsement and forward movement of their important project(s)
Access to company resources who can help them achieve their goals
Career enhancement opportunities through exposure
Recognition of their efforts, accomplishments and successes
A top leader will generally set aside their precious time if the request comes from inside their organization.
Note: During your meeting with the C-suite, be sure to say something nice about your contact who endorsed you and paved the way!