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Session 3. Setting up Meetings

Start reaching out and setting up meetings with those in your network.

Article 1The Amazing Fable of Bubble City

Article 2How to Get 100 Meetings

Article 3More Meetings, More Clients

Article 4What to Say, Once You Get a Meeting

Article 550 Coffees by Michael Ehrling

Article 6Making LinkedIn Connections

WebinarHow to Get More Meetings

Webinar HandoutHow 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 LeisterThe Incomparable Expert Daily Journal

Julie WolkBusiness Guided by Nature

Amy BinghamStaffing Newsletter

Ted ProdromouLinkedIn Newsletter

Ann HandleyA Newsletter on Writing and Marketing

Anny Tardy – The Flash!

Mark Silver – Heart of Business Newsletter

Roy H. WilliamsMonday Morning Memo

Julie WolkBusiness 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 Three: Sign up for a newsletter service. I recommend AWeber or MailChimp. They can help you set up your newsletter template.

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. 

Sample Presentation/Webinar

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.

InfoGraphic Metaphor for Marketing Program

How to use InfoGraphics in your marketing

Assignment: Create an infographic for your business that represents what you offer or key ideas in your business. Create a plan to utilize this infographic.

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.

Conducting the Selling Conversation – Strategy Sessions 

10. You close the deal and agree to work together. In some cases, you sent a proposal.

How to write the Perfect 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.

Assignment: Study the selling process and then find a partner to practice the process with.

Step 1, Step 2, Step 3, Step 4, Step 5

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.

Stories You Tell Yourself About Marketing

Navigating the Rapids of Your Mind

How Wise People Deal With Disappointment

The Fearless Landing

Fearlessness is About Being, Not Doing

How to Successfully Meet the Three Biggest Marketing Challenges

How to Get Beyond Paralysis by Analysis

How to Go ALL IN on Your Marketing

Working Your Business From the Zone of Genius

For GOD’s Sake, Just Try Something New!

How to Multiply Your Creative Energy

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

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