C-level (Persona)
C-level is an adjective used to describe individuals holding high-ranking executive titles in an organization. C-level individuals are considered the most important and influential group in a company - as such, they are responsible for developing company strategy, making critical decisions, and ensuring that daily operations align with the realization of the company's strategic goals.
How to sell to C-level individuals?
1. C-level individuals very often base their purchasing decisions on recommendations from “trusted sources” (people they know, work with, or respect professionally). If you have a mutual acquaintance with the person you want to contact, ask for a brief introduction or reference - this will help make a better impression.
2. Respect their time. Prepare thoroughly for the conversation, stay on topic, and focus on proposing the most accurate solution.
3. Present yourself as a trustworthy advisor who focuses on the customer's success, not solely on achieving your own sales goal.
4. Treat LinkedIn as a source of valuable information that you will use especially at the initial stage of “reaching out” to the customer.
5. Spend time learning the philosophy of the given company, its methods and areas of operation - this will help you more accurately determine how you can help in achieving its goals.
Read also:
Useful links:
https://www.thebalancecareers.com/what-are-c-level-jobs-2061934
https://www.techopedia.com/definition/13928/c-level-executive