Thursday, April 30, 2015

The Best Place to Meet an Executive Buyer May NOT Be in the Office

The Best Place to Meet an Executive Buyer May NOT Be in the Office

Selling to an executive? Sometimes the best place to meet a C-Level buyer is not in their office with a scheduled appointment but more casually in a social venue. If you can put yourself in an environment where executives hang out, you might be lucky enough to have a chance to talk to them. This is not a standard part of executive sales training but you should consider the opportunity and be ready to take advantage of it.

This is how to pull it off:

  • Figure out where executives gather. Perhaps you can meet them at the golf course, a charity event, a favorite watering hole, or at dinner at the home of a mutual friend.

  • Be ready with a two-sentence elevator pitch, but deliver it in a strictly conversational way and only when given the invitation to tell “what you do.”

  • Know your target. Be sure you know what they look like so you can approach them with confidence. A compliment like “I recognize you from your picture,” may ease your introduction. Then make sure that you have done enough research about them, their company and their industry to ensure that your discussion focuses on what matters most to their personal and professional success.
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