How to Get a Meeting With Anyone (Stu Heinecke)

Smart cold calling still works.

But not when people use an irrelevant, non-targeted, non-personalized, non-tailored pitch.

Art Sobczak is a best-selling author and one of the top sales trainers in the world.

He tells us you have to have the core skills to get on the phone and talk to people.

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Unique business cards get you noticed. They can even be a mini pitch for your services or product. They hold immense value, and they shouldn’t be boring. Jeni Mattson knows this first hand. She created a business card for famous hacker, Kevin Melvin, that has gotten a ton of positive attention and helped Melvin continue in his path of success.

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Marva Bailer, Master Connector

Cold calling is hard enough without doing it poorly.  

Many contact marketers abandon cold calling prematurely, citing it as ineffective because the metrics don’t appear to be there.   

On this episode, Tito Bohrt, Founder and CEO of AltiSales says there’s a method to the madness of customization.  Training yourself and others to engage potential clients well is the first step into effective cold calls.  

So much happens before making the call.  Persistence is important, but listen to what Tito says you should be considering prior to picking up the phone.

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There are a few people who can transform your career, business and life.

How well do you know them?

We all know we need to do research and know the people we’re reaching out to.

If we’re reaching out to people we believe could exponentially change the scale of our business, speaking to them relevantly requires us to how we fit into their world.

Our success dwindles when we do not walk into a meeting with knowledge on our side.  Knowing need allows us to determine what value we may provide to them.

David Henzel is the entrepreneur behind the service Taskdrive, and he knows what it takes to learn about the people with whom we do business.

In addition to an efficient and robust networking process, David has augmented a team of researchers that are able to achieve results far more impactful than what we can do alone.

The team and playbook do the leg work of researching so that you can show up having done your homework and save precious time.

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People sell in a lot of different ways. Sometimes we’re selling a product, or an idea. But sometimes we’re selling ourselves. What makes you the best? Matt MacNamara talks with us about how to really stand out and sell yourself, not just your product.

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You’re two clicks away from a virtual meeting.

David Karlak, Creative Director of Nurulize, tells us how Virtual Reality helps transcend the pen and paper collaboration of traditional meetings and creating efficient work environments that help participants remain laser focused on the ideas.

Apps like Nu Design are opening up a new world to contact marketers.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

Most people are completely unaware of the incredible potential of LinkedIn. Not Nicole Royer. She’s a master at the LinkedIn scrape, gathering small facts about her connections, and turning around and using that information to form real human connections. Listen to her talk about how to perfect the LinkedIn scrape.

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LinkedIn is a crazy place. While it can be easy to connect with people, it is growing increasingly more difficult to stand out. This is where Donna Serdula comes in. Donna is here to explain to us what the ideal LinkedIn profile should look like, and how to set yourself apart from the crowd.

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The sky’s the limit when you start vlogging.

Although it’s typically a figure of speech, in this episode it’s literally true as we chat with Trent Palmer of Flying Cowboys about his expertise in film and how it led him to a love of bush planes and vlogging.

Bush plane flying is exciting enough!  Add vlogging to the mix and the result is a compelling way to engage people with a genuine story, one where you’re the main character.

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The deal is worth 5 figures.

Landing it will make all the difference.

The only problem is getting to the decision maker.

Is there a way to break through?

Dale Dupree, GM for Zeno Office Solutions and best known as the Copier Warrior, opens up to share a few of his hacks for breaking through and landing a meeting with anyone.

You’ll hear how a life-size cutout helped him land a 5-figure deal and more ways on how to not only get through, but build meaningful relationships with your customers.

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Make a brand for yourself.

It’s easy to point out a bad business card: bland fonts, forgettable design, and overblown titles. Even in a world where personal cards don’t get much use, these end up in the slush pile when a few changes could have made them stand out.

Fortunately, we had Chris Hirsch, Executive Creative Director at lg2, on the show to tell us how to personalize our business cards to make them extensions of not only what we do, but who we are.

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The scope of how data can be collected and leveraged blows the mind.  The possibilities are endless and we’ve barely scratched the surface.

Collection is one thing, the notion of sifting through data to try and locate ideal consumers or accounts can be even more daunting.

What if you had someone who could do this for you?  

Jeff McGhee is a Channel Manager at Terminus, and he has his hands in the cookie jar.  But instead of snickerdoodles, Jeff gets user data.

By tracking the digital footprint of online users through cookies and other means of data collection, Terminus is able to place ad content directly in the digital pathway of individuals and groups that best fit your accounts.

They also verify the results by monitoring your website traffic.  It’s not a web based shot in the dark; it’s actionable information.

And the best news yet, Terminus is counting down to full LinkedIn integration.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

Be honest: When someone hands you a business card, you put the number in your phone and then throw it away.

In the age of LinkedIn, blogs, and websites, the business card has all but gone the way of the rolodex, or the dial up modem.

We get handfuls of them at conferences, trade shows, or networking events. They go into our bags, or briefcases, and more often than not, they stay there until we clean out our bags.

Poul Nielsen has a different kind of business card.

If you google “Most amazing business cards” odds are it won’t take you long to run across Poul’s card.

Poul owns a personal training business, and his business card is made of rubber. At first glance, the card is unreadable.

It’s not until you stretch the card out that you can read what it says. His name, title, and contact information.

His card is literally have you exercise in order to read the details.

Most business cards are just a simple exchange of information. You give them your number, they give you theirs.

Poul’s is a perfect example of thinking outside of the box, and how a business card can really be a metaphor for the value that you can offer to a potential client.

How are you setting yourself apart?

Click on the link in the first comment to hear more.

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John Ruhlin, author of Giftology, uses radical generosity in gift giving to reach clients in a personal way. Through the art of gift giving without expectation of reciprocation, rewards and benefits of personal and professional relationships can be enjoyed. This can lead to expansion of client base and business.

Contact marketing is an important piece of any business, but we’ve been doing it wrong. It’s time to ditch the marketing ploys and the idea that gifts can only be attached to a certain event. Giving wholeheartedly for no reason other than valuing someone’s relationship and time speaks volumes and solidifies relationships in a whole new way.

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In a recent interview, I talked to Lori Richardson about the power of snail mail.

In a world of emails and LinkedIn statuses, never underestimate the power of the handwritten note. It’s easy, it’s cheap, and it will go a long way in keeping your clients and prospects loyal and committed.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

How many sales have you closed after first contact?

While getting the first meeting is the most crucial part of the process on any sale, nearly as relevant is the ability to continue adding value to potential clients until the sale is finished.

In this episode, I sat down with Tom Williams, Co-Founder and CEO of Input.io, to talk about how Deal Room is an exceptional tool in ongoing, efficient sharing of ideas between the buyer and seller.  

Transparency and process are key in conversion.  Imagine a digital space where callaboration is at the touch of a button.

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Sometimes you need an audacious approach to break through to the people you want to meet.

Howard Silvermintz is an insurance agent who loves to send audacious things in the mail. Simple and straightforward, these audacious visual metaphors serve to get the attention of potential clients.

Sometimes the simplest solutions work the best.

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Ryan O’Hara is an experienced businessman with a unique approach to professional connections. He shares with us how to incorporate personalization in business which inspires stronger connection, and how this has helped him in his long and successful career. Taking time to connect with individuals is of incredible importance in both personal and professional settings.

Making someone feel special and valuable in business fosters a relationship that may help your professional life to thrive. Showing your personality in business is not a weakness, but rather, a necessity.

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Few things are more important than persistence.  
How strong is yours?

In this episode, Mark SA Smith - Business Growth Strategist for Bija, Author, and consigliere of J. Conrad Levinson, talks with me about how cadence and consistency create persuasion and influence.

With more than thirty years in his field, and no intention to ever quit, you’ll want to hear what Mark says about persistence as a by product and how it is created!

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There is an aspect of perseverance that is just sheer force. It needs to be there, ready to go when it's called for. Just as important is the ability to position yourself advantageously for when perseverance is necessary.

For this episode I sat down with Tibor Shanto, Chief Sales Officer at Renbor Sales Solutions Inc., to talk about how we prepare well to persevere.

Constantly pursuing a client in an effort to add value to their company requires a concerted effort, accompanied by the decision to invest time and plan for positional success.

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The hardest part of sales has become the “getting to engagement” part.

How do we get through the big walls others have put up in order to engage with them?

In this episode I chat with Trish Bertuzzi, CEO of The Bridge Group, Inc., Author of "The Sales Development Playbook," and Inside Sales Evangelist about perseverance and how it can be programmed into the culture of a company.

Trish hopes to tell you a story.  How are you grafting parts of your story into every interaction with the clients who can change the scale of your business?

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In this episode, Tsufit shares her tips on how to “step into the spotlight” and make them come to you. She argues that you can get the attention of any high level individual by using what makes you unique to create a strong personal brand. She also shares the importance of incorporating humor and story to your brand.

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Amanda Harkness connects with people.  It’s a talent, but it’s more than that - it’s a skill.

Wading through the seemingly endless contacts to find potential relationships can be deadening when it comes to being personable.  It’s easy to become disingenuous, but this is becoming even more crucial in a sales climate saturated with would be suitors.

Amanda believes that the right amount of persistence combined with a strategic and personal approach when approaching other salespersons can be the recipe for getting meetings, the most important step in having success with larger companies.

Amanda wants you to think about the value you can bring to the individuals with whom you do business.  To hear more about Brendan’s methods on organization, strategy, and attitude check out this episode of How To Get A Meeting With Anyone.

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Contact marketers know the value of persistence, perhaps better than most.  The fine line between persistence and pest is separated by the value we offer to our potential clients.

Ken Thoreson, a prominent thought leader in sales process and management, sat down with me to talk about the value of persistence.  A Forbes contributor, Ken has a plethora of experience in leading sales teams.

Discipline and execution are the elements of persistence.  Have a listen to see what Ken says top performers do - and how they handle persistence amidst adversity.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

Kristin Gallucci, a seasoned marketing executive, about the top campaigns she's worked on from the late 1990s to the presents. She focuses on concepts of creativity and connection with people.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

In this first episode, Stu Heinecke explains what you can expect from How to Get a Meeting With Anyone: The Podcast.

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In this episode we hear from Ethan Goller, President of Structural Graphics.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

David Walter on Million Dollar Closing and Contact Marketing

Are there accidents when it comes to business? Does every meeting you have mean something, and was it meant to be? Or do you believe that it’s happenstance? Left up to chance? Les Cowie has a fascinating story that will make you rethink your assumptions.

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In contact marketing, we send a lot of things to intrigue potential clients and break through to important meetings.  When someone tells me they’ve used my book to get a meeting it’s very exciting and flattering!

In this episode, Mike Kim, CMO of Chefmetrics and former Business Development Manager at Kwanso, talks with me about how he used my book to get meetings.  

He didn’t just take the advice; he literally sent the book to potential clients.  

They got the message!

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How many names  of graphic designers can you rattle off? Let’s take it up a notch: how many names of legendary business card designers do you know? My guess is, not many. But you probably already know Swiss designer Remo Caminada, or at least his handiwork.

When you Google “coolest business cards in the world,” you’ll find a plethora of different lists. But every list you find will include Remo’s business card he created for a dentist. This card doesn’t just provide contact info -- it’s transcended the typical business card and become an engagement device.

Within the first one or two cards the dentist handed out, she had a new client. And so did Remo -- Calls started coming in all over the world for his design. Canada, Pakistan, the list goes on. So why do we all love this card so much?

Listen in to hear how Remo, founder of design company Mokum, created not just a business card, but a famous, viral, and masterful connection piece, that’s garnering his clients new business all across the world.

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If you’re listening to this, you might be considering launching your own podcast.  

With a growing audience that search and consume media that’s convenient and profound, having a podcast makes you part of the media by giving you an audience.

In this episode, Logan Lyles, Director of Partnerships at Sweet Fish Media, talks with me about the advantages of having your own podcast and why partnering with the pros in the space can help exponentially increase the reputation and reach of your personal brand.

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The most difficult challenge for any marketer is determining whether the content they’re creating is good content.  How do you determine the quality, utilization, and impact?

On this episode, I interview Brett Chester, Vice President of Marketing for Sitetracker, about how they’ve utilized the DocSend service to track and then adjust their content for better engagement.

The kind of insight document tracking provides is integral in determining whether the content is high quality, does what intended, or opens up new opportunities you may not have even considered.

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How do you spark a conversation with a c-suite executive? Creativity … and coffee.

Joining us today on our podcast is Matt Reuter, Manager of Sales Development at Masergy. Recently, he received an unsolicited gift of coffee in the mail.

He set that gift on his desk as a reminder of what what he wants to see in a new hire … after he brought it up to the CMO’s office and set it on their desk.  “This is what we need to be teaching all our sales reps to do.”

How did an unsolicited gift of coffee up on the CMO’s desk, and why was this so effective?

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As contact marketers, you should know there are some very interesting renditions of A.I. for use in sales right now.

What if you had access to a search engine that could find every single person and account you need to sell to instantly? Instead of being able to reach twenty potential customers per day, you could reach thousands.

That’s the goal of the creators of Seamless, an A.I. built by salespeople and marketers for salespeople and marketers.

In this episode we spoke with Brandon Bornancin, CEO and founder of Seamless AI, about how Seamless was created and the ways it can be used to leverage information to help you create connections with our most important prospects.

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Diligence in contact marketing can feel like you’re banging your head against a wall.  

Believing that persistence means doing the same thing over and over again and expecting something different to happen is similar.

In this episode I got to chat with Mark Babbitt, CEO of WorqIQ and YouTern and author of A World Gone Social about how he and his team perceive persistence.

Give your head a break and think about how creative persistence might help you break through to potential clients and change your level of success.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

Learn more about your ad choices. Visit megaphone.fm/adchoices

Even the most simple things can potentially produce amazing results.

We want anything we use to work in our favor, so rethinking the fundamental use of business cards as a connecting art can be a new avenue in getting meetings.

Join us with Ian Grais, Founder and Executive Creative Director of Rethink Canada, as he talks about his team and utilization of attention grabbing business cards.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

A.I. is here.

At its current trajectory, it’s only a matter of time before artificial intelligence has a significant impact on the sales world. Whether you think this technology is on the cusp of a major breakthrough or will still require years of development before it’s practical, it’s something salespeople should be paying attention to.

In this episode John Barrows, CEO of JBarrows Sales Training, tells us  about his experience with A.I. and what he sees coming in the next five years. John takes us through some of the hype surround A.I. and the “content versus context approach” that separates people from machines.

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Persevering is about the long game.  

When you’re trying to break into a new account, they don’t necessarily want to talk to you because they don’t know who you are, but you know you can help them.  Unless you’re persistent you will get get stopped in your tracks.

On this episode I had some time with Mark Hunter - Author of High Profit Selling and HIgh Profit Prospecting, President of The Sales Hunter, and one of the original co-founders of the Outbound Conference - to discuss how we and the people around us contribute to the ability to persevere.

Sales it not a solo activity; it’s a team sport.  And if we play on a team, it’s amazing how much better we’ll be.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

Learn more about your ad choices. Visit megaphone.fm/adchoices

Can you tell the future?  There’s no shortage of companies who have gone the way of the dodo because they failed to see what was coming.  

On this episode, Tom Searcy, CEO and Founder of Hunt Big Sales and accomplished Author, talks about reading data and analyzing the implications in order to see what is coming.  Persistence begins with focusing yourself in the right direction.

Perseverance isn’t just about what you can do in the moment, but about having a view of the future that allows you to stay the course over the long term.  We break through to the clients of today by serving the customers of tomorrow.

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69,500,000% is the new record for ROI for a Contact Marketing campaign. It's probably the record ROI for any form of marketing. 

Hear former CEO Jeff Davis's amazing story of how he used a $28 Facebook ad to generate an immediate $1.5 million sale and a 10X jump in his company's value—all from a single response to a contact campaign that changed the scale of everything.

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Zach Barney knows what it’s like to receive a well timed and profound gift.

Throwing out a joke hashtag on a random social media site will usually get you some likes and shares, but every now and then someone goes above and beyond by responding in an unexpected way.

When Zach jokingly attributed his stomach woes and headache to Christmas treats and stress in a post, Mikey at Docsend was listening.  The next day Zach received a bag full of groceries via instacart, which he shared with the whole office.

What have you done that shows your potential clients that you are paying attention?  It’s easy to send random gifts to people with whom you hope to have a meeting or to those who have done business with you in the past.

Going above and beyond means you need to be paying attention well and responding in ways that shows this attention to detail.  It’s not about the gift itself, but about how this gift reflects your knowledge of its recipient.

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At its inception, artificial Intelligence was little more than a Sci Fi mcguffin. Now, it could very well be the thing that guides one through their day and increases productivity to unforeseen heights.

Listen with us as we chat with Taice Perrotti about Spiro, a CRM A.I. with multiple personalities that can be your personal assistant.

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How many places can you be at once?  Short of cloning yourself, only one.

However, with a polymetric hologram of yourself the ability to break through to hard to meet clients and be multiple places at once is no longer a fantasy.

In this episode, Cedric Gamelin, a VR Producer, and Meghan McWilliams, Associate Director of Development, from Emblematic Group help me to understand how they work to make this possible.

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Motivation feeds persistence, but how do we develop this skill correctly to break through to the people that can change the scale of our business?

On this episode, Max Altschuler, Founder & CEO of Sales Hacker, Inc. and Author of Hacking Sales and Career Hacker, talks with me about the importance of persistence and the role it plays in building a team filled with this invaluable trait.

Hacking your sales and career starts with hacking the quality of your persistence.

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Imagine having a business card so impactful, you still receive phone calls 10 years after you’ve switched professions.

James Mahon’s business cards are that impactful He doesn’t practice divorce law anymore, but his now-famous business card still keeps the calls coming in.

James joined us on our latest podcast to share about how his perforated, splittable business cards are still garnering phone calls 10 years after he moved and switched specialties. His cards have transcended the simple communication of contact details to become a fun, engaging devices that are spurring discussions ten years later.

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Extreme marketing tactics are going to yield extreme results.

In this one, Stu talks with Dan Waldschmidt about what it takes to push your prospect engagement to the next level, and how to go all in in your pursuit of a client.

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It would be easy to run to stock card place and have your logo and information printed. Being creative and innovative with your business card reflects a level of attention you show to the rest of your business.

Jason Hagemeister has one such card.  SD at YYoga, Jason and his wife have developed a “ma and pa” yoga studio into an expanding brand, thanks at least in part to the use of unorthodox business cards. 

In this episode I talk with Jason about how others have reacted to his unique business card and the opportunities it has created as part of a larger marketing strategy.

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76: Michael Hurley on using Marketing to get Jobs in Advertising. 

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Learn more about your ad choices. Visit megaphone.fm/adchoices

Learn more about your ad choices. Visit megaphone.fm/adchoices

What if a cupcake were the key to getting in front of the prospect you’ve been chasing?

My friend Rick Tobin tells a fantastic story about a prospect that he was having a particularly hard time getting in front of.

Rick heard that it was this client’s birthday, so he did something simple.

He went to a local grocery store, bought a box of cupcakes, personalized them, and delivered them to the prospect’s office, wishing him a happy birthday.

The prospect invited him in, and they had a great chat, which has led to a relationship that has generated well over $100,000 in commissions so far.

Why was this such a success?

Because it humanized Rick.

It showed the client that Rick was more than someone looking for a deal. He was simply a human, wishing another human a happy birthday.

Something seemingly trivial, when acknowledged, can wind up being not only a conversation starter, but also a relationship builder as well.

Being creative with showing your humanity can also cause a client to simply say, “I like the way you think.”

And when the client likes the way you think, you’ve opened the door to relationship that could last for years.

How are you showcasing your humanity?

Click the link in the first comment to hear the full interview.

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Sometimes it’s not about what you said, but how you said it.

In contact marketing, it seems it’s both.

On this episode, Johnny-Lee Reinoso, Founder and CEO C-Level Partners, talks with us about breaking through to those C Level executives and how the salesperson approach to tonality could be the key in unlocking many of those clients.

With experiencing helping sales teams break through to Fortune 500 game changers, Johnny says that knowing who you’re talking to and how to speak their language could massively benefit your cold calling game.

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Looking to break up your lead generation routine?

Today we interview Tyler Lessard of Vidyard about the power of video not only to tell your story but to add value to customers.

Though video is not a solution for a lack of research or poor messaging, it is a unique, customer-centric way to connect with potential buyers on a human level.

And it works!  According to Tyler Vidyard has seen a 5% increase in their open rate for initial contacts. He share with us some concrete strategies from subject lines to visual cues and a little competition invite to boot.

Still not convinced?  Too nervous to try? Tyler’s advice is “try it anyway!” You can’t go wrong being yourself.

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It’s easy to give up, people do it all of the time.  But being able to keep at it after being ignored time and time again?  That is something special, and it leads to results.

Brendan Alan Barrett is a persistence specialist.  He believes in the product that he’s selling and he knows when the right message gets in front of the right person, they will do business with him.  So he makes phone calls, sends emails, leaves voicemails, reaches out on social media, and has even been known to show up at a company’s front door. He does this all in the name of good old fashioned persistence.

Occasionally he’ll get some four letter words tossed his way or continue to be ignored, but he takes that as a challenge.  He just hasn’t found a creative way to reach that person… yet.

Brendan believes if you haven’t reached out to someone at least 7 times, you probably don’t really exist to them yet.  He doesn’t take lack of responses personally because people are busy! How could he take the rejection as a reflection on him when they don’t even know him?  He keeps it light.

Brendan has a ton of tips on how you can develop your muscle for persistence.  To hear more about Brendan’s methods on organization, strategy, and attitude check out this episode of How To Get A Meeting With Anyone.

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Connecting with individuals that can propel your business to the next level can be difficult. Once you have identified these important people, what are the best ways to get a meeting with them? In many cases, you may only have one shot.

Mark Birch stays connected. In this episode, Mark talks about building multilevel connections and how that could benefit your ploy to get meetings on the book with the most important clients to your business.

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What is it that you need to do in order to get in front of your prospective clients, particularly if you're going after CEOs? Implement a contact campaign and see how quickly those rejections turn into meetings.

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Sharpen your storytelling.

Too often we want the viral knockout—the thing that’ll put us in contact with millions straight away.

But the best way to grow your brand is to treat your posts like micro-blogs and get to the heart of what people care about: the story you’re telling.

Luckily, we sat down with Dennis Brown, author of The 7 Habits of Highly Effective LinkedIn Users, to set us straight on how to generate a consistent LinkedIn following through storytelling.

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Learn more about your ad choices. Visit megaphone.fm/adchoices

Getting noticed by a company as large as Amazon certainly isn’t easy. But Joe Snell is determined to make it possible. To get a relatively small city noticed, boldness is not optional. He joined us on How to Get a Meeting With Anyone to share why.

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Personalized ads get noticed by the right people.  Even if you can’t identify the exact person within an organization you need to sell to, there are still ways to get your ads in front of decision makers!

Learn more about your ad choices. Visit megaphone.fm/adchoices

The value of persistence in sales extends beyond the numbers game and into the attributes that make a complete salesperson. 

In this episode, Mike Weinberg, Author of New Sales Simplified and Founder of Outbound Conference, talks to us about winning clients and excelling in situations by being persistent.  

Earning a chance to meet with someone and potentially compete for their business isn't always how talented or smart you are, but about your ability to never give up.

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“There is no coincidence in this world.” - Alexis G. Obolensky

Sometimes the universe opens up and connections seem like they’re just supposed to happen.

Yasar Daglar, Founder of TerapiSkype.com, has one of these stories.  In our most recent episode, Yasar talks about his chance meeting  Obolensky and how it changed the way he thinks and views the world.

Sometimes we break through to meetings, and sometimes meetings break through to us.

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