CXOs turn to outsiders for help because they believe that these outsiders have the expertise and skills that they or others in their organization do not have. In order for you to be successful when selling to the C-Suite, you need to engage the CXO early and give them a reason to feel confident that you and your organization have the right experience, knowledge, and skills to effectively address their issue.
When Selling to the C-Suite, Bring Your Unique Point of View
It is important therefore to combine your understanding of them and their situation with a unique point of view. Without it the CXO can’t know of the prospective value you can bring or have a reason to continue the discussion.
You may be inclined to avoid this for fear that your point of view might be shot down for being incorrect. While you may not be right all the time, if you do really have experience and can back it up, most of your suggestions are likely to be valuable and provoke a needed discussion, and that’s all that’s needed. Then the CXO will be inclined to work with you to refine your ideas and find a solution that is tailored to them and their organization. This is invaluable in creating a long-term relationship with the CXO and their organization.