How can you best engage and influence Senior Executives?
I like to use an acronym of the word CARE when advising my clients on how to engage and influence Senior Executives. This is also a great approach when dealing with stakeholder management.
So, here is my bitesize guide on how to be successful when influencing.
Hope isn't a strategy. If you want people to buy from you, you need to be seen as an expert in your field. Aswell as a highly credible and authoritive individual in your area of expertise.
One of the most common errors made from both Sales and Procurement professionals is to try and sell solutions and problems before they actually understand the need. You must consult, listen intently and identify needs and pain points. Do this by asking a lot of probing questions before proposing your services as a solution.
People soon forget what you said but do not forget how you made them feel. Be responsive, wow your stakeholders to encourage them to go the extra mile. In the long run this this will ensure your employees feel valued and are proud to advocate the brand.
Once you have advocates your future selling becomes so much easier....nothing is more powerful than an endorsement or referral from one key customer to another.
(Read more on '5 Ways Treat Your Employees Like Your Best Customers')
Do what you say you are going to do and execute with care and precision. It is crucial to care about stakeholders, care about results, and care about your own personal brand and the profession.
What are your thoughts on this? And most importantly, how do ensure your Senior Executives stayed engaged? I'd be keen to hear your thoughts below!