We are going to explain how to get in touch with a Very Important Top Officer. First of all, what is VITO? It is a potential customer at C-level in an organization. It is the VITO interested one who makes the big decisions and often has the veto vote. This person is very busy and often difficult to reach. Still, you are going to try to reach him or her with valuable information and what you can do for him or her. You can do this to generate new business leads, but also to expand existing business.
VITO therefore needs a specific approach. Because this person’s time is valuable, your main goal is to trigger in such a way that he immediately thinks: “tell me more!”. You have, as it were, 5 seconds to arouse his or her interest with your valuable information. Every 5 seconds you earn another 5 seconds. These small time frames are what this level of conversation partner is all about.
VITO letter of call
Ways to approach an ‘important top officer’ are writing a VITO letter (a personal letter), sending an e-mail or having a telephone conversation. A telephone conversation does require a targeted approach. We explain this step by step in the infographic below. Download the infographic and you will always have a handy structure at hand for a VITO conversation!
Want to know more? Then go to our next morocco phone number library blog in which we will tell you the don’ts of a VITO conversation .
What is a VITO? VITO interested
If you don’t know what VITO is exactly, we would like to refer you to our blog ‘5 steps to arouse the interest of a VITO’ . In it we explain exactly what VITO is and how you can best speak to VITO.
The don’ts of a VITO conversation
We have created an infographic with 6 things you should never do at VITO. These 6 tips will help you to make your VITO conversation go as well as possible. The fit generation cta: “start here way you have a clear overview of what you should and should not do during a telephone conversation with VITO. With these tips you only tell the valuable information and you have a greater chance of arousing the interest of VITO!
An appointment or call can end in three ways:
- You walk out the door with a signed contract (or a commitment).
- There is no match, so we part ways.
- There will be a follow-up moment. This is how most appointments and calls end, but in practice it appears that this opportunity is not always sufficiently utilized.
Always be closing for commitment VITO interested
‘Always be closing’ is a well-known sales saying. However, the focus here is on the deal and not on the customer. That’s why we prefer to call it ‘always be closing for commitment’. As a Salesperson, you follow the pace of your lead or prospect much more, but at the same time you create commitment. This is how you ultimately reach your final goal, namely closing the deal. A few simple examples:
- If you agree in a (telephone) conversation to jiangxi mobile phone number list email information, also agree immediately on when you will contact each other again about this.
- Calling someone at an inconvenient time? Don’t just ask on which day you can call back, but also at what time. Better yet, send an Outlook invitation for this time immediately so that your conversation partner actually reserves the time for you.
So you don’t walk out the door with a contract yet, but it is a serious lead? Always make sure that you ‘close’ a concrete follow-up moment.