Today, Stu Heinecke, author and editorial cartoonist for the Wall Street Journal chats about how to get a meeting with anyone, contact marketing and more. Stu shares how to use contact marketing to limit the amount of competing you’re doing against people who are also calling on your prospects. Whether you’re trying to connect by email, social or phone, you’re competing with a stack of people. We’re talking about blue ocean strategy and understanding when to find another channel to find prospects.
While back in the day a one percent response rate to a direct mail campaign was considered a success, Stu shows how to expect and get 100% response rates to meeting requests. In his book How To Get A Meeting with Anyone, Stu discovered that he could get past traditional gatekeepers to reach those elusive executives by thinking outside the box and using personalized approaches he calls contact marketing. He’s sharing tips including don’t try and circumvent the admin. assistant – make them your ally, the value of touchpoints, why LinkedIn is the gorilla in the room, and why handwritten notes still make a big impact.
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Guest: Stu Heinecke