One of my firm’s most popular offerings is our strategic outbound communications services. In a nutshell, what we do is connect our clients prospects by making outbound calls on their behalf and then setting up appointments for them. But, I’m not hear to sell you that service, I am hear to let you know what it takes to reach c-suite executives.
The long and short of it is – persistence. But, it’s not the same kind of persistence you might be thinking of, such as making a 1000 calls to reach them. That type of persistence is called telemarketing and it’s reserved for the peddlers of the world.
What is required is a razor sharp message, an ability to research relevant information, having proper pacing and tone when speaking and knowing when to “hold ‘em, knowing when to fold ‘em, knowing when to walk away and knowing when to run” and most of all – you must be STRATEGICALLY persistent.
Being strategically persistent is the absolute key, just as Herbert True, a marketing specialist at Notre Dame University, found:
- 44% of all sales people quit trying after the first call
- 24% quit after the second call
- 14% quit after the third call
- 12% quit trying to sell to their prospect after the fourth call
This means that 94% of all sales people quit after the fourth call. But 60% of all sales are made after the fourth call!
I wish you all the success in the world, now go out and BE the difference!
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