Valuetainment - Episode 363： 7 Ways To Get In Front Of Decision Makers as an Entrepreneur

00:00:00.520 30 seconds. One time for the underdog. One time for the underdog. Ignition sequence start.

00:00:07.000 Let me see you put them up. Reach the sky, touch the stars, up above. Cause it's one time for the underdog.

00:00:15.100 One time for the underdog.

00:00:17.400 I'm Patrick Bedelia, host of ITIM. And today we talk about getting in front of anybody.

00:00:21.820 I mean, think about if you've got a client you want to get in front of a CEO, an investor, a decision maker.

00:00:26.200 You don't know how to do it. I give you seven strategies today on how to get in front of them.

00:00:29.720 Point number one. When I'm coming up, I'm trying to get a hold of anybody.

00:00:32.920 I'm trying this seven approach philosophy. Seven contact philosophy.

00:00:37.680 The goal is to try to get a hold of the person you're trying to get a hold of in seven different ways.

00:00:42.720 Too many times people do one way.

00:00:44.400 Email. Oh my gosh, he didn't get back to me.

00:00:46.540 LinkedIn. How come he didn't get back to me?

00:00:48.300 I sent him a tweet. Why wouldn't he reply to my tweet?

00:00:51.080 I left him a message. How come he didn't respond back to my message?

00:00:53.580 He should be getting back to my message.

00:00:55.360 You have to be in the person's world that you're trying to get a hold of.

00:00:58.320 The person's world is busy.

00:01:00.400 You are one of many people that are trying to get a hold of them.

00:01:04.420 You have to be unique and you have to be more persistent than the other guy and still not seem creepy.

00:01:10.080 For example, say you send an email and this person you're trying to get a hold of is a CEO and they get 600 emails a day.

00:01:15.940 You're one of 600 emails.

00:01:17.520 What do you think you rank in priority?

00:01:18.960 Okay?

00:01:19.880 So let's just say you send me a message on Twitter and the message is like thousands of tweets or hundreds of tweets.

00:01:24.260 You're one of hundreds.

00:01:25.760 Everything to you is odds, right?

00:01:27.520 But then if you go research this person that you're trying to get a hold of, all their different accounts,

00:01:32.740 you'll notice on Instagram they only have 1,100 followers.

00:01:35.460 And they post regularly.

00:01:37.140 Which means they're actively getting on their Instagram account once a day, minimum 2, 3 times a day.

00:01:42.480 But they don't necessarily have a lot of followers.

00:01:45.220 Which means if you DM them, they'll see you.

00:01:47.040 So now you've got an email, 1 in 600, tweet, 1 in 500, DM, 1 in 5.

00:01:54.060 The chances of them seeing your message is 20% on Instagram than it is on all the other ones.

00:01:58.800 So this is why you reach out on Instagram.

00:02:00.440 Let me give you a couple stories of where this is going.

00:02:02.140 Yesterday I was doing my monthly private elite webinar.

00:02:04.980 This is for people that qualify and I spend an hour and a half with them with CEOs, entrepreneurs, and startup founders.

00:02:10.880 And we go through areas to process.

00:02:12.580 One of the entrepreneurs from Costa Rica asks a question.

00:02:16.280 They run a big company that does green.

00:02:18.360 They're focused on green energy.

00:02:20.020 And he is trying to get a hold of these people in America to present to them how they make their company more green.

00:02:27.420 Right?

00:02:28.160 So he said, Patrick, I'm having a hard time getting a hold of these folks, these C-suite executives.

00:02:32.360 I said, okay.

00:02:33.260 When you say C-suite executives, how many are there?

00:02:35.660 He says, oh, it's so many.

00:02:37.300 It's going to take me so long to get a hold of all of them.

00:02:39.640 I said, really?

00:02:40.120 I said, out of the CEO, COO, CMO, CIO, CTO, who are you trying to get a hold of?

00:02:45.360 He said, well, it's only the CIO.

00:02:47.220 I said, really?

00:02:48.040 Chief Information Officer?

00:02:49.420 Yes, that's what I'm trying to get a hold of.

00:02:51.000 I said, okay.

00:02:51.700 How many companies are there that you're targeting?

00:02:54.240 He says, it's exactly 100 companies.

00:02:56.580 I said, what you mean to tell me is really only 100 CIOs you're trying to get a hold of?

00:03:00.760 He said, yes.

00:03:01.600 I said, seriously, that's not a lot of people.

00:03:03.760 I said, you've got to make a list of all these 100, figure out their platforms, find ways

00:03:08.940 to get a hold of each one of them, tailor a message to them, mail them something, send

00:03:13.580 them something, email them, Instagram them, LinkedIn them, tweet them, and then at the

00:03:17.740 end, call them.

00:03:19.480 Because by the time you call them, they've already gotten all this different information

00:03:22.640 sent to them, and they're going to know that you've done your part, right?

00:03:26.300 And he says, I never thought about it that way before.

00:03:27.920 I said, 100 CIOs.

00:03:29.140 By the way, if you're wanting to be part of the private monthly webinar, we're going

00:03:32.480 to put a link below.

00:03:33.260 It's a questionnaire.

00:03:33.920 You've got to answer to qualify for it, and then you can possibly be invited to it.

00:03:37.160 We'll put the link below so you can go fill out the information for it.

00:03:39.680 So this guy, this CEO out of Costa Rica is going to reach out to 100 CIOs about his product,

00:03:46.560 right?

00:03:46.800 Now, it doesn't mean all of them are going to do anything.

00:03:49.180 First, he's got to have a good product.

00:03:50.460 He's got to have a good approach.

00:03:51.500 But let me give you another personal story.

00:03:53.000 Ten years ago, I'm not on social media.

00:03:56.120 Ten years ago, I'm not on social media.

00:03:57.640 I don't have a YouTube platform.

00:03:59.480 I don't have a Facebook fan page.

00:04:01.440 I'm not active on Twitter at all.

00:04:03.640 I'm not doing nothing with social media.

00:04:05.460 I'm a private guy ten years ago, and I decide to write a book.

00:04:09.040 It's called 25 Laws for Doing the Impossible, right?

00:04:11.640 So I write this book, and I said, here's what we're going to be doing.

00:04:14.900 We made a list of 1,000 sales leaders.

00:04:20.380 Real estate, insurance, investments.

00:04:23.780 It does pharmaceutical sales.

00:04:25.280 Anybody that was a seven-figure earner, we made a list of 1,000 of them.

00:04:30.200 We can find this list.

00:04:31.180 It's not hard to find this list.

00:04:32.700 1,000 of them.

00:04:33.940 We mailed two books of these copies, two books, to the influencer, one for him, because a lot

00:04:40.280 of times influencers will get a book.

00:04:41.620 They'll say, oh, you read it.

00:04:42.580 Give it to the assistant.

00:04:43.640 So we sent two, and I said, one is for your assistant, one is for you.

00:04:47.900 If you're too busy, have them read it.

00:04:49.460 If you can, you read it.

00:04:50.660 But I feel this is going to be a good book for your organization.

00:04:54.020 Perfect.

00:04:54.460 We mailed it out.

00:04:55.400 Send a little follow-up to them.

00:04:56.980 All of a sudden, you know what happens two months later?

00:04:59.400 We get an order from Russia for 75,000 copies to buy this book.

00:05:04.860 And in 2000, 1,000, 5,000, 10,000, 150,000 copies of a book was sold in year one.

00:05:10.620 I have zero social media presence, literally zero social media presence when this book

00:05:17.020 came out.

00:05:17.580 How did that happen?

00:05:18.600 It's the approach.

00:05:19.440 It's the marketing.

00:05:20.120 It's going to them, not waiting for people to come to you.

00:05:22.480 So number one of getting a hold of anybody is this seven contact philosophy.

00:05:26.220 Number two, find out the five people they respect the most.

00:05:29.840 So say, for instance, I am not responding back to you.

00:05:32.580 But you find out through a blog I wrote, or a video I talked about, or YouTube I did,

00:05:37.020 or an interview I did, or a podcast I did, I mentioned 10 names, okay, that are my mentors,

00:05:43.340 people I admire, my father, my this, my that.

00:05:46.180 They don't have the influence that I have, or the person you're trying to get a hold of,

00:05:49.900 right?

00:05:50.500 It is easier to get a hold of them.

00:05:52.820 You find a way to win them over.

00:05:56.200 Contact them and win them over.

00:05:58.140 When they find out that you have a relationship with them, when you reach out to them and say,

00:06:03.980 the other day I spoke to John Doe, who is one of the mentors you mentioned in a podcast.

00:06:09.700 We had a very good conversation together, and I was able to help them out with a couple

00:06:13.680 other things.

00:06:14.560 But I wanted to figure out a way to speak to you about a matter that I think could benefit

00:06:18.300 you, right?

00:06:19.240 First thing I'm going to do is when I see this message, I'm going to be like, wait a minute,

00:06:21.880 what's he doing talking to my mentor?

00:06:23.500 I have so much respect for my mentor.

00:06:25.040 I'll respond back to this because it's essentially responding back to my mentor.

00:06:29.460 Because his name's on the line.

00:06:30.960 I have more weight in getting back to you because of this name than anybody else, if

00:06:35.160 that makes sense to you.

00:06:35.980 So get the five people that they respect the most.

00:06:38.440 Win them over, you'll win them over typically.

00:06:40.520 Number three, show up in person.

00:06:42.360 When I did my first big insurance deal, it was a $7 billion company.

00:06:47.500 I had nothing going on.

00:06:48.540 We had no insurance contract.

00:06:50.020 Zero.

00:06:50.780 Everyone's saying no to me.

00:06:51.860 I kept every one of their answers on a three by five card.

00:06:54.920 I have it till today.

00:06:56.060 No, no, no, no, no.

00:06:57.960 Finally, I said, you know what?

00:06:58.800 Instead of doing this, I'm showing up in person.

00:07:00.660 I went.

00:07:01.220 I sat in the front lobby.

00:07:02.500 I flew up from California.

00:07:03.760 You're not from here.

00:07:04.400 No, I flew up from California.

00:07:06.100 And I'm in Iowa.

00:07:07.220 I knew he was in.

00:07:08.120 I want to have a 30-minute conversation with him.

00:07:10.120 I'll wait because I've got to be able to meet with this gentleman.

00:07:12.180 I've got something I have to speak to him about.

00:07:13.860 And I was referred to him by such and such.

00:07:15.320 Wait a minute.

00:07:15.800 You really can't?

00:07:16.520 I said, yeah.

00:07:16.860 I told him in email I was going to fly out.

00:07:18.620 Because he told me he's in town, but he told me he's busy.

00:07:20.960 I'm just here.

00:07:21.500 Even if I get a 15, 30-minute conversation, I want to have that with him.

00:07:23.940 But they sat there and they said, if this guy is that persistent to be willing to fire,

00:07:28.920 to meet with me, he is going to be that persistent to make sure he runs a good quality business.

00:07:33.640 Let's meet with him.

00:07:34.420 Boom.

00:07:34.620 That's exactly how I struck my first deal.

00:07:36.420 By going in person.

00:07:37.240 Face to face.

00:07:37.800 Right?

00:07:38.360 So show up in person.

00:07:39.320 Number four.

00:07:40.100 Have someone who knows you and knows them send a note to them.

00:07:43.980 For example, you are trying to get a hold of Bobby.

00:07:47.100 Bobby is a very successful businessman.

00:07:49.540 He's going to be a good account for you.

00:07:51.060 But you also know me.

00:07:53.580 And he is not getting back to you.

00:07:55.880 You ask me because we have a relationship saying, hey, Pat, can you ask Bobby to just

00:08:00.560 look at that email respond.

00:08:01.900 Like, I just need 10 minutes of his time.

00:08:04.940 Then you have to convince me because I'm going to be like, well, I don't know.

00:08:08.300 You know, it's just not bad.

00:08:09.580 But, Pat, this is what I'm doing.

00:08:10.600 Okay, you know what this sounds fair?

00:08:11.780 Let me get him. 0.81

00:08:12.760 Hey, then I call him and I say, Bobby, can you do me a favor and call that guy?

00:08:16.440 But, Pat, send me seven emails.

00:08:17.760 I get it.

00:08:18.120 Just call him.

00:08:18.540 I think he's got something I could benefit from you.

00:08:19.940 Look, if you don't want it, 10 minutes later, just let him go.

00:08:21.940 But I think it's a guy you ought to talk to.

00:08:23.620 I'll give him 10 minutes of my time.

00:08:24.880 Perfect.

00:08:25.720 So, you see how it happens.

00:08:26.480 You, boom, contact here.

00:08:28.400 They call you back.

00:08:29.140 Very simple.

00:08:30.200 That's step number four.

00:08:30.920 Number five, win the layers of protectors.

00:08:34.400 Every person, the more influential they are, a lot of times, they have a lot of layers of protectors.

00:08:38.920 Very few times, like a Mark Cuban doesn't use protectors.

00:08:42.340 You can go direct to him.

00:08:43.460 He responds back to his email, to his cyber desk.

00:08:46.000 But sometimes there's a lot of people that have protectors.

00:08:47.840 You have to win them over.

00:08:49.960 Winning them over is just as important as winning the main person over.

00:08:53.640 How do you win them over?

00:08:54.640 That's the creative side of what you need to do to win them over.

00:08:57.660 Creativity helps a lot to get to that level.

00:08:59.700 Number six, study their world.

00:09:01.380 I'll give you a perfect example of what that means, study their world.

00:09:03.920 So, I was in New York two days ago.

00:09:05.820 Two days ago, three days ago, I was in New York.

00:09:07.340 Something like that.

00:09:07.780 I was in New York three days ago.

00:09:08.800 And I went to New York and had a meeting with four investment bankers.

00:09:12.720 Okay?

00:09:12.960 These are four of the very well-known investment bankers that people know, the names they know,

00:09:18.200 the companies they know.

00:09:19.000 People know who these guys are.

00:09:20.600 So, I went into the meeting.

00:09:22.000 First meeting.

00:09:23.120 Second meeting.

00:09:24.260 Third meeting.

00:09:25.180 Fourth meeting.

00:09:26.200 First meeting.

00:09:27.300 Unbelievably impressive.

00:09:28.460 He knew everything about us.

00:09:30.440 Second meeting.

00:09:31.600 The guy knew everything about us.

00:09:33.340 Third meeting.

00:09:34.900 We go meet with this guy and he's sitting there.

00:09:37.540 He has no clue what he's talking about.

00:09:39.860 Nothing.

00:09:40.780 He tried to do the salesman connection, which is like, oh, did you know I have family that's

00:09:45.140 also Middle Eastern and all this other stuff?

00:09:46.520 I'm like, that's nice, but what do you know about our business model and what we're doing

00:09:50.520 and who are some of the people that you know that we could buy or acquire or do some kind

00:09:54.180 of business with?

00:09:55.160 And this guy's going to make a lot of money on this.

00:09:56.800 It's not like a $50,000 commission check.

00:09:59.020 This could end up being a million, $2 million, $3 million commission check for this guy.

00:10:02.480 It's not a small commission check.

00:10:03.600 It's a big commission check.

00:10:05.180 He didn't do any research.

00:10:06.580 He just kind of was like, well, you know, this, this.

00:10:08.420 And I asked him pointed questions, so tell me about what you would think about this and

00:10:11.420 what you would think about that.

00:10:12.560 General, general, general, general, general answer.

00:10:15.620 Lightweight.

00:10:16.280 The other three, specific.

00:10:18.560 One of them, unbelievably specific.

00:10:22.060 Who do you think is getting the business? 0.97

00:10:23.840 They studied the world.

00:10:25.040 One guy winged it.

00:10:25.860 If you just study the world a little bit, that shows respect for the person that you wanted

00:10:30.020 to do business with, they sit there saying, if this person studied us this much, I can

00:10:35.700 only imagine how much he's going to study the other people that we want to do business

00:10:38.620 with.

00:10:39.260 This is the kind of guy I want to do business with, and I have no problem paying this guy

00:10:41.860 $2, $3 million commission for doing the business that we want him to do.

00:10:46.500 Study their world.

00:10:47.420 Number seven, make a personal video for them.

00:10:49.980 Let me explain to you what I mean by this.

00:10:51.260 The other day, this was about two months ago, we got this package sent from an Emily Hirsch,

00:10:56.580 okay, comes in, the team opens up the packages before it comes to me, maybe 5% of the time

00:11:03.660 I see what's sent, maybe 5% to 10% of the time I see what's sent, but the team walks in

00:11:08.000 and says, Pat, you've got to take a look at this.

00:11:09.440 Very creative.

00:11:10.240 Watch this.

00:11:10.880 Look what she made. 1.00

00:11:14.900 What's up, Patrick?

00:11:15.820 Emily Hirsch here.

00:11:16.660 I am super excited to send you this video.

00:11:18.660 I absolutely love what you're up to and all the work that you do.

00:11:22.380 I frequently watch your Instagram stories and all your content on Instagram.

00:11:25.860 Study the world.

00:11:27.680 Perfect.

00:11:29.640 Happy, smile, likable.

00:11:33.700 Now it's the introduction.

00:11:39.140 So you see where she's going?

00:11:40.880 What she specializes with?

00:11:46.380 So you see what she's saying, right?

00:11:48.220 She sends this message and I see it.

00:11:50.140 I'm impressed.

00:11:51.160 I'm like, oh, very impressive.

00:11:52.320 Let's follow up with her. 0.57

00:11:53.120 The team calls.

00:11:53.780 They get on the phone.

00:11:55.120 Everything is good.

00:11:56.580 She got our attention.

00:11:57.740 By the way, watch this now.

00:11:59.380 100 emails you send out versus something like that.

00:12:01.660 What do you think is going to get more attention?

00:12:03.180 That costs $25.

00:12:04.920 But 100 emails is what everybody does.

00:12:08.320 One thing like that gets someone's attention.

00:12:10.160 Like, oh my gosh, I've never seen that before.

00:12:11.860 Matter of fact, if you see it right now yourself, you're thinking about, how do I go out there

00:12:14.980 and do this?

00:12:15.360 We can put the link before on who does something like this.

00:12:17.320 It's not hard to find them.

00:12:18.120 You can go out there and do business with them.

00:12:19.400 Moral of the story is, this is very creative and different.

00:12:23.060 And it's personalized.

00:12:24.060 I'll get emails and somebody will say, Pat, I follow your content.

00:12:27.180 It's phenomenal.

00:12:27.780 I got a personalized video on five things you can do to increase your Instagram followership

00:12:31.940 or increase your Facebook or increase your Twitter or increase your YouTube.

00:12:35.020 Increase exposure.

00:12:35.960 Increase anything.

00:12:37.280 They'll say, here's number one.

00:12:38.040 Number two, I noticed you're not doing this.

00:12:39.260 I noticed this on number three.

00:12:40.640 Look, I'd like to do more for you.

00:12:41.840 If you give us a call back.

00:12:43.040 Those types of people, we will typically talk to.

00:12:45.720 Not saying everybody, because after saying this on the video, we're going to get bombarded

00:12:48.740 with a bunch of different things.

00:12:50.260 It's not everybody, but it's a higher percentage for you of getting somebody to want to do business

00:12:54.080 with you.

00:12:54.500 Now, everything I said here, everything I said here, means nothing.

00:12:59.740 Everything.

00:13:00.740 Nothing.

00:13:02.140 Unless if you don't follow up.

00:13:03.460 It means nothing.

00:13:04.140 You know why?

00:13:04.960 Because after the conversation we have with Emily Hirsch, every time somebody does something

00:13:09.000 with me, we always finish it off with homework on their end.

00:13:12.400 Always.

00:13:12.800 Because it shows me their discipline.

00:13:14.900 Read this book first, and then I'll do this for you.

00:13:16.780 Read this thing first, then I'll do this for you.

00:13:18.340 Watch this video first, then I'll do this for you.

00:13:20.520 When they don't do the follow up, they also won't do the follow up when you hire them.

00:13:24.200 The unfortunate thing with Emily Hirsch was she said that we gave her a challenge on

00:13:28.780 a follow up.

00:13:29.300 We never heard back from her.

00:13:30.540 Never heard back from her.

00:13:31.820 Look how much time she put into the energy, but she never got back. 1.00

00:13:36.000 What are we going to do with Emily?

00:13:37.240 What kind of business are we going to do?

00:13:38.880 She didn't follow up.

00:13:39.700 The people that did, they are now doing the contract for the vault conference.

00:13:45.380 Okay?

00:13:45.940 That's coming up.

00:13:46.880 Do you realize the commission for the people that got the vault conference is going to

00:13:50.060 end up being somewhere between $300,000 to $700,000 of commissions to them?

00:13:53.400 That could have been her account.

00:13:54.620 But she didn't follow up.

00:13:55.740 She lost that account.

00:13:57.060 Many of us have lost accounts.

00:13:58.560 I've lost accounts because of lack of follow.

00:14:00.760 But I'm just telling you right now, as a person that's been in this business for a while,

00:14:03.760 this has cost people billions of dollars simply because they do the front end work good,

00:14:11.000 follow up bad, they lose business.

00:14:12.940 So the point is, whatever you do here means nothing unless if you don't follow up.

00:14:17.100 If you're disciplined enough to follow up, eventually business is going to work for you.

00:14:21.380 Thanks, everybody, for listening.

00:14:22.660 And by the way, if you haven't already subscribed to Valuetainment on iTunes, please do so.

00:14:27.240 Give us a five-star.

00:14:28.640 Write a review if you haven't already.

00:14:30.140 And if you have any questions for me that you may have, you can always find me on Snapchat,

00:14:34.220 Instagram, Facebook, or YouTube.

00:14:36.180 Just search my name, Patrick MidDavid.

00:14:37.920 And I actually do respond back when you snap me or send me a message on Instagram.

00:14:43.080 With that being said, have a great day today.

00:14:44.820 Take care, everybody.

00:14:45.520 Bye-bye.

Valuetainment - September 05, 2019

Episode 363： 7 Ways To Get In Front Of Decision Makers as an Entrepreneur

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