How to Get a Meeting With Anyone

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

David Walter on Million Dollar Closing and Contact Marketing

Marva Bailer, Master Connector

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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 atDocsend 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.

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

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

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