Securing Meetings with Senior Executives

• €15 million in sales after just 2 ½ years in operation, thanks to a client base with whom associates were already familiar
• Revenue and survival of the company threatened by the loss of a key account
• All partners are executives but have little faith in client prospecting; acquisition of new clients is very low, thereby putting the future of the company at risk

• Advice on how to organize communication (reflection notes, press releases, prospecting planning)

- 3 hour seminar of management training on the importance of company executives doing direct telephone prospecting
- Followed by sessions in which employees secure meetings with executives representing large companies

• Meeting at 7:30am with two pairs per session (each pair provided an office, PC and projector)
• ½ hour of training with consultant
• Cold-calling in the room between 8-10am
• Consultant to visit each room and suggest arguments and responses to objections while participants are on the call using the projector and computer to offer ‘live' advice

• Highly-satisfied employees
• Increased confidence for all participants in carrying out this difficult exercise
• Management demonstrating exemplary behavior as observed by the consultants
• 2 or 3 meetings generated per participant for each 2-hour session