How can you engage senior executives in your relationship building with clients?

1 Understand their goals

Before you approach a senior executive, do your homework and find out what their strategic objectives, pain points, and priorities are. This will help you tailor your communication, offer relevant solutions, and demonstrate your understanding of their business. You can use various sources of information, such as their website, social media, annual reports, industry publications, or mutual contacts, to gain insights into their goals.

2 Communicate effectively

When you communicate with a senior executive, be clear, concise, and confident. Avoid jargon, fluff, and filler words, and focus on the key messages and benefits you want to convey. Use data, evidence, and stories to support your points, and show how your offer aligns with their goals. Be prepared to answer questions, address objections, and provide references or testimonials if needed.

4 Build rapport

To build a lasting relationship with a senior executive, you need to go beyond the transactional level and connect with them on a personal level. You can do this by showing interest in their background, interests, hobbies, or passions, and by finding common ground or shared values. You can also use humor, compliments, or gratitude to create a positive impression and show appreciation. However, be careful not to be too intrusive, familiar, or flattering, and respect their boundaries and preferences.

5 Seek feedback

Another way to engage a senior executive is to seek their feedback and input on your work, performance, or ideas. This will show that you value their opinion, respect their expertise, and want to improve. You can ask for feedback in various ways, such as during meetings, calls, emails, surveys, or reviews. When you receive feedback, thank them, acknowledge their points, and act on them if appropriate.

6 Nurture the relationship

Finally, to maintain and strengthen your relationship with a senior executive, you need to nurture it over time. You can do this by staying in touch regularly, providing updates, celebrating achievements, offering support, or sending personalized messages. You can also look for opportunities to meet them face-to-face, such as at events, conferences, or workshops, or invite them for a coffee, lunch, or dinner. However, be mindful of their schedule and availability, and don't be too pushy or needy.