“Visual metaphors are an excellent device for breaking through because they express a key thought the executive may find valuable.” – Stu Heinecke in today’s Tip 389
How you break through to the C-Suite?
Join the conversation below and learn more about Stu!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Stu Heinecke, author of How to Get a Meeting with Anyone and Get the Meeting! Stu is a hall of fame-nominated marketer, one of the Wall Street Journal cartoonists and, as the American Marketing Association just said, the “Father of Contact Marketing.” Sales teams all over the world are using Contact Marketing to break through to their top prospects and accounts faster and far more effectively, so you’re going to want to lean in and give this a listen:
Stu Heinecke: Hi, I’m Stu Heinecke, author of How to Get a Meeting with Anyone and my new book, Get the Meeting. If you can’t get meetings you can’t sell. But breaking through to the C-Suite, and top prospects and accounts can often be challenging. So here’s my sales tip for the day:
C-suite executives are busy, so make sure when you reach out, you have something useful and relevant to say—which is definitely not a pitch. It’s best if you use an insightful way to deliver valuable insights. And don’t just call and say, “Hey I have an insight.”Because that’s definitely not gonna work. Find a clever way to deliver it and get their attention. Visual metaphors are an excellent device for breaking through because they express a key thought the executive may find valuable. Another device—one I use all the time because I’m also a Wall Street Journal cartoonist—is to send a cartoon. If they laugh, they’re getting my point. And it’s powerful. Whatever you do, leave the prospects thinking, “Wow, I love the way you think.” Do that and you’re sure to break through a lot more often.
Scott Ingram: As always you’ll find links to all things Stu Heinecke at DailySales.Tips/389 and if you’ve got a story to share on how you broke through to the C-Suite. Email Stu and I. The first ten people who do will get a signed copy of his latest book: Get the Meeting! You’ll find Stu’s email address and a link to his website where you can get a free preview of the book at DailySales.Tips/389
Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!