How to Get a Meeting with C-Level Executives, Business Celebrities and Investors without Cold Calling Geoffrey James 1
What I ll Be Covering Why email (not email marketing ) is the best way to reach C-level executives, business celebrities and investors The 5 reasons why your emails are opened (or discarded unread) How I got meetings with Bill Gates, Michael Dell and Larry Ellison using only email How you and I can collaborate together to apply my 5 step system to get a meeting with almost anybody 2
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
Have you gotten the run-around? 4
Been cast into voicemail hell? 5
Tried to get some media buzz going? 6
Waited forever for an email response? 7
You Are Not Alone! 8
It has never been harder to connect and meet with C-level Executives Decision-makers Reporters Investors Thought Leaders 9
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
Imagine How would your life be different when you can get a meeting with almost anybody? 11
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YOU RE FIRED! 13
My Crazy Idea: Ask the world s most successful CEOs how they became successful. 14
The Insider System 15
Some people who ve coached me: 16
Some venues who ve covered me: 17
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
The Insider System 19
Business emails doubling every 4 years Business Emails Per Day (Billion) Includes traditional email, texting, and social media. Source: The Radacati Group 20
Average Response Rate to Unsolicited Emails 21
The 1% is not the success rate: it s the response rate (which usually includes mostly NO s) 22
Email Marketing Sucks Cost: $15,000 Leads: 50,000 Opens: 500 (.1%) Meetings: 0 23
THE EMAIL MARKETING APPROACH 1. Build or buy a big list of prospects 2. Send out email blasts (or multiple emails) 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 EMAIL 24
Date: Sunday, Oct 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! 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 http://xyzllc.com/videos 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 603-555-1212. Sincerely Yours, Jane Smith XYZ LLC People helping people help people since 1985 277 Fish head Ave. Parma Heights, Ohio 44120 http://www.xyzllc.com 415-555-1212 x321 25
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 EMAIL 26
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
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
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
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
The Goal: Five Taps 1. Reply 2. Y 3. E 4. S 5. Send 31
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
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 EMAIL 33
The 5 Reasons Emails 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
The 5 Reasons Emails 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
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
Tip #2: Get an active referral FROM: gj@geoffreyjames.com 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
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
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
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 EMAIL 40
The Insider System Positive Response Rate (YESes) to Unsolicited Emails 41
The Most Important Question How Much More Money Are You Willing To Lose Because You Can t Land the Right Meetings? 42
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
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
Are You Committed to Doing What it Takes to Acquire This Life-Changing Skill? 45
Let s Meet www.businesswisdom.com 46
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
Our Target Outcomes: Stronger marketing message More responses to your emails More meetings with VIPs More sales Higher visibility 48
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
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
Let s Meet www.businesswisdom.com 51
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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
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
Q & A 55
www.businesswisdom.com 56