Beyond Cold Proposals: A Consultant’s Guide to Engaging Corporate Buyers

I came across a post today about blasting cold proposals to a list of corporate decision-makers. It got me thinking about how much people focus on the wrong tactics and completely miss the whole point of how and why people buy. 

The secret sauce isn’t in blasting as many proposals out as possible or even in having the BEST proposal… it’s about laying the groundwork before you even think about hitting send.

Let’s break it down, shall we?

Sending out cold proposals is like expecting the Cowboys to go to the superbowl year after year.  Unless you’re still living in the 90s, it’s just not going to happen. 

It’s the ultimate tactic gone wrong, especially when trying to catch the eye of decision-makers like CMOs. 

These folks are bombarded with pitches day in and day out, so standing out requires more than just a well-crafted proposal.

Imagine you're a CMO. It’s only 11 am and you’ve already gotten 30 cold pitches by email. Not to mention the hundreds in your LinkedIn inbox from this week alone.

You’re scrolling through several emails, and another cold proposal pops up. Your first instinct? Probably to skim or skip entirely. But something is different here. You recognize the name. 

You've been following an expert on LinkedIn, someone whose insights have not only caught your eye but genuinely helped you think differently about business.

This proposal is no longer an interruption… it's an opportunity. 

You're familiar with their work, you respect their expertise, and you're genuinely interested in what they say.  

This proposal is the next step in a conversation you've been part of for weeks or months.

This is the power of being the expert they can't ignore. It's about making sure that when your proposal arrives, it's met with recognition and respect, not indifference. 

It's about transitioning from just another vendor dropping pitches in their inbox to a trusted advisor whose emails are opened with anticipation, not pushed to the "deal with later" pile.

And let’s not forget. 

When decision-makers want to find out about you, the first and easiest place they will go is to look you up on LinkedIn. They're looking to see if you are who you say you are. This can be as simple as checking if your profile matches your pitch if your experience and endorsements back up your claims, and if your content reflects the depth of knowledge you're touting. 

They're after the reassurance that you're the real deal – someone with not just the expertise they need but also the credibility and reliability they can trust.

Your LinkedIn content should demonstrate that you understand the unique challenges and opportunities within their specific industry. 

For a consultant looking to work with CMOs, this might involve sharing insights on the latest digital marketing trends, case studies of successful campaigns, or tips for integrating new technologies into marketing strategies. 

This content should not only showcase your expertise but also demonstrate your understanding of the industry's unique challenges and how you can solve them.

Here’s one way to get started. 

Spend time on LinkedIn listening to the conversations happening where CMOs are active. Note the topics that generate the most discussion and interest.

Then create and share content to acknowledge and share insight into their problems and highlight the impact. 

This approach can transform the way decision-makers view your proposals. 

With consistency, an optimized profile, and your trust-building assets (something I help clients create in my 6-week intensive), your proposals are no longer cold pitches but natural extensions of the value you've been providing. 

This makes decision-makers more receptive and significantly increases your conversions. 

Let's make you the consultant that your best-fit clients can't afford to ignore. Slide into my DMs, and let's get your expertise the spotlight it deserves.