Get Meetings with Top 1% Prospects Without Social Media or Cold Calling

In this episode, I interview Jeremy Blubaugh, who teaches business owners and sales leaders how to get meetings with top 1% prospects without social media or cold calling. 

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Transcript

Jeremy Blubaugh interview

[00:00:00] Recording, but let's check the text skills to see if we're live. All right. If we're live, if you could hear us put, uh, grow in the chat now. Let's see. Yes, hold back. I can hear you. Yeah, we're live. Okay, we're good. So now, so now Jeremy's smiling because it worked. Yes. Well at least I'm here. I dunno if it's streaming on mine stuff.

Well, hey, no, we'll, I'm here. We'll see. Wait, lemme check. Let me check if it's stream streaming on your stuff before we start. And, and you know, while I'm doing this, Jeremy. Um, just briefly introduce yourself. Y'all we're about to have an amazing conver Yeah, it's on yours too. Nice. All right. All right.

Technology work this morning is Yes. Technology gods. We're on our side. . I love it. Um, yeah, so Jeremy Blueball, I'm the owner Chief Personalization Officer at Coin Flip Marketing, and really what we do is we help the top 10% of [00:01:00] sales reps get meetings with their top 1% prospects. Uh, mainly do all this through personalization, direct mail, uh, you know, my promise to people I work with, with your top prospects that you'll never have to cold call, cold email or dance on TikTok to get a meeting with the client.

So, oh, that sounds like refreshing. Although I know you're probably a big dancer, so you might. I'm not, I'm actually, I actually have two left feet. Uh, I would say they lives the dancer, my mom, and then my, I have a sister who's a great dancer, but I'm actually not the best dancer out there. Um, just fun fact, but, and, and for everyone listening, we didn't play in this matching, but it's cool.

I lo I like the purple going on in the background. Um, and I think that this conversation's important because it's, it's almost like we're on the opposite. Of, uh, a spectrum of helping clients aqui, like acquire clients, right? And so, like for me, I help people with personal brand. [00:02:00] They obviously have to create content, have to be visible, have to this and that.

But not everybody wants to do that, right? Because I have people that reach out to me and they're like, Hey, I don't wanna create content, but how can I acquire clients? And I think that what you help your clients do is imperative because it's not just reaching out to any prospect, you're, you're helping them reach out to the top 1%.

And I think that just business wise, business mindset wise, we should get into why. Why do you think that, uh, people should focus on the top 1% prospects versus just like their entire lead list? Yeah, and before I get into, I'll, I'll hammer on your point. And for the people who don't want to create contact, uh, I would say half my clients I work with working within very highly regulated industries where they can't do anything on social media.

They can repost the posts that their company puts out on LinkedIn, but like, which everybody on this call probably knows that that doesn't work. Um, so they work within very highly rated industries and that's why they come to me cuz they'd like to do that [00:03:00] stuff, but they can't. So. Right. Uh, but back to your original question, the top 1%, I mean, when you focus on these individuals, what, there's really kind of three reasons why you wanna focus on these top 1%.

And you know, first, from a business standpoint, everybody probably knows and might have a different definition what a top 1% prospect is. From our perspective at Coin Flip Marketing, these are the game changers. These are individuals. The businesses, if they say yes today, your revenue and income, your business, whatever role you're in, skyrockets.

Right? The the ones say, yes, these are the six figure deals. Whatever you are working on, right? These are the ones. So that's, that's number one, right? They say yes. Um, It goes, uh, number two, they take, yeah, I mean, their sales go through the roof and you become a way more profitable business. So I don't know many people who got in the business just to not make money.

So, um, most people get in the sales in business to make some type of money, right? Mm-hmm. . Um, what I found is though, these, these top 1%, um, tend to be way stickier if you can get in there and build a relationship with them. But if you are good [00:04:00] at relationship building, so what I try to teach people, it's not just do personalization to get in the door.

Now the fun start, you can have really good personalization cuz you're gonna really uncover some really interesting things about these people. These top 1% prospects are human. They watch Netflix, they cheer for the football, they're human. Yeah, right. You know, they watch football on the weekends, they maybe play basketball with their kids.

They co maybe coach their, like they have everything they do. Just like you just, they had like this kind of like invisible like, Mask around 'em. Oh, they're just not human. Like, yep, they are. Uh, you know, maybe there's one out of a hundred, a thousand that aren't, but the rest of 'em are human, right? Um, yeah.

So they're stickier. Uh, and third more importantly, is what comes with that is since they are stickier, you can build relationships with them. They're way more likely to refer you. To other people that can change your business cuz they appreciate what you're doing for them. Um, and, and they know those people because yeah.

Top 1% prospects hang out with top 1% prospects. Exactly. Um, [00:05:00] and are trusted by other top 1% prospects. Exactly. So it kind of builds its trust and really what I try to teach my clients to do, especially when you get in the. As you continue this personalization is you eventually get to the point where like you've done it, like they can't help but tell everybody about you because you're doing things that no other sales rep, no other business is doing to, to continue to build that relationship.

And put, put it this sample, let's say your lifetime value client, uh, has a lifetime, um, three year bandwidth. . But let's say if you can do some type of personalization, do some kind of unique outreaches once they've become with clients, and you can take that from three to 10 years. Like, yeah, think of the bottom line to your business.

And we're not talking about spending hundreds of thousands of dollars here. We're just talking about getting know your clients and using that data that you learn from your clients and using it to your advantage to humanize the process. Well, let's talk about like the, I guess I don't wanna say the dark side of top 1% [00:06:00] prospects, but the reason why people may not even consider them or may give up on them too soon is because they're using, uh, the dark side is usually these people are very, very successful and they have to guard their time and their energy, and they're being bombarded by people trying to sell them.

Right. And so like when you cold call them, they've been through this game before. They're, they're 10 steps ahead of you and a thousand other guys are cold calling them, right? If so, if you try like generic tactics to approach them and you don't like, show your effort in that first kind of, uh, impression, then you probably are not gonna be, uh, very.

You know, your, your chances of success are probably gonna be very low, and I think that's why people give up on them. Yeah. And I think to your point is they're 10 steps ahead of you is they've been cold called, they've got to the position, they've been called their whole life. Your [00:07:00] emails, cold emails probably aren't hit in his inbox or here's, or inbox.

Right. They're just, or somebody else is reading them cuz they hate email. Yeah, yeah. Or I mean, they're, they're busy people. Right. And that's really what we try to talk, talk about is pattern disruptions, but more importantly on the fact of personalization is these people, like anybody else, like to talk about themselves.

So if you can kind of play off of what Del Carnegie used to talk about and how to win friends and influence people, make them feel important, get to know them, use the information about them. And there's one quote I always use from that book, um, cuz we're big of one. We use personalization. People love to see their names, especially in good lights.

People love to see their pictures, especially in good light. Uh, and del in that book, Del Carnegie says people's names to them is the sweetest sound in the world. So when you personalize things, specif. Gifts that they're gonna use. Gifts that they actually like, gifts that are actually things they care about.

Um, not what you care about, but what they care about. Like the chances of them responding go through the roof. You know, I, I don't know what a [00:08:00] cold call success rate now is, 0.05%. I don't know what it is. Um, but that's not good. It's a lot of cold calls. They get a meeting with a top prospect. Um, so, and I, I feel like when you approach them differently, It, it makes you not only stand out, but it makes them like be like, whoa, if this person got to me this way, they must be different.

Right? They must be a creative thinker. Um, they went above and beyond versus just doing what everyone else is doing. And I think that a lot of people maybe have been disenchanted with, let's say, gifts, right? Uh, maybe because they're doing like a basic. Mug or, I don't know, just like all the generic gifts that everyone just kind of throws away or gives to other people.

So I think like they, they don't understand the power of that personalized experience. So let's tap into that. Like how, first of all, what is personalization? And second of all, what's [00:09:00] the difference between something that's personalized versus just doing something generic? Because you know, you were told to.

Um, so, you know, what is personalization? So I'll probably, uh, upset some people here. It's not male merging a client's name and a email. Um, it's not male merging or automating their, where they want the college and a LinkedIn outreach. It's not automating their company name. Like, Hey, I, I know you're the C O C O of this company.

You must have this problem. That's, that's not personalization. Like, that's, no, it's not using crappy technology to automate a terrible outreach, in my opinion. Jeremy, we can talk. I tell you, all of the personalized messages that I get on a daily basis, like this most recent one, ready, like it's just, they're all, I have hundreds in my, yes.

Yeah, it's crazy. Is a top one. Shana. Looking forward to connecting. I love that LinkedIn gives us such a great way to connect with other entrepreneurs. [00:10:00] I see that you're crushing it on social media, but I know not everyone loves Messenger. So I wanna check first, is it cool to say, Hey, here, X, X name. It's like, come on.

Like, uh, I have, that's actually better than most though. I mean, I have, I have, I have, but I know it's a bot, right? So I have people reaching out to me, being like, do you wanna grow your personal brand? Like, that's what I do. I'm like, um, have you looked at my. I got one this morning that says, Hey, I help healthcare sales professionals like you.

I'm like, really? Help. There's nowhere in my profile of the word like, health is associated with my name. So it's like, it just, I would somehow got put on this list and got this message. Um, and what's funny is they follow up with an email too. I'm like, so, but yeah, so, so that's not personalization and. Uh, you know, it's, it's [00:11:00] really spending some time in our opinion, researching the prospect.

So if you're going after C E O C O O C F O, chief Marketing Officer, especially as you go up with their lifetime value in these bigger corporations, they're gonna have some type of online presence. Whether it's they spoke at a conference that you can watch on YouTube, or it's a article they wrote on LinkedIn.

Whatever press that they write for what industry they're in, there's gotta be some type of information. There might even be a profile on their website. They might even have some type of social media presence outside of that. They're gonna have some type of information and it's spending some time.

Reading and learn about these individuals. So that's what people don't wanna do, Jeremy. Yeah, it takes time. They don't wanna spend the time. It doesn't. They, they're thinking, see, this is the problem. People think about themself more than how the other person feels when they receive the message. So they're just thinking, I want it convenient.

I want all of this on automation. I'm just gonna play the numbers game, send out a hundred messages, maybe get one meeting. [00:12:00] But what they don't realize are the 90 people that now have a bad taste in their mouth. Yep. Because the outreach that you just did that now will never work with you. So like those numbers aren't in their data.

Right? Yep. That's number one. Number two, it doesn't take that much time to like, uh, You know, stand out. So I'll give you an example. I was listening to a podcast. It was a big c e o that was on this podcast, and he said that when he started early in his business to reach his top 1% prospects, what he would do is he would send them a Rolex box.

Right? Mm-hmm. Because the assistance would be afraid to open the Rolex box because they thought it was expensive, so they would just hand it off to the decision maker. But in the Rolex box, there would be a letter, and I guess that would be kind of his handwritten letter and his pitch to kind of, you know, get their attention.

And he said that it got him, you know, like, like the deals that got his business off the ground. So that like one minute clip in a [00:13:00] podcast, I messaged him on LinkedIn and I said, Hey, I just listened to your podcast on, on such and such podcast. Like he was the one being interviewed. And I said, and if you don't respond to this message, I'll have to send you Rolex Xbox right in one minute.

He responded and he was like, that was good because it proves that I was listening. Yeah. So I, I, my example is, it's probably a year ago, maybe 18 months ago. I try to do a lot of personalized outreaches on LinkedIn. Um, I don't get to it every day, but I do do it. And this guy's profile said, if you really want to connect with me, tell me, he was a big golfer.

Tell me what your number one golf course you'd wanna play. And if you're not a golfer, what's your favorite movie? And I told him, you know, I wanted to play, uh, you know, Augusta, like everybody else in my favorite movie, Shawshank Redemption. And his response back to me is like, I've had that on my profile for three years.

You're the first person to ever answer that. Wow in his inbox. First person ever three years. So I think where I'm going with this is it doesn't really [00:14:00] take, the bar is so low that just going just a little above about it, you're gonna win more than most sales reps cuz most sales reps just don't care.

They care about themselves, they care about the commission check. They don't care about connecting with you. If you can do that, like your sales career is gonna take off or your business is gonna take off cuz most just don't care. But the, back to your point about, you know, You know, the automation. I would also say the, what most people's sales outreach to when it comes to giving is automation.

Now, obviously it's not automating like, hey, I press a button and this goes out to 500 people. What I'm going with this is you think your LinkedIn message, your email box is noisy. 37 billion were spent on company logo merchandise last year. Wow. That's 37 billion. So you send in a Yeti or a whatever, you send them in the mail with your company logo.

Not gonna work. Um, it's just not, they, they're getting it. I know countless of salespeople like, oh, I send my company Y Yeti. I'm like, first of all, I don't know how [00:15:00] many more Yetis I need. I've got like a hundred of them. Um, and I don't really want one with your company logo, awing. Cause I don't know who you are.

Whereas I said, if, if, if you have like stringent issues like your company saying you can only send Yetis, like maybe challenge 'em and say, can I put the guy I'm sending it to, or the lady on center, can I put her logo? Like, that's different, right? You took some time. Hey, this guy just went out, this lady went outta the effort to put my logo on it, not his.

Um, I mean, just like that, that little step is way different than the typical outreach they get, um, because it's about, and they're more like to use it too. Yeah. And then every time they use it, they're gonna think of you. And I mean, I experience this all the time. People send me stuff and it's like, like I could tell who listens by what gifts I receive very easily.

Don't send her dance shoes, everyone . Exactly. Or you can, but with like a witty joke, like for send me two left dance shoes for your two left feet . That's like the old adage like, Hey, I sent you one dance [00:16:00] shoe, a left shoe. If you want the other left one, um, let me know. Send it . But that would be hilarious.

It would just prove that somebody was listening, right? Yeah. And you would respond. She'd be like, yeah, let's chat because you exactly paid attention to me. Be like, who does this ? Exactly. It's, it's, it's, uh, the bar is so low. Um, like, like, and two, also studies show, like, here, here's my, I I always use this in my presentation.

There's my water bottle with my logo on it. Guess what? I, I care about this a hundred times more than any one of my clients do. Um, probably a thousand times. I don't care about my logo, my branding. I do though. So just like I said, taking something and putting my logo on it and sending it. , it would mean something to me and it's, it doesn't really take that much effort to go on to Etsy or Zazzle and put my logo on a water bot.

Mm-hmm. . Now I think we teach our clients that we made more creative and better than that, but like at least it's a little bit of effort. It's not just hitting the button in your Salesforce or HubSpot and Hey, send Jeremy a Yeti. Yeah. And so [00:17:00] what happens, cuz I know that some people are also afraid to send gifts because they're like, what if they.

Have an attitude or what if they think it's like bribery or whatever. So what's your take on that? Like what's been your experience with that? Well, I don't know. Anybody's been BRI for like a 30 or $40 gift . So, um, so the, so obviously like don't send like a very expensive gift, right? Yeah. It's, it's just like, yeah, it's getting, like I said, maybe they read an article and you find out that they love the.

Putting their name on some, luckily TRA was tagged for 35 bucks. Like simple as that and like with a custom note. And I think the way they handle it, they really kind of take it from that bribery standpoint is the custom note, Hey, I'm doing this cuz I read this about you. I know it's important to you.

Here's what I want to get 15 minutes of your time. Um, and try to, and hopefully you can find when you learn about this person some pain points they might have. Um, cuz they might talk about in these articles or in their LinkedIn profile. And if you do that, yeah, you still what [00:18:00] you might. You do 500 of 'em, you might get one or two people like, oh, I don't accept gifts.

That's bribery. And you know what, like those are the same people that are gonna get mad at you and so mad at you cause of a cold, cold, cold email you're gonna make in your dm. Uh, when you dance, do a dance on tick. They're not meeting with you anyways. They're not good people. So yeah, it goes back to Maryland.

They're the ones that aren't human. Um, and you just move on. Like you're just, I don't know. I mean, I had a mentor one time, so there's a hundred and like 20 trillion net worth in the United States. Um, you're not gonna get all of it, so why don't you share a little bit. Um, so, you know, find partners, partner up with people like you're not getting it all.

So don't be greedy. Like, just move on to the next one. And if they get mad at you, you know what? They're probably gonna forget in six months anyway. So, um, I think there's, there's an art to it though back, I mean, It's being very, very strategic with what you send in the note. Um, we, once again, on our cards, we do a lot of like, Photoshopping using their names.

You know, try to find things, [00:19:00] um, that we know about them and put them in the card to show like, Hey, we're, we're trying here, um, to get your attention. A and most people when you do this, they know what you're trying to do. It's not like, um, give me an example for people listening. Cause I, I've heard you know your success stories, which is why I invited you on today.

What type of results have happened for some people with these top 1% prospects? Like in terms of like how many outreaches versus like the meetings that they've gotten that maybe they've been trying to get for like years that they couldn't get before you? Yeah, so I'll, I'll go back to example. I worked with this kind of, um, upscale sache company.

They're trying to get meetings. Uh, and, and this will relay into your example about gifting in a second, about, hey, you know, um, we did 15 outreaches, we did a three step process. Um, one was a gift, um, a wild mailer card, what we call Myer's, which is a, a personalized card and a personalized gift. Step two was a personalized video by mail, which I can talk about that in a second.

[00:20:00] And they, they had paid me for step three, but they decided not to do it because they simply said, we got the meetings we wanted, were were no point of moving on. Um, so I think the first round they did 15 outreaches. I think we got six meetings of those 15 on the first many. Wow. One of 'em actually reached out to him, was a very big, large retailer.

This is the power of the personalization. He re, they reached back out to these group of three sales reps and say, Hey, very creative. You can meet with any time. It is my company policy. I can't accept gifts. Can you, can I send this back to you? The guy wasn't mad. He was just like, laugh, this was phenomenal.

Let's meet you. Got my attention. They got his attention. That's all. So we can chat. And the next one, I think we got like three more than the video Mallers. They got nine out of 15 and these. Nine outta Fortune, fortune 500 companies we were reaching out to. So I learned a lot in the process too. They were like big retail companies.

So like there's a person if you wanna get your product on like the Home Depot shelves in a certain aisle. Like there's a person who deals with that. Um, great. So that's who we were outreaching to. And um, we helped them get on some pretty [00:21:00] big change the projector of their business because they got shelf space at some very large retail companies by just being different in getting these people's attention and kind of pattern disrupting.

Yeah. So what's the, what's the cold outreach response rate like? Do you know? Like in general? Oh yeah. So if we, it depends on how many you do, but if you do a step of three, um, it's over 50% response ratios and some of 'em are gonna be, Hey, thanks. I'm not interested. No, I'm talking about just, I'm not talking about with you, I'm talking about just regular, like Oh yeah.

With cold email. I, like I said, I don't know, it's gotta be less than 1%. I know there's people out there cold, but you're telling me, and, and this is, we're like valuing. Quality over quantity and like your time. Right. Because like, this is where people, it's like a, a paradox that they automate, they don't personalize because their time's so important when they could, again, 16 of the, these things were sent and nine meetings were booked.

Yep. That's insane. For like six figure [00:22:00] deals. Mm-hmm. . Yeah. I mean, everybody would sign up for that if I can get nine on 16. Um, but most. Most think about, oh, that's expensive. I'm like, well, it's also expensive to continue to bombard these people with terrible outreach, um, that's not working. That it just becomes noise and they're never gonna get meetings with them.

Right. Um, so it's, and obviously like they have to, I'm sure that you only work with people that, like, once they get the meeting, they know exactly what to do. Like you don't have to teach them how to. Well, so, exactly. So I'm not a sales coach. I can refer people to sales coaches that I trust. Um, it's nothing that I ever want to do.

I can't help you once you, like, you're in the funnel, like, what do we do? Like, so you find out in a meeting like, Hey, how do you follow up? Like, I'll, I'll work with you. We can create campaigns on how to do a very f successful like relationship building, you know, nurturing type of program, but like selling your product and asking good questions and all that stuff.

No, I don't do that. But yeah, you, here's what I found though. [00:23:00] Most salespeople can sell when they get in front of people. Where they really lack is, is getting in front of people. I've never really met a salesperson, doesn't really know how to move the sales pro on, and there's some that are better than others by far, but it's how do you get in front of the prospects is really where a lot of salespeople fail.

Um, and but to your point, I, I do want to. With people, the top 10% that are driven, that they know what they're doing. They know what they're doing and I know they're going to do it. Um, cause I've worked with the client before that I don't even know what the stuff was getting follow up with and I got pushback that's not working.

I'm like, well, did you called, did you email? Did you, because you still have to follow up on this stuff. You're give, but you're given a reason to follow up. It's like, oh no, I didn't know I was supposed to do that. And I'm like, well, no wonder your numbers are low. Like you still gotta send the email and pick up the phone and call.

Um, but my point is, it's, it's no longer a cold call. Hey, um, I'm the individual that sent you that really cool, uh, personalized wine glasses with a custom card. Um, and [00:24:00] boom, you come into good light and through their minds, it's no longer a cold call. They know who you are. They, they know why you're calling, right?

And they have like, you know, I mean, it, we respond to reciprocity as like humans, right? So it's like you've already done and given something to them. So even if they're like, okay, you got 30 seconds, right? Like, but they're gonna give you that time. And, uh, yeah, I mean, what, and here's, here's to the, the point with what I found is when you do this is you get a lot more time than that 30 seconds.

um, you get 15 to 20 minutes on their calendar. Yeah, that's amazing. Um, to tell the story, but also too, that's point, point B top salesperson. You have to come prepared to that meeting, right? Like you need to be ready to go. Um, like you send this awesome package and you get the meeting and then you just kind of throw up all yourself.

It's, you're probably not moving on the stage two. Right? You gotta be prepared. Um, so that's a. Live or different story with probably different people. But so, so for people that may be curious, that are watching, like do they have to come [00:25:00] to you with like their whale list, let's just call it like a top 1% whale list, knowing exactly who they wanna outreach, um, knowing their addresses, like what is required for this process to start?

Yeah. So, um, and by all means, you know, next Tuesday at 12 fifteen@toponemeetings.com if you wanna register, we're gonna. Through an hour live like this. An example on how we put this. I'll put the link in the chat now. Yeah. Um, but yeah, so I think this goes back to your other comments, uh, about I wanna work with salespeople that are really wanna be successful and I think a good salesperson knows who their wells are.

So I think that's a very important Exactly. Part of the process. Uh, one caveat that we do, cause we do everything through US Mail, um, is you need to know, Where they're at the address and I can teach you strategies if you don't have that, the how to get it. Um, cuz sometimes actually getting these people's assistants involved goes a long way.

Um, the, and they'll give you the address if you kind of get them involved with it. But yeah, you need to have their [00:26:00] address, you need to have the list. Um, and you have to be willing to put some time and effort in the follow up cuz um, you know, you still do have to follow up with these individuals. And usually just for people listening, because they may be like, okay.

What is like the speed, like let's say someone starts working with you today. What is the expectation of like when that person will receive this personalized experience? And then, um, how long have you seen where like your clients get these people onto their calendar from the time that they received the thing, whatever.

Yeah. So let's say you came with me on a list today of 30 of. I would say, first of all, we're not gonna do all 30 at a time. Um, maybe break it up in the chunks of 10, um, and we'd get working on it. It'd probably take about a week for us, five business days to get over a rough draft of, Hey, here's what I'm thinking for these top 10 people, and probably caught another 12 to 14 days for us to get everything sent to my fulfillment [00:27:00] center and ship it on your behalf.

So you're probably looking at before the first outreach goes out, call it 20 business days, um, might be shorter, might be less dependent on what we're really fine and what we're personalizing. And then what I've found though, it's interesting you say that these people that you're reaching out to are so busy, um, they tend to not be so busy when you cut 'em off guard, you do a pattern disruption, you do this type of stuff, , they tend to make time for you.

Yeah. Um, they're just too busy. That's responding to your terrible outreach. Um, but if, if you do it well enough, they'll make time for you. So usually within a month, you're, you're booking that meeting. Um, so, you know, call it six weeks from the. Those first 10 names that go out, you're, you're booking some meetings with your top 1% prospects.

Yeah. I mean, that's awesome because again, these aren't like little deals, right? These are like the whales. So even if it took 12 weeks in total, I mean, you're still closing deals that could potentially change your business. Right. And then again, you get in and I think like people underestimate this. [00:28:00] You get in and you build a relationship with one whale, whales hang out with whale.

That person has other successful people and probably mentors much more successful than them in their network that they're trusted by. So it's like even if you get in with three that could multiply and you really serve them over the next 12 months, you're gonna get referrals from them. Yep. Yeah. That's why I tell people, like let's say we do 30 and you only get eight meetings.

Those are eight meetings with six figure type deals that you weren't getting right anyway, so it's not the 50% that we typically get. You still got eight meetings with people who can give you six figure whatever you're dealing, let's say it's 50 grand, that's still amazing opportunity for your business to have that meetings.

And then what I've found too is you keep on doing this through the process. So let's say it's a six month sales cycle for your company. Um mm-hmm. typically get a deal cause it's some type of product integration or whatever the case may be, but like, it's gonna actually probably shorten the cycle. Cycle, let's say if you [00:29:00] find out they're an Eagles fan.

And you're meeting with 'em today, like in the follow up email. Okay, go Eagles. Or they make the Super Bowl in a month, you send 'em a, Hey, congrats cuz your Eagles won the Super Bowl. Like little things like that, um, are gonna put you in continued good light with this individual or this company that's just gonna move the process, uh, farther down the road or into the, the funnel quicker and close the deal.

Yeah, and let's talk about retention because I think like these type of things present, uh, a huge opportunity also for like coaches and consultants, especially again, like with Jeremy, the lifetime value has to be what, over 10 k at least. . Yeah. So over 10 K. So, and I've heard this before. I've heard a case study before where this, I think he was British.

This consultant, uh, sent out I think a hundred of like those video mail things like Nice. Yeah. I love those. Yeah. I don't know what was inside. Right. But I think he sent out a hundred and his mastermind was like 10 K [00:30:00] or something. And um, I think he got like 25 people. So that's like two, you know, 250 K, um, outta, that's some probably 175 bucks to Yeah.

Send that out per, per, per person. And then I'm sure that if he does a great mastermind that, uh, you know, they'll sign up next year. So like, that's just for this year, you know what I mean? And again, I don't think that people have even realized the power of this in like, retention. So have you seen it? Like, how have you seen it work in that.

Yeah. So honestly our, our process works even better for current clients because I'd imagine once again, you, you have, you have more and more data about these individuals. Yeah. You know, you know them, you know what they like, you know what they don't like. You may know like the names of their kids and like stuff like that.

Just little stuff about them. Yeah. So you can get, we help them just get way more personal with how we do this outreach. And what I found is in the back of my early example of that, your typical lifetime [00:31:00] stickiness is three years and you can get it. Um, that's huge cuz let's say it's a hundred thousand dollars a year, you just made $700,000 more by, you know, really personalizing your outreach to these individuals.

So, uh, we have countless examples of just, um, like, and to it. What, what's, what struggles for business owners or sales reps or whoever's doing this is really kind of tying that back to what we do. It's like having a billboard right on the highway, like, you know, it works, but like you can't really. Quantify it, right?

You can't really quantify what we do, but I can, what I do say is you can qualify when the client actually reaches out to you and says, Hey, via email. Like, that was so thoughtful of you. Like, thank you so much. Um, we really well done. Or, oh yeah, go Eagles. I know they're gonna, you know, good luck this weekend.

I, I know you're an Eagles fan. Whatever the case may be. Like, that's how we can kind of quantify like, Hey, it's working. You're getting those responses. Now we can't like quantify a dollar amount. We, we don't know, seven years from now, I guess we could look seven years from now and look back, [00:32:00] right? But it's kind of hard.

And I think that's why sometimes business owners struggle the gift with current clients because they can't quantify it from a business relationship. But I think what you find is the people who do do it for current clients, they stay stickier. They refer you more. Um, and I guess here's a good one.

Quantify say, of course you can quantify it because even if within that thing. It was not only just to like make them feel recognized, like you appreciate them, but maybe just saying, Hey, like if you could refer a friend, right? And then you could just track the num, like if the referrals increased after that and then, you know, that's just one way to track it.

So yeah, here, but here, here's an example. The power of what we do and how it works. I had a. Who actually two years ago was for all his best clients birthdays, were doing those edible arrangements, which they're not cheap for like 90 bucks for the higher end once, um, which is great. Um, the problem with those are is they're pretty much gone.

They go bad so fast they go bad, or I have four kids, they're gone in like five minutes. Um, yeah. [00:33:00] Well my point is like, it's, it's there and it's gone. Right? There's no shelf life right to the item. So I told this individual like, well, Let's, if you will still do birthdays, I'm fine with that. I'm not big on doing birthdays.

It's more about the surprise and delight and kind of the unexpected is what we teach. Right? But if you wanna do birthdays, that's fine. I said, well, let's, when's your next best client's birthday and happened to be like three weeks from then. I said, okay, well what do you know about him? And he started to ramble on, he said, star Wars, okay, that's, that's all we need if he's a huge Star Wars fan.

And he said, oh, he's a huge bourbon too. . Um, exactly. So I put together this beautiful custom like Star Wars themed birthday card. Um, and he's once again was a Star Wars fan. So I went on the Etsy. We customize these like Darth Vader bourbon glasses with the client's name. The client liked it so much he posted it on Facebook.

Like, look at my financial, oh my God, advisor. That I, that's so cool. So like, that's the power, like of doing this stuff. Like now he could, once again, you know what you could have done too for Zoom background ? Um, [00:34:00] yeah. I don't know. You would use that at work. Right? But that would've been funny. Yeah, you could have done that.

Yeah. Star Wars boom. But yeah, I mean, There's thousands of different ways that, that do this. Yeah. Um, it's, once again, it's the effort and the thought that counts, especially with your current clients. Um, and what this does is it, it really kind of teaches them that once again, you care about 'em, but you mean so much more to them than the bottom line to your business.

Like you actually care about them as a human visual. And, and that's where I think most people struggle with. Like, I have the data. I don't know what to do. Or I don't have the data. So we, we, we can teach you to do both. Um, but it's the people I know a lot of people have the data just dunno how to do. And that's where we can have a huge impact where you just spend two hours on the phone.

Like, what do you know about your top 20 clients? Okay, we're good to go. Like, we'll put together a campaign for you. That's awesome. What about reviving the dead? Um, that's a little tougher sell. Well, I think we have to have a, I have to have a heart to heart with the sales rep on why they're, [00:35:00] Um, did you mess up?

Did you Right? It's a little more difficult. Did they just not need it anymore? Did you know, was the company growing too fast and maybe, you know, whatever. Yeah, yeah. And, and that's where it goes to, like where I found maybe, maybe reviving the debt is the people that I've met with before, but didn't sign up.

It tends to work better in that example than. I had you as a client and then you kind of fired me. Yeah, yeah. And like you said, it's not that it can't work, we just never really have a conversation like, why do you want to send it to that person? Because there's probably a reason why they let you go and you're just not fulfilling that anymore.

And maybe your company doesn't offer that or your business doesn't offer that, so you're kind of wasting your money. But if you still do think, um, but that's where I say that the hard heart, cause most people still do think that they can solve that person's problem and not really, really mean, I ask themselves.

I see a lot of people in business, there's sales reps that like, are more focused on reviving the dead than giving birth to like, you know, new stuff. Yeah. And [00:36:00] it's like, again, it it's circumstantial completely. They may not have even been their client and they're like a new rep under that account or something, you know, and Yep.

Um, so there's a lot of like little intricacies, but I think that this is great. I think what would be the first step? I know you have the training, uh, on, on Tuesday. At 1215, you wanna mention that again and I put it in the link of the live? Yeah. So next Tuesday, uh, 12:15 PM Eastern, um, which I think is the 31st.

Uh, if you go to top one meetings.com, we're actually gonna spend an hour, uh, walking through a real live example on, uh, client of mine, on a potential client he wants to reach out to and show you how we actually put it together from start to scratch. Oh, that's, and kind of see the type of work that we do, and you'll kind of get this feel of like, oh, I see why this person might respond.

Cause it's so highly personalized that either they're just. You gonna respond, or at least they're nice enough to say, Hey, no, thank you. Um, uh, it's really fun. So you're gonna, so, so you're gonna sit with one of [00:37:00] your clients and be like, Hey, who's the person? Yeah. So they, they've sent me a name. Um, actually, I don't know if they can be on the Zoom or not yet.

Or the, the training. Um, but they, they sent me a name that we're gonna walk through, um, step by step. Okay, that's awesome. So we're gonna be able to see like the experience, like the process real time, and. Uh, I guess like in a couple weeks, you know, follow up from that. But I think that this is, again, like if you're someone that has big potential deals that you could close, you have a list of your top prospects, but you haven't been successful.

Now. One more question, Jeremy. This is the hard one, right? Yeah. This is, this is a hard one. So have you ever found that if they were relentless with cold calling or cold emailing and then they sent a gift that they kind of rejected them or they just never knew that they called anyway? Yeah, I mean, most of the time they never knew they called.

Okay. Um, I had to ask because I mean, it goes like a real example. Like, you send this and someone gets really [00:38:00] mad at you. Six months later, they're gonna forget that it was you to send it. Um, or like you change jobs, another company, they're not gonna know that it was you. Oh yeah, I remember that person over a, b, c Well, I worked for X, y, Z corporation.

Couldn't have been me. Okay. Yeah. It wasn't you. So, um, like, um, yeah, most people, I mean, think, think about it from the person you're sending it to from Monday through Friday, like, they're heck weakest, hectic, just like you are. They have kids, they have events, they have their job, they have their spouse. Like they have so much going on, they didn't say, yeah, I'm, you know, that wasn't the best approach.

Yeah. I'm thinking outside of the box now. Yeah. Did it. Yeah. I mean, yeah, you definitely go. That's why I tell, I mean, you own it. And I mean, I, and I always two people, like in your outreach, like be honest with like, Hey, you're a tough person to get a hold of. Um, this is why I'm doing this. And they appreciate that.

They're like, you're right. I am a tough person to get ahold of. And I'd be like, and I don't blame you cuz there's people probably like leaching off your energy 24 7 . You know, I think sometimes, but I had to ask cuz there's probably people that I've tried to [00:39:00] cold call a person a thousand times and they're like, but what if I send a gift?

Will they remember? It's me. Will they have an attitude, like, you know, stuff like that. Yeah. So, and, and if, if you're worried about that and let's us clear the note like, Hey, I've tried to call you and you can even joke about it, 2,375 times. Yes. I'm counting . Um, and now I'm trying one personalize mailer.

Let's see what wins. Like, and like maybe joke about, hey, you know Jim Carrier, so you're telling me that like, have fun with it and enjoy it and like once. Human, they're gonna appreciate if you can get 'em to smile, get 'em to laugh. Light the guards down. I'm so glad that you mentioned smile. I think like, I think it's just getting someone, if you can make them smile in that moment, then it's like an experience.

Then it's like, okay, this person really tried and I think the probability of them giving you a meeting just skyrockets. Exactly. And I think they're like, you're right. I, I now remember this thing, you have probably called me 2,375 times. Like, like you gotta respect the hustle. Yeah. So, um, and then, you know, like when he does respond back to her, that she responds [00:40:00] back to, you're like, you know, you're, you got, he got me.

I'd never pick up a cold call. Yeah. Um, and they'll probably be honest with you back. Remember, these people are extremely successful. They probably, you know, I think sometimes the reason why they don't respond to generic things, it's like, you know, I had to step it up to get to my one top 1%. Like in my season.

Step it up. Yep. And you'll get my attention. Yep. It's like a challenge. It is. Yeah. I like that. Yeah. And, okay, Jeremy, well, um, I tagged you in the blurb, so for everyone listening, I hope you enjoyed the conversation. Go to Jeremy's live training. I'm gonna be there. I think I'll learn a ton. And I think that again, if you're in, if you, if you have whales that you wanna close deals with, you've been unsuccessful in reaching out to them in like the generic ways.

I think that the numbers don't lie. And I think that if you. Provide them with a smiling experience. Get meeting with them. You know how to sell you. You're already a top salesperson or top businessperson. Then I think that the [00:41:00] proof's in the pudding with Jeremy. Go to the live training. Thank you. Jeremy.

Any final words? No, uh, yeah. Hopefully you can join me if, if not, um, check down on LinkedIn point flip marketing.com. Um, every day we're posting about ideas or different strategies that, you know, kind of work for sales reps. Sometimes it's the mindset as well. Um, we're posting daily, so, you know, jump on my LinkedIn profile, hit that follow button, um, if you're not already, so, yeah, and we'll have to, and happy Friday.

Yeah, we'll have to do a second live cuz I know you have like a, a phenomenal story of how you. Left corporate. Now you're an entrepreneur, you're, you're father of many children, uh, husband that he's the first live they didn't run on, so, yeah. Uh, uh, a husband that prioritizes his walks with his wife. I'm gonna get you the, like a, uh, something walking related one and, um, I love it.

Thank you so much for being here today. I appreciate it. Yeah, thanks for having me, and happy Friday and have a good weekend. All right. See you. Ciao. Bye-bye. Bye everyone. Ciao.[00:42:00]