I actually starting writing this for our other blog, the B2B Sales Lounge. But it is such an important article, we decided to use it here too.
In my opinion, this is one of the top challenges facing salespeople today. Let’s say you are give a handful of major account to crack. Let’s say IBM is on your list. If so, this might be the man with whom you need to meet. (This is the real guy. by the way. I lo0ked him up.)
Senior Vice President, Marketing and Communications
IBM
How do you get a meeting with Jon? Certainly, picking up the phone and cold calling have virtually no chance of success. A busy executive never meets with a total stranger. But you need this meeting. So what can you do?
What we recommend is that you patiently and gently earn his trust before you contact him. Here are 8 things you can do to gently connect with him and begin to earn his trust.
- Does he write a blog? If so, post a comment.
- Is he on Twitter? Follow him. Learn what he tweets.
- What do you have in common? Schools, employers, residence, church, etc.
- Send him an interesting article with a hand written note.
- Follow IBM on Linkedin
- Follow IBM on Facebook
- Attend an event at which he is speaking
- If you do call, be very, very gentle. You are not selling. Bond with his assistant and be very patient.
The key is to be patient, customer focused and gentle. Over time, you earn trust.
What do you think? Do you have other suggestions – we’d love to hear them. And we love to read your comments and invite you to share this on social networks.
