Corner Office Leads focuses on Executive Assistants, converting over 80% of the Gatekeepers into Guides. Effectiveness soars when trusted insiders, who present communication pieces to their executives, are used by Corner Office Leads.

Before the Call: Earn the right to ask the questions you need to ask. Do your homework, identify the EA by name - and show them that you know their name. Capture that EA information in your CRM system.

Call setup: Approach them as a peer –as the EA to an executive in your company. Be respectful yet persistent. Be passive rather than aggressive - Always let the EA control the process. If you are sending correspondence, deliver them to the attention of the EA, not the executive. To show you are serious, deliver the letters by courier.

During the Call: Only discuss the letter, don’t get personal on the first call. Empathise with them “I know you get tons of mail through your desk, but do you recall...” Use statements that prompt action like “...or should we close the file?” Inject humour into the dialog with techniques like “...this is the dreaded [John Doe]” after having left several messages.

Call Outcome: Ask permission for their agreement to become your Guide. Ask permission to enter into a dialog. Make a promise, implicitly or explicitly if you have to, that you will never contact their executive without their permission.

Corner Office Leads uses the same methodology it offers as a service for its own appointment setting and lead generation. We approached Lynne Chouiniere, Administrative Assistant to Evident Software CEO Roger Boyce, "Their approach was two-toned. They were respectful of me and they presented a message that made a busy executive pay attention." (Download Evident’s Case Study)