By clearly understanding your unique ‘why’, you will have the required confidence to overcome any doubts or fears associated with active executive access. When calling on c-suite executives, intent matters.
If your intention is to sell them something, then you will probably be shut down. If your aim is to go over your current contact’s head without their support, then you probably won’t obtain an audience. If your intention is to educate the senior executive on your products and services, then you have a very low chance of securing time on their calendar. Even if your reason is to learn more about their organization, vision, or priorities, you most likely won’t make the ‘A’ list for a meeting.
You might be wondering at this point, what is left? Why would a c-suite executive want to meet with you? Well, to answer that question, you should consider what executives care about. Most executives care about:
The health, direction and reputation of their organizations
Their key initiatives
Risk or threats of any kind
Their manager (investors, board of directors, etc.)
The top and bottom lines
If you have a plan to form a mutually beneficial relationship around these areas, then you will be successful. You must make yourself irresistible to that executive. Executives are attracted to individuals who are thought leaders, resourceful, insightful, experts, interesting, accomplished, and successful; in short, individuals who can add value to them and their organizations. Executives are extremely deliberate and purposeful themselves and appreciate this quality in others.
Understanding ‘why’ c-suite executives want to meet with you is your first key to success in executive cultivation.
Get the Answers:
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