Cold Calling CEO/CFO's

I've read surveys where these busy people prefer email over phone.

I think Bryan Kruizberger has the best training
on opening and follow-ups to these people you are after.
He has sold $15 million worth of services to big brand names
starting and following up with emails.
No name recognition or referrals were used.

Breakthrough Email is what he calls it.

Best,
Doctor E. Vile

How often do you follow up? I mean, CEO's tend to be busy.

Kreuzberger (Not affiliated, of course):

Breakthrough Email | The #1 Resource for Effective Emailing.

Well - you did say Linkedin - here is what me a couple of peers are doing right now.

Message the leads via Linkedin - we send up to 200 messages a day.

How you might ask - well, we find the groups that our prospects are members of and use that way to contact them.

With the right message we can get a 10% response rate.

As a CEO I always tell any caller, who manages to get through the gatekeepers, that I'm Busy.

I will then always ask for an email or physically posted proposal that details the proposition.

Usually will then see if the company follows up and then and only then may possibly meet if it is convenient, on my terms and will only consider any proposal if it will most likely benefit my company in some way.

The few times someone has broken through it is usually because they have used a GOOD pattern interrupt and then rapidly...and I mean rapidly...established some rapport instantly.

These types of cold callers are few and far between and suspect the successful ones have done their homework. For example...know about me.... something personal...something we can discuss...forget your offer until the rapport is built. Then you have a chance.

Just my opinion BTW

Biggest problem for us in regards to freight (apart from direct cost) is the damage to products by couriers and the damage to our reputation and the time it takes to rectify the problem by re-supply and return of damaged products. TIME for staff member to fix ONE freight stuff up can sometimes be 2-3 hours. You do the maths on volume. Staff hate sorting freight problems.

Perhaps you should just say in your Voice message that You personally guarantee to minimise freight damage and improve handling of freight problems using our exclusive XYZ system. Call me so I can explain.

Something thats woking in regards to fixing freight issues has been to CC in the director, state manger etc when making complaint....perhaps you can flip this and CC in the CEO on emails you send to the dispatch department explaining you can save them freight costs.

Sorry for the multi part response.

Freight problems are a big cost for my business.

First of all shoot me a PM me so I can give you a targeted lead list to help you out. Your boss is a moron for making you find your own leads to call. He could get 10x the results if he just bought a list for you. I buy leads in bulk so it's no big deal.

Then second you should be leaving voicemails, expertly crafted to get a call back from them. There's always an angle you can take that will get them interested in a voicemail.

For example. You do an analysis of their freign costs.

"Hey Mr. Prospect this is John, I was asked to call you because you may be entitled to shave some specific costs off of your freight program, costs like (SPECIFIC COST HERE) AND (HERE). Give me a call back and we can discuss, my number is XXXXXXX"

So obviously I know nothing about freight so replace Freight program with the industry term for that and then put in some specific costs. I'm sure there are specific terms for things they pay for like different fees for different services?

Now your speaking his language...and he's thinking "Shit my current guy charges us for so many things, let me call this guy back"

And then you get call backs.

And then you ask for a raise because your boss is a moron.

And don't forget the pain point Oziboomer gave you.
The time and reputation costs of damaged freight -
if you do or can do anything to improve that.

That prizing concept/frame can be a great way to turnaround status. I mean, someone like Oziboomer is oozing with high status because his morning was 39 calls of "Good morning, this is blah from xyz company. How are YOU today!". So he's immediately at "...oh geez, the 40th sales call this morning." and without thought simply ready to fire out, "Can you just shoot me an email with the info?..."

...his frame can be shaken pretty quickly if he does connect with the pain points presented in a minimercial though.

"<prospect name> I've had a lot of success helping CEO's and managers in <market name> that have been getting squeezed on the outright costs of freight, the costs of damages during shipping and the poor reputation that comes with those damaged goods. Do you want me to tell you how I am doing this?"

If he doesn't connect, fine. Move on. But if it resonates then his status is quickly lowered and my status is immediately elevated because now my frame is saying, "I know something you don't", that... "I have a solution to your problem". His frame goes from Mr. Big Shnizzle to a bit more amiable to listen and allow me in to discuss.

There is no analysis, proposal package, complex numbers to a solution, etc... I am just trying to hit that primal brain's resistance it had put up, break thru it a bit. The byproduct is less brushyoffy, to more listenyupity.