How to Attract Executive Level Prospects

Struggling to attract prospects? Need to increase the size of your pipeline? How can you stand out in all the noise?

With so many disruptive, addictive technologies such as Email, IM, RSS and Cell Phones prospects are distracted like never before—and chances are, so are you!

So what can you do?

Key Tip: If you provide something of value to prospects, they will give you their respect, loyalty, time AND ultimately their business.

Consider the facts. Studies show that execs value Business Briefings (aka White Papers) most—more than case studies, product literature, articles from industry journalists, analyst reports, company websites, webcasts, blogs, online video and podcasts.

Chances are you or your company has knowledge that people find valuable or you wouldn't be in business. One thing is for sure - executives hate to be sold. They want to be in control and make their own decisions to buy. They view themselves a thought leaders and and love to have "trusted advisors" (like you) nearby that they can count. So if you give away some of that proprietary, hard-earned insight in the form of a business briefing or ebook, you actually can propel yourself to a position of thought leader/trusted advisor and attract opportunity. This may seem counterintuitive but it works.

Of course there is a right way and a wrong way to do this… What's the right way? Give your readers plenty of sample content before they are asked to trade their personal contact information for access. So many web sites ask for detailed information and loose valuable leads. Make this an interactive, engaging process that gives more value than you get and they will come in droves.

This idea comes from the video game market. Remember playing video game demos that provided you access to the first two levels? The same strategy can be applied to free business briefings.When your registration form finally appears, this is the prime opportunity to ask readers if they want to join your email opt-in list, in addition to receiving the briefing. Try it and you'll see.

Comments

[Janet Mellos]

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[Janet Smith]

I recently used AcquireLists to append emails to my 100,000 IT contacts and they were able to provide me with an average of 75,000 emails appended. I executed an email campaign targetting 75K emails and the result was astonishing. I got 1050% ROI. I have plans to use AcquireLists for my entire 1 million data base appending. If you would like to know more about AcquireLists please click on the below link

http://www.acquirelists.com/emailappending-acq.htm

[chris alonso]

yes but does it work?

[seo company]

I read this topic....I would like to tell you keep working on this article

[coach sale]

Spend time offering assistance to those who are less fortunate than you, so that you may gain perspective.

[Outsourcing Providers Philippines]

I think this post is brilliant. I completely agree with many of the points that has been raised in this article. The real problem in business world or prospecting is that our contacts do not know us as a company. Even if they have a need, they do not know we are there and they really should be talking to us. They are sitting back ignoring what should be fixed, or turning to Internet searches and their network to look for solutions.

[KPO]

Excellent post! So, what you need to do instead of pitching your opportunity to your prospects, is to sell them inexpensive or give away free information that shows how to solve problems - how to drill that "hole." If you can show them how to make that "hole", your prospects will come to the conclusion on their own without you pounding hard on them that they need a drill from you. Why? Because you gave them free knowledge or inexpensive information on how to accomplish their goal, and therefore earning their trust in you. This is one of the main principles that will allow you to become magnetic and attract your prospects to come to you, instead of you chasing after them.

Julienne

[Kyla Jane]

One way of making a client trust you starts with good communication skills from the endorser, why would the client trust you if they feel uncomfortable talking with you? They sometimes misjudge you as a "no good" or a "non-sense" guy because of the way you talk. And for the contact problem, you don't need to make your customers call you, you have the responsibility of calling them back and following up their needs, however if they haven't received a call from you, then you would want to call them.

[Telemarketing]

Great tips! It may be quite easy to gather leads or prospects but converting them to actual clients is a little tricky. Bombarding executives with "sales talk" is not the right way to go as well.

[Telemarketing Services]

I agree! The keyword here is value. Don't just provide your customers with technical information about your product. Give them what they want -- the benefits and the value they will get from it.

[designer bags]

Good work,hope your blog be better!I just want to make a blog like this!

[Offshore Team]

Hey, that is really an awesome post, and a nice stuff to help out the beginner or the person who is before only in Lead Generation fields.

I am so much glad and thankful to you that i came to know about such stuff.

Thanks:)