Why the C-Suite are Vital to Your Success
Build your relationships before you need them
Did you know CEO's spend only 16% of their time with business partners?
That's a tiny 10 hours a week they have to share with customers, bankers, investors, consultants, lawyers, PR firms ... and suppliers, like you.
How do you meet someone who doesn't have time to meet?
Opportunities to engage and connect with the C-Suite will not come your way unless you make them happen.
How do you get in front of the C-suite?
What it takes to earn a place at the table
The secret is to grow your industry knowledge, your authority and expertise.
Not your industry, your clients.
Where most of us go wrong is being subject matter experts on our own solutions but neglecting to learn about our clients' challenges.
Ask yourself these questions about one of your most important clients:
- What industry are they in?
- Who are their competitors?
- How do they differentiate themselves?
- What is your clients' organisational structure?
- What are the C-level roles exist and who fill them?
- How are the C-level measured?
- What KPI's and metrics are important to them?
- What issues are they facing?
- What difficulties might they encounter in achieving their targets?
- What emerging trends will impact their business?
Do you know the answers to these questions?
Until you do, it will be impossible for you to have a compelling conversation with the C-suite because you don't understand them or how your solution can help.
Fail to plan, plan to fail
How will you use your new found knowledge? You need to bring it all together into two distinct plans:
- an engagement plan where you'll connect and interact with the C-level executive. Here you'll earn trust and credibility and benefit from a warm introduction when it comes time to meet.
- a strategic plan to identify an opportunity that aligns your solution with a problem the C-level executive needs solved.
Pitch perfect
There are tricks to craft a compelling pitch that secures you those all-important first and second meetings. In this course, I'll teach you how to make yours irresistible.
You'll also learn how to leverage your networks to fine-tune your pitch and to get a recommendation that introduces you to the C-level executive you want to meet.
I'll also teach meeting best practices and what you must not do if you want to earn trust and credibility during that initial contact.
What You'll Learn
You’ll learn how to identify, connect and engage with c-level executives to help drive revenue, reduce churn and optimise your clients’ experience and you know … get things done.
I designed this course for anyone working with existing clients that want to grow their influence with decision makers within their clients' networks, specifically the C-suite and leverage that to create value that is meaningful to your client AND to you. Win/win
At the end of this course, you will be able to confidently connect with your clients’ C-level executives. You’ll learn how to identify the challenges of the C-suite, craft an irresistible pitch that solves them and how to prepare and secure your first and importantly second meetings
I’ll teach you the R.P.M Method
- Research
- Plan
- Meet
This method is great to identify and connect with the right stakeholders, learn what is important to them and how you can align your solution that delivers meaningful outcomes for you and your client.
We’ll be doing this together week by week using a real-life example – yours. With a blend of group workshops, 1:1 coaching, presentations and lectures I’ll walk you through the entire process step-by-step.
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Instructor
Instructor Bio:
Who is this For?
Is this right for you?
This course is specifically designed for those in Account Management, Business Development and Customer Success who work with existing clients and are ready to make an impact on their revenue generation and churn reduction.
If you have any questions about the course content, format or if this is right for you, contact me on Messenger and I'll answer them
Course Outline
We'll cover all these topics and more
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01
Welcome
Show Content- Welcome to the Course
- Why Meet the C-Suite?
- Course Completion Tips
- Before you go...
- Discussion
- DOWNLOAD: Audio Files & Transcripts
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02
Module 1: The Shortcut to Authority & Credibility
Show Content- Snapshot: The Shortcut to Authority & Credibility
- Lesson 1: LinkedIn Profile Audit
- Exercise 1: LinkedIn Profile Audit
- Lesson 2: Define Your Personal Brand
- Exercise 2: Define Your Personal Brand
- Lesson 3: Personal Brand Action Plan
- Exercise 3: Personal Brand Action Plan
- BONUS: LinkedIn Photo Tips
- BONUS: How to Schedule Content with Buffer
- DOWNLOAD: Audio Files & Transcripts
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03
Module 2: The RPM Method
Show Content- Snapshot: The RPM Method
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04
Module 3: Research
Show Content- Snapshot: Research Essentials
- Lesson 1: Research Tips for Success
- Exercise 1: Optimise Your Research Structure
- Lesson 2: Where to Find What You Need
- Exercise 2: Ready, Set, Research
- Lesson 3: Secrets of Great Note Taking
- Exercise 3: Next Level Notes
- Lesson 4: How to Automate Your Research
- Exercise 4: Research Auto Pilot
- BONUS: Research Automation Hacks Tutorial
- BONUS: Note Taking Apps Walkthrough
- DOWNLOAD: Audio Files & Transcripts
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05
Module 4: Plan
Show Content- Snapshot: Plan for Success
- Lesson 1: Influencer Mapping Your Way to the C-Suite
- Exercise 1: Create Your Influencer Map
- Lesson 2: From Unknown to Known: How to Build Authentic Engagement Plans That Get You Noticed
- Exercise 2: Create Your Engagement Plan
- Lesson 3: Metrics that Matter
- Exercise 3: Find the Right KPI
- Lesson 4: The Secrets of an Irresistible Pitch
- Exercise 4: The Value Proposition Framework
- DOWNLOAD: Audio Files & Transcripts
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06
Module 5: Meet
Show Content- Snapshot: Meeting the C-Suite
- Lesson 1: How to Ask Your Network for an Introduction
- Exercise 1: Ask for an Introduction
- Lesson 2: How to Have a Successful Meeting
- Exercise 2: Meeting Planner & Checklist
- DOWNLOAD: Audio Files & Transcripts
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07
Resources
Show Content- Recommended Reading
- 2018/19 Global C-Suite Studies
- 2018 MITSloan - Leading with Next Generation KPIs Study
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08
Bonus Content
Show Content- Gap Analysis Template
- eBook: The Secrets to Getting Noticed on LinkedIn
30 Day Money Back Guarantee
If you are not completely satisfied, get your money back no questions asked
I am confident you will enjoy the course and get the results you are looking for.
As long as you have participated and done the course work, if you're completely satisfied simply request a refund within 30 days of the course commencement.