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You have THE meeting. The CEO has agreed to give you 30 minutes. This is the opportunity you have been hoping and working for.

Now is the time to hone your presentation to perfection – or is it?

Do you honestly think the CEO wants to hear you rant for 30 minutes?

First of all, the CEO will most likely decide in five minutes or less if you are someone he or she wants to do business with. And second of all, whatever you’re selling, chances are the CEO already knows about it.

Now is the time to prepare a greeting and an opening exchange that separate you from the competition.

You gonna give the CEO your business card? Or worse, your literature?

You probably believe you have the best product or service in the market – now tell me your business card is the BEST you have ever seen. And that your literature is the same: BEST.

Yeah, right. Your literature is self-serving, and your business card is somewhere between a joke and an embarrassment. Certainly not BEST.

HISTORY: I have asked 500 audiences the question, “Which do you think is a more powerful way for me to make a first impression – with my business card or with an autographed copy of one of my books?” They unanimously answer, “With your book.” (And keep in mind I have a GREAT business card.)

Then I ask, “Which do you think is a more powerful way for me to make a business first impression, with my brochure or with an autographed copy of one of my books?” They unanimously answer, “With your book.”

And the same people go out the next day and introduce themselves with a business card and a brochure.

I don’t get it.

I have given them the key to a powerful business introduction, and they don’t change a thing.

In their mind, they think, “I don’t have a book,” or “I haven’t written a book,” or “What would I write a book about?” Or they think, “This is what my company gave me, and I’ll just wait until they give me something else,” and drop the thought.

I don’t get it.

Salespeople are looking to differentiate themselves. They are looking to provide some value beyond their product or service to the customer. They are looking for something that will prove to the customer that they are superior to their competition. They moan that their product is becoming a commodity. And they don’t do anything about it.

I don’t get it.

Do you get it?

What are you willing to do?

Here are a few things you can do that will help:

Change your title. Make it fun, but serious. Profit Producer. Productivity Expert. Creator of Great Ideas.

Print your own card. Can’t be any worse than the one you’re carrying.

Use both cards – one for image and one to prove creativity.

Bring a fun idea. One that helps them.

Bring a fun book. Like “Seuss-isms,” a small book about the big wisdom of Dr. Seuss.

Bring a short classic book. A thought book. One that makes the CEO think about himself and thank you. “Acres of Diamonds” or “Message to Garcia.” The best source for these books is www.executivebooks.com.

Write a white paper on safety, their industry, productivity or leadership. This will take time and hard work; that’s why most salespeople won’t do it. But every CEO will appreciate it and read it. Make sure you autograph it as you present it.

Bring an idea for improving or enhancing THEIR business. This takes time, research and creativity, but it will get you in the door and keep you there.

Great sales are made – and made often – with tools you give to yourself.

Got tools?

Jeffrey Gitomer can be reached by phone at (704) 333-1112 or by e-mail at salesman@gitomer.com. © 2009 Jeffrey H. Gitomer