Whats the best why to contact executive level decision makers?

Question

I am working with a client on a joint venture that we need to present to large coporate level executives at internet service or software development firms and we need to get in touch with people that have "make it happen" power instead of going through the maze of go -betweens and secretaries.

Answer 1

Find out who they are first (the executives). Get their name, address, & phone number.

Talk with the gatekeeper - usually a secretary or security guard.

Send him or her a gift that relates to your company (promotional item) that clearly shows your business and your USP (unique selling proposition). Send it in a box or envelope that has dimensions - gifts sent in a box or dimensional envelope are opened up to 70% more than regular mailings.

Call after the gift has been sent and ask if they received it.

Introduce yourself - then ask for the appointment.

Keep at it - show persistence.

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Answer 2

There are effective ways to get thru the gatekeepers and get a few moments of attention.

One warning: your opportunity needs to truly be worth their time to look at, if it's "too small" or "handled by a mid manager" then you will be out and never get the chance again.

For example, if your deal is worth a million bucks annual revenue, and you're pitching to Google... you probably won't get Eric Schmidt's attention. He has bigger fish to fry.

The simplest model uses high-profile, "lumpy" mail or FedEx packages. The trick is to get attention, so you send large / expensive stuff. One guy sent an oar - yes, a real canoe paddle - to the CFO of Southwest Airlines. He used a marker to write the (brief) key message about being "up a creek" if they didn't listen to him for 5 minutes. He got the phone call and ultimately, the sale.

Another key is followup - but different than you think - don't just send something then leave endless voicemails. Start with a letter, then a FedEx that mentions the letter, I understand you're busy etc, then a lumpy FedEx with a cute small thing that refers to the other 2 messages, then a bigger thing, then a paddle, etc. They all have to be linked, so people realize they've been ignoring you and you're not going to stop until you get an answer.

Remember: once you get the honcho on the phone, you better have a real, tight, solid message or it's all a waste.

Good luck
Scott

Answer 3

Corporate structures, especially software companies, are designed to run interference so as not to waste the time of senior executives. If you have some time, you're best bet is by networking those individuals, OUTSIDE of that corporate structure. You need to research their personal hobbies, and especailly focus on any charity work they do. Your best bet is to then become active in that charity, before you know it you can be sitting onthe board of directors with the important person/people and you will get access.

I cannot stress enough how important it is to research the individual you are targeting.