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Speaking with a high level corporate officer is next to impossible unless you are strategically positioned. Most people get rejected because they lack credibility in all the right places. For those that are fortunate enough to get the meeting, most are never able to get invited back. Here are some concepts to consider.
1. Ask for help! People you know, know people. If you ask, they will help connect you. However, frame your request specifically for what you want. You may have to ask more people, but you'll avoid random information from someone just trying to be helpful. For example, if I want to meet a Sales VP for a small or medium-sized company, I'd ask,
"Would you help me? Do you know any senior level sales executives in companies with business-to business sales over $100 million dollars that have over 20 sales people in their organization, etc.?"
Then, "Are you close enough to this person to introduce me, or do you know someone close enough that you could introduce me to so that I could ask for their help?"
2. Use your Golden Network. 99% of surveyed executives respond that if someone they trust from their staff makes the introduction, they will host a meeting. The reason can be as simple as "I think you should meet this person" and you will be seen or at least heard via phone.
Simply stated, your Golden Network is anyone you can call and say your name without mentioning your company and they will know who you are. You have developed credibility with them. These are the people that have benefited from working with you in the past and present. Unfortunately, you have pushed them to your subconscious and rarely thing about using them.
Make a list of these people in a targeted company and a list of people in your own company and outside both that have credibility in the targeted company. If you ask, these people will introduce you to the exec or someone along the path to the exec.
Your request for the introduction has to emphasize learning what's in it for the person you want to meet.
For example,
"I'd like to learn the expectations s/he has for me and our services so I can focus on delivering them."
Don't push what you have to offer or what you can do for this exec. Pull the perfect scenario.
3. Attain Credibility. This is your VIP pass to get anywhere. Use the credibility you have earned to get places and get others to transfer their credibility to you through introductions and referrals.
Credibility comes from respect, trust and results. Transferred credibility is very fragile. It is yours to lose the minute you open your mouth. Your opening statements must tell who you are and has to give the person a reason to continue with you. This powerful person is asking, "Why should I respect you?" Next, your behaviors will have to give the impression of sincerity and believability" Can I trust you or is this about you?" Finally, what you deliver will have to give this person what s/he wants. "What results did you provide?" Respect, trust and results move you up the pyramid from being able to meet to being used as a resource to enhance or protect his/her careers--something very-- important to the upper levels. If you fail with any of the three, you stay at the current level.
So your first words have to start earning credibility. Try something like, "This is who I am." (20 or less words)--the respect piece--"Now tell me about you, your situation and your company." (It's about him/her, not you) – the trust piece. "You said you wanted this, this, etc. Here is how I can deliver them to you."(Information s/he needs)-–the interim results.
4. Communications. The way you talk with (not to) high level people will determine your future. Ask questions to learn and understand what is of value and important to this senior manager.
"What is your vision of the perfect solution."
Then listen for critical words - risk, effort, value, and consequences. Clear up any ambiguities. Confirm what was said to be sure that s/he knows you understand. You can expose and entice a little if certain things weren't said, but don't try any convincing drills. Use,
"Have you considered this?" or "Are you aware that…?"
Don't ask interrogating, qualifying questions in the beginning--these are about you.
Target your presentations only to the issues s/he acknowledged and show you can deliver these values and minimize risk of failure better than your competition. If you miss the mark, your meeting will be short--no results, no credibility. You may choose not to present at that time. Say you want time to prepare something that really addresses what was said--builds respect and trust.
5. Follow Up. Getting invited back should be the goal of anyone trying to connect with high level people. This is when you start reaping the benefits. The only way back is if you deliver the results that reward the executive. It is personal. To insure success, know his/her measurement. This is how you will be judged. Just ask, "How will you measure success?"
Track results in that metric and report back to be sure that s/he is happy and you're associated with that satisfaction. If so, great. Ask for more business or referrals. If not, set a course together to correction. Always set the stage for follow-up or else you'll be stuck with subordinates.
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