Influencing the Influencers

Frequently, emerging leaders and star performers in business development roles ask me a simple question: "How do I create a lasting impact when speaking with CXOs / decision-makers?" While the question sounds simple, the answer requires work before, during and after the meeting. A few thoughts on this topic:

1.Invest time in pre-meeting research & strategy: Most CXO’s have astute minds and are looking for people who can spar with them intellectually. While the word homework brings back unpleasant memories of school days, it’s worth doing your homework before meeting decision-makers. Research on their personal interests, recent awards they’ve won, forums / committees they are spearheading for industry bodies, their education and work profile on LinkedIn & company websites.?Be prepared to discuss your product at both micro and macro levels, as CXO’s are adept at moving from one to the other smoothly. Prepare the data points for discussions which will go back and forth on how your product / service will address their business problem. Pepper your pitch with anecdotes and explanations, backing it with a strong facts and data. As CXO’s are difficult to reach, request for a meeting via a formal introduction from a common business partner or a well-known ‘connector’.

2. Personal Brand: During the meeting, focus on leaving a powerful impression by building on your personal brand - dress as per industry & job standards, address decision-makers appropriately and display the highest level of professionalism.

3. Focus on their challenges: CXO’s are constantly scouting for new ideas, cutting-edge solutions and industry information, before their competitors can get their hands on them. They’re constantly looking for products / services which can address their biggest challenges i.e. profitability, employee retention, productivity and creating wealth for their stakeholders.

4. Speak in bullet points: Time is the most precious commodity in today’s world. Start the meeting with small talk, transition smoothly to business talk and wrap-up with small talk. Introduce the objective for the meeting and explain how you will reach the conclusion. Try to connect on issues of common interest, display good listening skills, speak with clarity. Crispness in communication is critical as several higher-level executives are short on both time and patience.

5. Presenting Data: As time is their most precious commodity, present data in an easy to read format. CXO’s have less time to go through lengthy documents or multiple slides. Its best you carry the slides with you and use them to back your pitch as the focus should be on conversation.

6. Frame a couple of intelligent questions: CXOs are impressed by people who have researched and ask them questions which are relevant to their business. At the end of the meeting if they offer you an opportunity to discuss more with a casual “do you have anything more to say?”, confidently ask "If time permits, I would like to ask you a couple of questions”. Now, ask the questions you has framed during your research for this meeting.

7. Handle feedback: Listen to critiques of your idea and accept them with good cheer. Never act defensive as accepting criticism displays executive maturity while lashing out may signal the end of your pitch.

8. Exit gracefully: ?This is important even if your project remains under review, or is rejected entirely. Be professional, accept their decision gracefully and exit in a way that you can always find a way back.

9. Follow-up: Stay in touch after the meeting by occasionally sending relevant information or cutting-edge research giving you an edge over your competitors. Also, this ensures that when it’s time for decision-making, your name will enjoy the highest recall in the CXO’s mind.?

Read more on Executive Presence in my business best-seller : https://www.amazon.in/Books-Shital-Kakkar-Mehra/s?rh=n%3A976389031%2Cp_27%3AShital+Kakkar+Mehra