Strategies For Approaching C-Level Executives.

Strategies For Approaching C-Level Executives.

The C-Level executives or CxOs are the ultimate decision-makers in a company. However, connecting and interesting with them is a challenge. A 2012 survey from Harvard Business Review reported that quite 90 percent of C-suite executives never respond to email blasts or phone calls.

Meanwhile, utilizing automation in your data strategy are often the holy grail in winning over the executives. consistent with the State of Multichannel Marketing report conducted by PFL and Demand Metric, triggering messages that supported the specific needs of the CxO in a targeted account is the most effective approach. 

In other words, you'll reach and engage them by delivering personalized touchpoints at the right time in the right channel with the right technology.

Here are 5 strategies how you'll win over the C-level executives:

Define Your Target

We can never stress enough that the secret to getting your perfect future customer is to clearly define who your target is. it's more true when you’re dealing with C-level executives - it is not the quantity, but the standard .

Identify the proper people in your target accounts. Create a database with contacts for all the proper personas in each purchasing committee. to make sure that you target the right CxO, you've got to understand your target’s rank, organizational dynamics, and influence patterns. 

Having that information enables you to seek out the executive that can receive the highest value from your product. ensure you have verified the industry, size, and site of your target account.

Don’t Forget to interact the Gatekeepers

After you identify the proper executive to target, know their entire team to offer you a better chance. In B2B sales, the gatekeepers are those that research and evaluate prospective investments and purchases. The executives trust their opinions and decisions. Thus, it is sensible to target them as well.

Start by building a relationship together with your target. If you've got built a relationship with them through previous campaigns, strengthen that. If not, find a standard ground to build on. Having a relationship with all the key players within the organization helps you shut the deal much faster.

Conduct an In-Depth Research

CxOs are more curious about the commercial value and insight they can get from a product or service. Thus, you would like to show them how your service or product can help them solve their pain points. Factors which will influence their buying decision include:

• How well you recognize and understand the industry

• How well you recognize and understand their business concerns

• Insights and concepts to help them grow their business

• Return of investment and efficiency

To get this information, detailed and thorough research is important . Here are a number of the things to focus on during your research:

• CxO’s priorities

• Their business priorities

• Their pain points, concerns, and challenges

• Their industry, various drivers (i.e financial and operational), competitive dynamics, etc.\

• Trends that affect their decision

• Trends that affect the company’s position within the global market

When reaching bent CxOs, generic demand generation tools aren't enough. Whether it's B2B or B2C sales, human-to-human interaction remains the best way to convey the value of your product. which means creating a multi-channel strategy that uses:

• Emails

• Events

• Social media ads

• Online advertising

• Direct mails

• Web personalization

• Phone calls

Reaching and interesting CxOs require a team effort. If you would like to successfully do that, assign the proper people to the right tasks. You may need to combine different methods and tools to connect to them.

Social media ads or phone calls aren't enough to engage CxOs. Again, return to point 3 - thorough research will tell you what channel works best to engage your target persona.

Create a customized Content Strategy

Focus on the value proposition and stay relevant to your targets. Use the insight you bought from your research and create a personalized content strategy that is relevant to their role. An ITSMA research revealed that “75 percent of executives will read unsolicited marketing materials that contain ideas which may be relevant to their business.”

Conclusion

Follow the ideas we gave to successfully connect and engage CxOs. If you would like further assistance to target and capture the C-suit, get in-tuned with us today and schedule a strategy session with our team of experts.