• Meeting

• Phone Call
• E-mail as the last resort
In my experience the majority of the invitations to customer executives are all made via phone. Everyone has a hectic schedule, so actually getting the customer executive live on the phone the first time is pretty low. I would like to offer a few tips in getting the customer executive to respond to your invitation:
Voicemail
• Zero-out to gain access to their administrative assistant
• Find out the mode of communication preferred and the time of day they can be reached; schedule 15 minutes on their calendar
• Focus attention on the company’s key challenges, industry trends or a compelling event
If you have been unsuccessful in contacting the customer executive by phone, as I mentioned earlier, the last resort would be to reach out to the customer executive through e-mail.
• Grab their attention in the subject line
• Keep the message brief (mobile device friendly)
• No attachments
Don’t be discouraged if multiple attempts have to be made before you receive a “yes” from the customer executive. It is your follow-up and follow through that will make the difference to your customer executive.
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