Let me take you back to when I was a green 29-year-old manager, nervously stepping into a crucial meeting with a senior executive.
I remember my heart pounding, my palms sweaty, and, to top it off, I had to present in English, a language I wasn’t comfortable with at all back then. Each word felt like it carried the weight of my entire team and my boss, who had trusted me.
But amidst all that anxiety, there was one thing I knew for sure:
Where
to
start.
Starting with the Conclusion: My Golden Rule
I vividly recall the moment. I had learned the importance of leading with my punchline, a lesson I had painstakingly practiced a few days prior. So, there I was, facing this high-powered executive, feeling the weight of the room, but armed with my carefully crafted conclusion.
Tip 1: Lead with the Bottom Line
Senior leaders are busy, no-nonsense individuals. They don’t have time for fluff or beating around the bush.
In my case, the executive I was facing checked his watch just seconds after I introduced myself – talk about pressure!
So, I cut straight to the chase, and you must do the same.
Lead with your conclusion.
Let them know what you want or propose right from the get-go. This sets the tone for a productive discussion.
Tip 2: Gauge Their Openness
Now, not every senior leader will respond well to a direct approach.
Some prefer a more conversational style or a gradual buildup.
How do you know which one to pick?
Simple – observe their cues.
Pay attention to their body language, tone, and overall demeanor.
Are they leaning in, nodding along, or checking their watch impatiently?
These subtle signals will guide your communication strategy.
Tip 3: Adapt and Elaborate
Once you’ve delivered your conclusion, it’s time to read their response.
Are they receptive, or do you sense skepticism?
Use this feedback to tailor your approach.
If they’re open, dive into the details. Provide evidence, examples, and anecdotes to bolster your argument.
Tip 4: Build Trust with Transparency
If you are faced with skepticism, transparency is your best friend.
Address their concerns head-on and provide additional information to alleviate doubts.
Building trust is essential for effective communication and fostering collaboration.
For example, imagine you’re pitching a new project. Instead of drowning them in details, start with the key benefits and outcomes.
You are a leader, so grab their attention with something like, “This project could increase our market share by 15% and add $1 million in revenue within the first year.”
And for those in non-sales positions, such as HR professionals, your approach might sound like this: “This initiative will result in $350,000 in cost avoidance in the first year, along with a significant improvement in employee satisfaction and retention rates.”
Tailoring your pitch to highlight relevant metrics and outcomes is key to engaging senior leaders effectively and it shows you’ve done your homework 😉
In summary,
Start strong
Read the room
Adapt your approach
And you’ll increase your chances of success in the boardroom and beyond.
You’ve got this!
With love,
Mari Carmen
P.S. Are you ready to take your persuasive skills to the next level and amplify your influence? Don’t miss out on the Ultimate Persuasion Blueprint – my free guide tailored to refine your persuasion techniques and foster smoother collaborations in the workplace.
