How to Get a Meeting with. and Investors without Cold Calling

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Marylou French
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1 How to Get a Meeting with C-Level Executives, Business Celebrities and Investors without Cold Calling Geoffrey James 1

2 What I ll Be Covering Why (not marketing ) is the best way to reach C-level executives, business celebrities and investors The 5 reasons why your s are opened (or discarded unread) How I got meetings with Bill Gates, Michael Dell and Larry Ellison using only How you and I can collaborate together to apply my 5 step system to get a meeting with almost anybody 2

3 This is For You if You re in business development or sales and you need to meet with decision-makers and executives. You need to secure meetings with media execs to get coverage for your business. You need to get meetings with thought leaders who can endorse your work. You need to reach investors who can fund your startup. AND YOU HATE COLD CALLING. 3

4 Have you gotten the run-around? 4

5 Been cast into voic hell? 5

6 Tried to get some media buzz going? 6

7 Waited forever for an response? 7

8 You Are Not Alone! 8

9 It has never been harder to connect and meet with C-level Executives Decision-makers Reporters Investors Thought Leaders 9

10 What Happens When You Can t Secure Meetings? If you re in business development or sales you have roller coaster sales If you re trying to get media coverage your business never gets exposure If you want an endorsement from a thought leader you never show up on their radar If you re a startup your startup never gets off the ground 10

11 Imagine How would your life be different when you can get a meeting with almost anybody? 11

12 12

13 YOU RE FIRED! 13

14 My Crazy Idea: Ask the world s most successful CEOs how they became successful. 14

15 The Insider System 15

16 Some people who ve coached me: 16

17 Some venues who ve covered me: 17

18 And it works for my clients, too. After I worked with Geoffrey, I found it incredibly easier to get into conversations with real decision-makers. I ve achieved as high as a 90% response rate! Peter Trombetti, President and Founder The oficio Group 18

19 The Insider System 19

20 Business s doubling every 4 years Business s Per Day (Billion) Includes traditional , texting, and social media. Source: The Radacati Group 20

21 Average Response Rate to Unsolicited s 21

22 The 1% is not the success rate: it s the response rate (which usually includes mostly NO s) 22

23 Marketing Sucks Cost: $15,000 Leads: 50,000 Opens: 500 (.1%) Meetings: 0 23

24 THE MARKETING APPROACH 1. Build or buy a big list of prospects 2. Send out blasts (or multiple s) 3. Communicate enthusiasm 4. Describe features and functions 5. Include plenty of information 6. Assign some homework 7. Ask for a meeting 8. Be available to answer questions INITIAL 24

25 Date: Sunday, Oct 18, 2015 at 4:51 PM From: Subject: Trade Show Attendees Dear John Doe: I hope you are having a great day! My company XYZ LLC provides online and mobile apps that provide attendees with an opportunity to plan and connect for the conference before leaving for the event! We can accommodate a solution that is right for your event. We power similar conferences like yours and I guarantee you would find it beneficial. To learn more visit our website and watch a short video. Please let me know when we can arrange for a demonstration over the phone. Feel free to call if you have any questions. My number is Sincerely Yours, Jane Smith XYZ LLC People helping people help people since Fish head Ave. Parma Heights, Ohio x321 25

26 THE INSIDER SYSTEM: 1. Find out what the VIP wants 2. Show how you can help 3. Ask a YES/NO question 4. Transition to a meeting 5. Close the opportunity INITIAL 26

27 Subject: Atlanta Conference John, You can reduce no-shows by 50% by keeping attendees informed and involved. We have an iphone/android app that does that engages attendees before and during a conference. Would you like to see a one minute video showing it in action? Jane 27

28 Subject: Atlanta Conference John, You can reduce no-shows by 50% by keeping attendees informed and involved. WHAT THE VIP WANTS We have an iphone/android app that does that engages attendees before and during a conference. Would you like to see a one minute video showing it in action? Jane 28

29 Subject: Atlanta Conference John, You can reduce no-shows by 50% by keeping attendees informed and involved. We have an iphone/android app that does that engages attendees before and during a conference. Would you like to see a one minute video showing it in action? HOW YOU CAN HELP Jane 29

30 Subject: Atlanta Conference John, You can reduce no-shows by 50% by keeping attendees informed and involved. We have an iphone/android app that does that engages attendees before and during a conference. Would you like to see a one minute video showing it in action? Jane A SIMPLE YES/NO QUESTION 30

31 The Goal: Five Taps 1. Reply 2. Y 3. E 4. S 5. Send 31

32 Five Taps = Five Wins 1. You are now in a conversation. 2. You got permission to sell. 3. You are whitelisted on the SPAM filter. 4. You just got your first Yes. 5. You re building relationship momentum. 32

33 Remember: this is only part of the system! 1. Find out what the VIP wants 2. Show how you can help 3. Ask a YES/NO question 4. Transition to a meeting 5. Close the opportunity INITIAL 33

34 The 5 Reasons s Get Opened (or Ignored) Date: Sunday, October 18, 2015 at 4:51 PM From: gj@xyzllc.com Subject: Trade Show Attendees Dear John Doe: I hope you are having a great day! 1. Date & Time 2. From Address 3. Subject Line 4. Salutation 5. Teaser 34

35 The 5 Reasons s Get Opened (or Ignored) Date: Sunday, October 18, 2015 at 4:51 PM From: gj@xyzllc.com Subject: Trade Show Attendees Dear John Doe: I hope you are having a great day! 1. Date & Time 2. From Address 3. Subject Line 4. Salutation 5. Teaser 35

36 TIP #1: Send it during off-hours Research: 8 to 10 AM or 4 to 5 PM (6%) Experience : Any time except during work hours 36

37 Tip #2: Get an active referral FROM: Joe, Jane Doe suggested that I contact you. WEAK FROM: Jane.Doe@XYZLLC.com CC: gj@geoffreyjames.com Joe, I want to connect you with Geoffrey... STRONG 37

38 Tip #3: Make it feel internal Dear Mr. Jones: Hi, John John, Somebody I don t know. Somebody I might know. Somebody I probably know. 38

39 Tip #4: Make it about them not you. SUBJECT: New Economy Application Joe, I hope you re feeling well. I am SUBJECT: Atlanta Conference Joe, You can reduce no-shows by 50%... All about you All about them 39

40 Remember: this is only part of the system! 1. Find out what the VIP wants 2. Show how you can help 3. Ask a YES/NO question 4. Transition to a meeting 5. Close the opportunity INITIAL 40

41 The Insider System Positive Response Rate (YESes) to Unsolicited s 41

42 The Most Important Question How Much More Money Are You Willing To Lose Because You Can t Land the Right Meetings? 42

43 1. How much is a meeting potentially worth to you? 2. How many meetings would you like to secure per year? 3. Multiply 1 x 2 43

44 How Much Is It Costing You To Stay Where You Are? How much is a meeting worth to you? $5,000 How many meetings would you like per year? 8 What you re losing per year by NOT having this $40,000 44

45 Are You Committed to Doing What it Takes to Acquire This Life-Changing Skill? 45

46 Let s Meet 46

47 This is For You if You re in business development or sales and you need to meet with decision-makers and executives. You need to secure meetings with media execs to get coverage for your business. You need to get meetings with thought leaders who can endorse your work. You need to reach investors who can fund your startup. AND YOU HATE COLD CALLING. 47

48 Our Target Outcomes: Stronger marketing message More responses to your s More meetings with VIPs More sales Higher visibility 48

49 How We Accelerate Your Success Start with my framework and I then personalize it to YOUR situation and goals Small group format (8 to 12 people at a time) Focus is on IMPLEMENTATION not INFORMATION Goal is to help you QUICKLY secure meetings, not drown you in more stuff 49

50 OR you can try these alternatives: A half page in a major newspaper: TIME A radio spot or TV spot in most major cities: $7,500 ONE $10,000 ONE TIME Hire a professional publicist: $15,000 (3 MONTHS) Hiring a rainmaker with a rolodex : YEAR Cold calling $$$$$ Wasted Try to do this from your notes $150,000 PER 50

51 Let s Meet 51

52 52

I ve recently had the privilege of working one-on-one with Geoffrey James. His feedback helped me make significant improvements to my website and overall personal branding.

53 I ve recently had the privilege of working one-on-one with Geoffrey James. His feedback helped me make significant improvements to my website and overall personal branding. He has helped me translate my business experiences into relevant customer benefits that help me distinguish myself from the competition. Matthew Theis Sr. Director The Shamrock Companies 53

54 When you are looking to work on your brand messaging, it helps to have someone from the outside looking in. Someone who can look at your brand objectively and give you honest and expert feedback. Geoffrey is that guy. He is passionate about sales and branding and he hones in to craft the perfect message." Javier Velarde Executive Producer & Creative Director Triton Productions Event Design 54

55 Q & A 55

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Seven steps to success

2 CHAPTER Seven steps to success You want your clients to succeed, and we, of course, want you to succeed. The good news is you already have an engaged client. The fact that they were willing to commit