How to get a Meeting with Anyone
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Join award winning Wall Street Journal cartoonist Stu Heinecke and DiscoverOrg CEO Henry Schuck as they discuss powerful new approaches to reaching contacts and getting attention of the most hard-to-reach prospects. Learn how you can get a meeting with anyone and close more sales!
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How to get a Meeting with Anyone
- 1. How to Get A Meeting With Anyone USING CONTACT MARKETING TO IDENTIFY AND REACH ANY TARGET Stu Heinecke Author of “How to Get a Meeting with Anyone” and Henry Schuck DiscoverOrg CEO & Co-founder info@discoverorg.com
- 2. Who is Stu Heinecke?
- 3. Outline 1. What is a Contact Campaign? 2. The Nature of C-Level Contacts 3. Level the Playing Field: Your VIP Makeover 4. Identifying Your Top Prospects 5. Get to Know Your Targets
- 4. 1 What is a Contact Campaign? • The nature of Contact Marketing • Demonstrate your value • Gain unfair advantage • Unique way to create explosive growth
- 5. 2 The Nature of C-Level Contacts • Identify the CEO of the problem • “Center of Enterprise Opportunity” • Reaching the CIO
- 7. 3 Selecting Your Contact Campaign Type • Gifts and Visual Metaphors • Over the Top • Free and Nearly Free • Information, Insight and Media • Original thought • Becoming a source of information, providing value • Being a thought leader • Become a trusted source • Giving people visibility
- 8. 4 Identifying Your Top Prospects Work the Sphere of Influence: “I just reached out to John (the VP) and wanted to include you in the conversation.” Copy John in your email to your prospect Segment and target specific individuals based on winning criteria: • Function • Rank • Location • Responsibilities • Technologies
- 9. 5 Getting to Know Your Targets • Dig into sales intelligence • Look for open projects & ongoing initiatives • Executive moves • Organizational structure • Actual responsibilities • Installed technology
- 10. info@discoverorg.com Thank you – want more? Download and read our new ebook (available on the Resources Page at DiscoverOrg.com): Cold Calls, Warm Leads: The Ultimate Guide for Turning Cold Calls into Leads Do you need Direct Contact Details for prospect accounts? Go to discoverorg.com and click on the Free Data link. Tell us your top accounts and we can help you out. For a signed and personalized print of this cartoon, or to discuss Contact Marketing further – reach out to Stu at stuheinecke@gmail.com.
Editor's Notes
- If you focus on connecting with the 1%, creating relationships with them, you can create explosive growth.
- Bio Pic, WSJ logo, cartoon Henry speaks to bio BIG TAKE AWAY: Focus on the highest level contacts, making connections and relationships with the top 1%. Break through, bring them value, create explosive growth.
- - Stu – 80/20 Rule, morphs to top 1%, explosive growth and scale of production. Engage the right people – produce explosive growth. Once you break through to these people, you don’t want to be pitching to them, you want to be understanding how you can bring them value. Henry – Questioning – how do you do this? With this method, how would you spend $10K Book with section or page highlighted
- Stu – Actual CEO- proposing something that will be passed by the CEO, good that he already knows about it Not strategic, not CEO. Identify CEO of the problem. DiscoverOrg helps with this. Audience selling into IT. Unlikely to reach out to CEO, or would those people be interested. CIO as high as they go. Henry – when you are doing more costly, focused or time intensive campaign, perfecting message – want to be able to REACH those right contacts with that high-impact messaging. (Apteo example) How do you get response from CIO-or project owner? Data to identify them. What is their focus length? What are they considering? Help to see around corners?
- Gifts and visual metaphors – big board cartoon. - Sword as metaphor for what Dan can do – 100% response – turn-around specialist. Over the Top - Fruit company in Forrest Gump, trying to reach CEO. Wooden box, homing pigeon. Last attempt. Send back meeting time via pigeon. Free and Nearly Free - Timing is key. Uses of email, telephone and social media. Henry: guy quoted Henry in outreach. Information, insight and media -
- Timing is key to response Triggers – How these work to identify opportunities, research and triggers, sphere of influence Top 100 prospects, Strategic 100, Engagement 100