One of the biggest challenges that sellers face is how to get the time of a C-Level prospect inside big companies - how to set an appointment with that VP or CxO that we know is the perfect prospect.
There are typically four channels available to achieve this:
All four methods work. It really depends on how the rep's company has setup their demand gen programs and how the rep wants to operate. Inside sales departments and appointment setting vendors specialize in providing the lead generation activity and the appointment setting expertise to identify, qualify and secure the meetings.
But what if the seller has to or wants to do the work on his own.
Here are a few tips from the experts:
Here's a dialog example that should clarify the above points.State your purpose, "I'm calling to see if we might get together to talk about..." Then state your benefit in a simple statement, "the ROI my company has been bringing to companies like yours..." Ask a leading question, "What is your company doing in this area right now?" Listen. Then ask for the meeting, "...interesting. I really believe a conversation could be valuable, especially given what you just told me. Are you available in the next couple days for a formal call?"
Don't get dragged into a rat hole If the prospect pushes you for a pitch, or asks a question that is more than a couple minute phone call can handle, reply with:"That's a good question, and yes we do (fill in the short answer), but to really address that topic it would take more than the few minutes you have here and I want to be respectful of your time. Would you be available in the next week or two for a short meeting?"
In Summary: Hello. Short pitch with value. Ask a leading questions. Ask for the meeting. Repeat. Good luck!
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