Session 3. Setting up Meetings
Start reaching out and setting up meetings with those in your network.
Article 1 – The Amazing Fable of Bubble City
Article 2 – How to Get 100 Meetings
Article 3 – More Meetings, More Clients
Article 4 – What to Say, Once You Get a Meeting
Article 5 – 50 Coffees by Michael Ehrling
Article 6 – Making LinkedIn Connections
Webinar – How to Get More Meetings
Webinar Handout – How to Get More Meetings
Your primary and most important marketing activity to undertake during the Radically Virtual Marketing Program is to make connections with and meet with three to five people every single week. The more conversations you have, the faster your business will move forward.
You’ll meet with past clients to catch up with them and to explore new ways you can serve them.
You’ll meet with business associates both old and new to share ideas, insights, resources, and connections.
You’ll make connections with prospective clients on LinkedIn and move the connection to an offline conversation.
You’ll develop ideas for new services and new marketing materials as a result of these conversations.
The below material goes into more depth on how to make connections and turn connections into new ideas and materials.
Article – The Connection, Development Process
Marcom 3.5 – Email Newsletter
You want to write an email newsletter to stay in touch with the people in your network. Whether you have 25 or your list is 25,000, it’s better to be in touch with people on your list that to be out of sight, out of mind.
Step One: Sign up for a few good email newsletters and study what they do. I subscribe to all of them and they are all unique in their approach and all very good. Of course, you can unsubscribe to them at any time.
Jason Leister – The Incomparable Expert Daily Journal
Julie Wolk – Business Guided by Nature
Amy Bingham – Staffing Newsletter
Ted Prodromou – LinkedIn Newsletter
Ann Handley – A Newsletter on Writing and Marketing
Anny Tardy – The Flash!
Mark Silver – Heart of Business Newsletter
Roy H. Williams – Monday Morning Memo
Julie Wolk – Business Guided by Nature
Step Two: Write a few newsletter articles to find your style and voice. (from 250 to 750 words) You want to write something of value. Ideas and tips your clients and prospects can use. Original content and ideas from your unique perspective.
Step Four: Ask people you know if they would like to be on your list. Just send them an email with a sample of the newsletter. When they respond, add them to your list. (You can do this within the newsletter service or on a form on your website.)
Step Five: Start writing your newsletter on a regular basis, from weekly to monthly.
Assignment: Get your Newsletter Started.
Marcom 3.6 – Presentation, Talk, Webinar or Demonstration
You give prospective clients an experience of what you do by delivering a live presentation of some sort.
How to book talks and webinars for your business.
Assignment: Create a presentation for your business that could be delivered as a talk, webinar, or demonstration.
Marcom 3.7 – Business Models and InfoGraphics
A business model is a graphic representation of what your business delivers and how your business works.
How to use InfoGraphics in your marketing
Step 4 – The Selling Process
At some point, you’ll find yourself speaking to someone who is interested in how you can help them. The process might go something like this:
1. You have a conversation with someone in your network. Perhaps they attend a presentation.
2. You send them your Executive Summary or Report.
3. They refer you to someone they think you should speak with.
4. You set up a time to speak with this person.
5. Before that conversation, you send them your Executive Summary or Report
6. You have that initial conversation to learn about their needs. They show some interest.
7. You set up a more in-depth meeting (sometimes called a Strategy Session).
8. You sent them to your Sales Letter to read before the meeting.
9. You conduct the Strategy Session. Below is the Strategy Session Script.
10. You close the deal and agree to work together. In some cases, you sent a proposal.
Of course, it never goes exactly like this, but it’s pretty close to what happens. The more connections and conversations you have, the more prospective clients you identify and the more selling conversations you have. And the more selling conversations, the more new clients you land.
Step 5 – Your Marketing Mindset
You might say there are two big things that contribute to marketing success. One is learning, practicing and implementing various marketing strategies. When you master certain marketing strategies, you attract more clients. It’s as simple (and as difficult) as that.
The second thing is mastering your Mindset. And in fact, it may be more important than marketing Strategies. How you think and feel about marketing will have a great impact on the actions you take to implement your strategies. A bad marketing mindset can completely undermine your marketing success. A great marketing mindset can dramatically accelerate your success.
Ultimately there are only two marketing mindsets. The first one is fearful. The other one is fearless. Fearful seems to be our default sate. And it’s the only thing that really holds us back. And the fearless mindset is a product of taking action even when we are fearful. As Niklas Göke explains in the article below, fear can be triggered by anything and everything.
Marketing and selling triggers fear in a lot of people. Fear of reaching out, fear of being rejected, fear of making a mistake, fear of looking bad. The list is endless. But you don’t have the time to work through all your fears. They are going to pop up as soon as you think of getting out there in one way or the other. But when you take action, when you persist, when you try again, ultimately you get better at marketing. You don’t get rejected, you don’t make so many mistakes, you don’t look so bad.
You’ll also notice that as a result of taking action and moving forward one step at a time, you start to become fearless. And when that happens, your life explodes. Results. Breakthroughs. Miracles. Want to get rid of fear? Just do it! And if you’re not convinced, read the article below.
You’re Not Lazy, Bored or Unmotivated – (An article by Niklas Göke. Read this now. It says it all!)
Below are a series of articles I wrote for The Fearless Marketer that focus on ways to shift your Marketing Mindset. I encourage you to read them all. They just may speak to you and give you some valuable insights and tools to discover the most powerful mindsets for you.
Other Resources or Articles on Marketing Mindset
The Unstuck Process – My Book on Getting Unstuck
The Unstuck Process Worksheet – Do the process! (but read the book first!)
When Positive Thinking Doesn’t Work – from Psycho-Cybernetics.
Success Mechanisms – from Psycho-Cybernetics