Episode 363： 7 Ways To Get In Front Of Decision Makers as an Entrepreneur
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Summary
How do you get in front of a CEO, CTO, COO, or CTO? How do you make sure you get a hold of them in 7 different ways to get your message across to them?
Transcript
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30 seconds. One time for the underdog. One time for the underdog. Ignition sequence start.
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Let me see you put them up. Reach the sky, touch the stars, up above. Cause it's one time for the underdog.
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I'm Patrick Bedelia, host of ITIM. And today we talk about getting in front of anybody.
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I mean, think about if you've got a client you want to get in front of a CEO, an investor, a decision maker.
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You don't know how to do it. I give you seven strategies today on how to get in front of them.
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Point number one. When I'm coming up, I'm trying to get a hold of anybody.
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I'm trying this seven approach philosophy. Seven contact philosophy.
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The goal is to try to get a hold of the person you're trying to get a hold of in seven different ways.
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I sent him a tweet. Why wouldn't he reply to my tweet?
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I left him a message. How come he didn't respond back to my message?
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You have to be in the person's world that you're trying to get a hold of.
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You are one of many people that are trying to get a hold of them.
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You have to be unique and you have to be more persistent than the other guy and still not seem creepy.
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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.
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So let's just say you send me a message on Twitter and the message is like thousands of tweets or hundreds of tweets.
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But then if you go research this person that you're trying to get a hold of, all their different accounts,
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you'll notice on Instagram they only have 1,100 followers.
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Which means they're actively getting on their Instagram account once a day, minimum 2, 3 times a day.
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But they don't necessarily have a lot of followers.
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So now you've got an email, 1 in 600, tweet, 1 in 500, DM, 1 in 5.
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The chances of them seeing your message is 20% on Instagram than it is on all the other ones.
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Let me give you a couple stories of where this is going.
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Yesterday I was doing my monthly private elite webinar.
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This is for people that qualify and I spend an hour and a half with them with CEOs, entrepreneurs, and startup founders.
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One of the entrepreneurs from Costa Rica asks a question.
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And he is trying to get a hold of these people in America to present to them how they make their company more green.
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So he said, Patrick, I'm having a hard time getting a hold of these folks, these C-suite executives.
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When you say C-suite executives, how many are there?
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It's going to take me so long to get a hold of all of them.
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I said, out of the CEO, COO, CMO, CIO, CTO, who are you trying to get a hold of?
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How many companies are there that you're targeting?
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I said, what you mean to tell me is really only 100 CIOs you're trying to get a hold of?
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I said, you've got to make a list of all these 100, figure out their platforms, find ways
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to get a hold of each one of them, tailor a message to them, mail them something, send
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them something, email them, Instagram them, LinkedIn them, tweet them, and then at the
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Because by the time you call them, they've already gotten all this different information
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sent to them, and they're going to know that you've done your part, right?
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And he says, I never thought about it that way before.
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By the way, if you're wanting to be part of the private monthly webinar, we're going
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You've got to answer to qualify for it, and then you can possibly be invited to it.
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We'll put the link below so you can go fill out the information for it.
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So this guy, this CEO out of Costa Rica is going to reach out to 100 CIOs about his product,
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Now, it doesn't mean all of them are going to do anything.
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I'm a private guy ten years ago, and I decide to write a book.
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It's called 25 Laws for Doing the Impossible, right?
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So I write this book, and I said, here's what we're going to be doing.
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Anybody that was a seven-figure earner, we made a list of 1,000 of them.
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We mailed two books of these copies, two books, to the influencer, one for him, because a lot
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So we sent two, and I said, one is for your assistant, one is for you.
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But I feel this is going to be a good book for your organization.
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All of a sudden, you know what happens two months later?
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We get an order from Russia for 75,000 copies to buy this book.
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And in 2000, 1,000, 5,000, 10,000, 150,000 copies of a book was sold in year one.
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I have zero social media presence, literally zero social media presence when this book
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It's going to them, not waiting for people to come to you.
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So number one of getting a hold of anybody is this seven contact philosophy.
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Number two, find out the five people they respect the most.
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So say, for instance, I am not responding back to you.
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But you find out through a blog I wrote, or a video I talked about, or YouTube I did,
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or an interview I did, or a podcast I did, I mentioned 10 names, okay, that are my mentors,
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They don't have the influence that I have, or the person you're trying to get a hold of,
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When they find out that you have a relationship with them, when you reach out to them and say,
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the other day I spoke to John Doe, who is one of the mentors you mentioned in a podcast.
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We had a very good conversation together, and I was able to help them out with a couple
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But I wanted to figure out a way to speak to you about a matter that I think could benefit
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First thing I'm going to do is when I see this message, I'm going to be like, wait a minute,
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I'll respond back to this because it's essentially responding back to my mentor.
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I have more weight in getting back to you because of this name than anybody else, if
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So get the five people that they respect the most.
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When I did my first big insurance deal, it was a $7 billion company.
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I kept every one of their answers on a three by five card.
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Instead of doing this, I'm showing up in person.
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I want to have a 30-minute conversation with him.
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I'll wait because I've got to be able to meet with this gentleman.
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I've got something I have to speak to him about.
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Because he told me he's in town, but he told me he's busy.
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Even if I get a 15, 30-minute conversation, I want to have that with him.
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But they sat there and they said, if this guy is that persistent to be willing to fire,
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to meet with me, he is going to be that persistent to make sure he runs a good quality business.
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Have someone who knows you and knows them send a note to them.
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For example, you are trying to get a hold of Bobby.
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You ask me because we have a relationship saying, hey, Pat, can you ask Bobby to just
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Then you have to convince me because I'm going to be like, well, I don't know.
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Hey, then I call him and I say, Bobby, can you do me a favor and call that guy?
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I think he's got something I could benefit from you.
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Look, if you don't want it, 10 minutes later, just let him go.
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Every person, the more influential they are, a lot of times, they have a lot of layers of protectors.
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Very few times, like a Mark Cuban doesn't use protectors.
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He responds back to his email, to his cyber desk.
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But sometimes there's a lot of people that have protectors.
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Winning them over is just as important as winning the main person over.
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That's the creative side of what you need to do to win them over.
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I'll give you a perfect example of what that means, study their world.
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Two days ago, three days ago, I was in New York.
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And I went to New York and had a meeting with four investment bankers.
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These are four of the very well-known investment bankers that people know, the names they know,
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We go meet with this guy and he's sitting there.
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He tried to do the salesman connection, which is like, oh, did you know I have family that's
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I'm like, that's nice, but what do you know about our business model and what we're doing
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and who are some of the people that you know that we could buy or acquire or do some kind
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And this guy's going to make a lot of money on this.
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This could end up being a million, $2 million, $3 million commission check for this guy.
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He just kind of was like, well, you know, this, this.
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And I asked him pointed questions, so tell me about what you would think about this and
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General, general, general, general, general answer.
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If you just study the world a little bit, that shows respect for the person that you wanted
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to do business with, they sit there saying, if this person studied us this much, I can
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only imagine how much he's going to study the other people that we want to do business
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This is the kind of guy I want to do business with, and I have no problem paying this guy
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$2, $3 million commission for doing the business that we want him to do.
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The other day, this was about two months ago, we got this package sent from an Emily Hirsch,
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okay, comes in, the team opens up the packages before it comes to me, maybe 5% of the time
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I see what's sent, maybe 5% to 10% of the time I see what's sent, but the team walks in
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and says, Pat, you've got to take a look at this.
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I absolutely love what you're up to and all the work that you do.
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I frequently watch your Instagram stories and all your content on Instagram.
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100 emails you send out versus something like that.
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What do you think is going to get more attention?
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Matter of fact, if you see it right now yourself, you're thinking about, how do I go out there
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We can put the link before on who does something like this.
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You can go out there and do business with them.
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Moral of the story is, this is very creative and different.
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I'll get emails and somebody will say, Pat, I follow your content.
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I got a personalized video on five things you can do to increase your Instagram followership
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or increase your Facebook or increase your Twitter or increase your YouTube.
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Those types of people, we will typically talk to.
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Not saying everybody, because after saying this on the video, we're going to get bombarded
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It's not everybody, but it's a higher percentage for you of getting somebody to want to do business
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Now, everything I said here, everything I said here, means nothing.
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Because after the conversation we have with Emily Hirsch, every time somebody does something
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with me, we always finish it off with homework on their end.
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Read this book first, and then I'll do this for you.
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Read this thing first, then I'll do this for you.
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Watch this video first, then I'll do this for you.
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When they don't do the follow up, they also won't do the follow up when you hire them.
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The unfortunate thing with Emily Hirsch was she said that we gave her a challenge on
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Look how much time she put into the energy, but she never got back.
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The people that did, they are now doing the contract for the vault conference.
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Do you realize the commission for the people that got the vault conference is going to
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end up being somewhere between $300,000 to $700,000 of commissions to them?
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But I'm just telling you right now, as a person that's been in this business for a while,
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this has cost people billions of dollars simply because they do the front end work good,
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So the point is, whatever you do here means nothing unless if you don't follow up.
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If you're disciplined enough to follow up, eventually business is going to work for you.
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And by the way, if you haven't already subscribed to Valuetainment on iTunes, please do so.
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And if you have any questions for me that you may have, you can always find me on Snapchat,
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And I actually do respond back when you snap me or send me a message on Instagram.