“To get a response from a CEO is to keep it brief, reach out when they’re working, mention something about themselves as well as something about yourself and how you can help with their strategic priorities.” – Andrew Barbuto in today’s Tip 1811
How do you get in touch with CEOs?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast, and I’m your host, Scott Ingram. Today’s tip comes from Andrew Barbuto. Andrew is a seasoned digital media sales professional with a proven track record of winning new business and building long-term customer relationships. Over the last 8 years, he has been a top-producing salesperson at two leading digital media companies, closing hundreds of services and software deals to agencies and advertisers worth over $250 million in revenue. Here he is:
Andrew Barbuto: Today, we’re going to be diving into a crucial topic of how to get a response from CEOs in just three easy steps. We all know how tough it is to get a response from a CEO and catch their attention. They’re extremely busy, have a million different responsibilities going on simultaneously. What they’re going to have to do is prioritize the tests that are most impactful for their business.
In this video, what I’ll do is I’ll show you three steps that you can take to increase your chance of getting noticed, receiving a response, and setting up time with the first one that we’re going to cover today is to schedule very early and late afternoon messages. CEOs often start their days very early in the morning to get a head start before all of the other tasks come in. It’s not unusual for them to start before 8 AM and work until 7 PM or even later. To increase your chance of getting noticed, either schedule your emails to be sent out the first day in the morning, so you’re sitting at the top of their inbox when they log in, or reach out in evenings and when they’re less likely to be bombarded with different tests, so things like Friday afternoons or even sometimes the weekends. Mix up the channels of the sequences that you’re using to reach out. So reach out via LinkedIn, reach out via email, give them a call to increase your chance of getting noticed.
The second step that we’re going to cover here today is to keep your message brief and mention something that you found out about themselves. You want to make sure that you are increasing your credibility by mentioning something that you found out about them online using some research. CEOs they have great pride in the success of their company since that is their main priority and main responsibility. Show them that you did your homework by referencing an article about a new product launch, a relevant news story that they’re mentioned in, an achievement that you found on their company. When you notice something about them online and it’s off hours, what I’ll typically do is send it to my inbox so that the next time I’m working, I can use that to reach out to them. I’ll send them a congratulatory note if they’ve won an award or they’ve been listed on something as top fast-growing companies. That has been very effective for me getting responses.
Always personalize your emails when you’re reaching out to CEOs. For example, you might say something like, I noticed your recent initiative on… And you could mention a topic that you noticed. And then what you’ll do is you’ll just send a quick note about how your company could help with whatever that priority is. That brings me to my next step, which is use your research to tie your offering to something that you know is their strategic initiative or a key priority of theirs. Clearly articulate how you’re going to be able to help provide value based on something that you found is important to them. Focus on the value and make sure that it’s aligning with their key goals. For example, I saw that sales growth is a priority of yours. We’ve helped companies that are similar to yours increase their sales by as much as 20% in their first quarter.
I’d love to discuss how we can help you with achieving your sales goals. CEOs, ultimately, their goal is to grow their companies, become more efficient, differentiate, and succeed into the future. If you can show that there’s a chance that you can help with that, they’ll see it as their duty to help explore what that is or put you in touch with the person that is responsible for making those buying decisions.
To recap, three easy steps to get a response from a CEO is to keep it brief, reach out when they’re working, mention something about themselves as well as something about yourself and how you can help with their strategic priorities. If you could show them that you’re able to help in a few words possible, and you reach out when they’re working and there’s not a whole bunch in their inbox, then you’ll have the best chance possible of getting a response and ultimately setting up an important meeting.
Scott Ingram: To learn more about Andrew, join the waitlist for his book, and receive a script to secure next steps in meetings, just click over to DailySales.Tips/1811. Once you’ve done that, be sure to come back here for another great sales tip. Thanks for listening!