Sorry...."postcards" ain't gonna git you in to see the "big guy"!
They will be "round-filed" at the "rejectionists" desk or before. Her job is to protect the bosses "time".
However, Gary Halbert was big on sending FedEx packages with items of interest to the "big guy". Look thru some of his old newsletters on his website.
I "get in to see the Big Guy" at Car Dealerships by using "Familiar Referrals"....and a technique Gary taught me years ago called, The "TugBoat Marketing" method.
The way a Tug gets the HUGE metal cable UP to a giant ship, so it can "tug" the ship into port is;
the tug shoots up a nylon line...the crew on the bow of the ship grab it and pull it up...on the end of the nylon line is a larger rope, then comes the Cable.
"Familiar Referrals" with the "TugBoat" are:
I get a small used car dealer to use my product first...then I contact a larger used car dealer and mention that "Joe, small dealer" is using my program and suggested I call.
Then...after getting the larger used car dealer I call the small New Car Dealer and tell his "rejectionist" that "Charlie" over at Charlie's Motors and Ed over at "Ed's Best Wheels" suggested I call Mr BIG and set an appointment to show Mr BIG the program Charlie and Ed are using. I do NOT mention what it is about...I keep them guessing. I do NOT want them "pre-judging" what I'm selling BEFORE they even see it.
Ohhh...let me relate what I did with my first business....when I was just starting my Burglar Alarm biz in the suburbs of Chgo. I knew I needed someone of INFLUENCE to use as a "Testimonial" and I kept seeing W. Clement Stone in the newspapers (He founded an Insurance Co and Success Magazine)
Mr Stone ALWAYS had a cigar. So, I got a flash; I made some calls around and found where Mr Stone bought his stogies.
It was a small tobacconist off Michigan Ave. in downtown Chgo. So, I dropped in the store and asked the owner if I could buy a decanter of cigars for Mr Stone. He said, "I don't see why not. I'll just put these with his regular order."
I then told the tobacconist, "And, there's an extra $50 in it IF you will call me when they come in and...hold off from calling Mr Stone for 2 days. He agreed.
A couple of weeks later I get a call from the tobacconist who tells me the cigars are in. This was on a Friday morn and he said he'd hold off on calling Mr Stone till Monday.
So, I scurried down and picked up the decanter.
The next morning, Sat at 10am, I walked up to Mr Stone's door, carrying the decanter with a nice ribbon around it, and knocked.
A couple of minutes later the guge door opens and a little maid in a maid's outfit, opens the door. I hand her the decanter and tell her, "These are for Mr Stone....for FIVE MINUTES of his time. Would you give this to Mr Stone and relay that message?"
She said she would and CLOSED THE DOOR on me. Well, I thought the time and money I had spent on this had been wasted.
I was standing there, in the cold, shuffling my feet and thinking, "What a fool I've been"...when I hear a high-pitched voice inside.
The voice is saying, "Hey YOU! Open the door and come in!"
So I did. When I got inside, I heard the high-pitched voice say, "Come on Up Here...I want to talk to you".
I looked up and there, at the top of the stairs, was a small man with a pencil-thin moustache in a silk smoking jacjet...holding my decanter.
I went up the stairs and he directed me to his study...where he spent the next half hour asking me questions about how I went about getting to see him. what motivated me...etc.
He then asked me if I'd be willing to be at his Monday morning PEP session for his insurance agents. I agreed.
He then asked to me go around the property and give my recommendations for a security system.
Which I did...and which turned into a nice BIG order AND....Mr Stone became my biggest "Center of Influence"...referring dozens of his affluent friends.
So...because of a "creative" way to "get in to see the BIG Guy", I was able to get my new business off to a BIG start.
The same with what YOU are doing. Do some research on ways others have gotten in to see "BIG Buys". Some of the old Sales Books are still in the library...Frank Boettcher, Elmer Wheeler.
Do some investigating.
Best of Success to you,
Don Alm
