How to Get Meetings With Hard to Reach Prospects
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 612 Ratings
🗓️ 8 September 2022
⏱️ 23 minutes
🧾️ Download transcript
Summary
Ever wondered how you can get the attention of that elusive prospect you’ve been chasing? You know the one. The big fish that is your ticket to President’s club a huge commission check.
You know how to sell – that’s your job, after all – but getting CEOs and other VIPs to call you back is the tricky part. So what if that impossible-to-reach person weren’t so impossible to reach after all?
Hall of fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers and reach those elusive executives by thinking outside the box and using personalized approaches that he calls “contact campaigns”.
On this episode of the Sales Gravy Podcast, Fanatical Prospecting author Jeb Blount and Stu discuss creative ways to get meetings with anyone. You’ll learn that the secret is about being creative, thinking out of the box, demonstrating authenticity and sincerity, and having a little fun along the way.
Get more meeting with effective Prospecting Sequences. Download our free how to guide here: https://salesgravy.com/seven-steps-prospecting-sequence-guide/
Transcript
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| 0:00.0 | This is the sales gravy podcast. Hi, I'm Jeb Blunt, bestselling author, Fanatical |
| 0:06.6 | Prospecting, Objection, Sells, EQ, and Inc. And I'm here to help you open more doors, |
| 0:11.6 | close bigger deals, and rock your commission check. |
| 0:24.3 | Welcome back to another episode of the sales gravy podcast. |
| 0:29.2 | On this episode, I'm going to be having a conversation with Stu Heinek, who is the author of Weeds and How to Get a Meeting with Anyone. |
| 0:32.6 | And before we get started, I want you to go check out Salesgrave University. |
| 0:36.1 | Salesgrave University is a one-of-a-kind platform that allows you to take on-demand courses |
| 0:42.3 | and take live courses with peers from around the globe. |
| 0:45.3 | And this is why so many companies and so many individual salespeople use Salesgrave University for professional development. |
| 0:51.3 | And if you've never taken a course on sales gravy university, |
| 1:02.1 | you can go right now to learn.salesgravy.com. That's learn.com. Use the code free course for the very first time and you can take any course on the platform. Stu, welcome to the sales gravy podcast. |
| 1:08.4 | Yeah, I'm going to be seeing you really soon at the Outdown Conference. |
| 1:11.5 | Yeah, well, thank you so much, Jeb. I can't wait to join you. Gosh, about a week away. |
| 1:15.8 | So in the pre-show, you and I were talking about this concept of really cool stories |
| 1:22.1 | from salespeople who have gotten, like, landed these dream meetings with their dream clients, |
| 1:28.2 | as Anthony Anorino would say. And you were talking about some of the, you know, just the return on |
| 1:34.4 | investment for coming up with some creative ideas. And in fact, to get on this podcast, |
| 1:39.4 | you sent me this big old board that was a cartoon that you drew that had, I think, when Jeb Blunt talks |
| 1:45.5 | about prospecting, or Jeff Blunt says that he can tell anything about a person by the size |
| 1:50.7 | of their pipeline, which is true. |
| 1:53.0 | So I guess I want to start off with one of your favorite stories about landing a meeting |
| 1:59.8 | with a high value, high quality prospect that was just completely |
... |
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