This is how I get a “green light” and referrals:
1. Contact the executive’s support person.
2. Acknowledge that you haven’t spoken before & offer to send an executive briefing by email.
3. Call back a week later and ask to arrange a 45-minute telephone conversation, even if you’re in the same city.
4. An optimum outcome from that conversation is being sent to a member of their team.
This is called getting a “green light” referral.
Try the approach; challenge us.
Sales focuses on getting a yes/no answer to “are you ready to buy?” in each interaction. Sales also assumes that if you get to the “top” or the “right person”, a deal can be done.
Major account development takes into account the fact that there are multiple stakeholders in decisions and each stakeholder group has a different view of the business challenge.
The route to multiple assignments (and a dependable revenue stream) is becoming a preferred vendor enterprise-wide. This means that any department or business unit in the enterprise can retain your firm since all required documentation as a vendor has been satisfied.
