Tips For Selling To The Seniors
No, we’re not talking about pensioners. Why is it that even the most confident and experienced pitcher can still be intimidated selling to top execs? It’s probably the same reason that the most talented sports players are nervous around coaches - R.E.S.P.E.C.T (thanks, Aretha).
Don’t get the sales scaries before a meeting with the C-whatever-O. With these tips, you’ll leave them like this👇
Pitching to senior decision-makers in recruitment can be daunting, but with the right approach, it’s so worth it. Here are some tips to help you make a great impression and get your message across effectively…
Do your homework 📚
Before you even start crafting your pitch, make sure you know everything there is to know about the company and the person you'll be speaking with. Understand their pain points, goals and objectives, and tailor your pitch accordingly.
Cut to the chase ✂️
CXOs are busy bees, so essential questions only! The biggest mistake when pitching to senior decision-makers is spending too much time on discovery. Asking too many questions will decrease your win rate. So by doing your research ahead of time and keeping things concise and clear, you’re giving yourself more time to talk about the good stuff (your product/service). For discovery, make sure you’re asking questions only the person you’re pitching to can answer.
Show, don’t tell 🤫
Instead of just talking about how great your product or service is, give them examples and proof. Use case studies, testimonials, and data to back up your claims and make it more tangible. Figures are your friend, so make sure you know them to support your claims.
K.I.S.S (Keep it simple, stupid) 😘
Some people think it makes them sound better when you throw in fancy jargon, but you’re best keeping it easy to understand and in plain language. You might be a specialist in your field, but it’s likely they aren’t, so scrap the technical terms.
Don’t be surprised if they shout “OBBBJECTION your Honour”. We’re joking, but that would be fun. You are likely to encounter some type of protest and it should be welcomed. After all, with the proper preparation, it’s just another opportunity to impress them!
Don’t be a stranger 🤝
Follow up by thanking them for their time and see if they have any questions or concerns. This will show that you’re engaged and keen to work with them and that you’re available to help them make a decision.
And if you really want to stand out, video messaging is more likely to be viewed and responded to. Luckily, we have something to help with that - check out Capture!
Pitching to senior decision-makers in recruitment can be a blast if you're prepared and confident. Remember to be yourself, and have fun with it! You got this!