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Wanna land a BIG JUICY deal...

by ewenmack
7 replies
I take it you do from clicking thru.

Then when pitching a more complicated offer,
a meeting is often required.

So how do you get the meeting with Big Corp?

Well it starts with an email.

And here's what a veter of vendors
has to say on the subject.
His company has Apple, Intel, Monster.com, FedEx.com Pepsi
and other Fortune 50 companies on their roster of clients.

He gets between 10 and 15 emails a day from people who want to meet with him.

He responds to one of those emails.

Over the course of the year, about 1500 people contact him to setup meetings.

100 get a meeting and about 10 end up closing seven figure deals.

And it all starts with making sure that first email gets a response.

One of the ways to have that happen is to truly understand what's going on in the head of the person you are trying to reach.

If you can "read their mind," the whole thing becomes much easier.

In the interview below, you'll hear what he looks for in an email. More importantly, you'll hear him discuss some major red flags that make him hit the delete key.

The Buyer’s Perspective

Enjoy!
Ewen
#big #deal #juicy #land #wanna
  • Profile picture of the author KingOfContentMarketing
    Good stuff.

    If you want to work with major ad agencies, forget about cold emailing without building a relationship first. A good way to do that is to network at advertising and digital marketing clubs, associations, meetups, meetings and events. Ad people are extremely social--go to the meetings, mix, mingle, grow your network and go from there.
    Signature
    Marketing is not a battle of products. It is a battle of perceptions.
    - Jack Trout
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  • Profile picture of the author bizgrower
    Thanks for the post. Dan
    Signature

    "If you think you're the smartest person in the room, then you're probably in the wrong room."

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  • Profile picture of the author ewenmack
    Originally Posted by Cobaki View Post

    Of course, if you want to land a good chance with huge agencies for your promotions, you should dismiss cold emailing first.
    Rubbish!

    This week alone I've landed a resort hotel, a cinema,
    an Italian restaurant and 2 bars from cold emails.

    Not once did I speak with them on the phone.

    They had never heard of me before and no referral.

    Ice cold.

    If you listened to the video, the guy prefers email to phone.

    I've worked with a guy who has landed $12 million worth of contracts
    which started from cold emails.

    Best,
    Ewen
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    • Profile picture of the author Richard Tunnah
      Originally Posted by ewenmack View Post

      Rubbish!

      This week alone I've landed a resort hotel, a cinema,
      an Italian restaurant and 2 bars from cold emails.

      Not once did I speak with them on the phone.

      They had never heard of me before and no referral.

      Ice cold.

      If you listened to the video, the guy prefers email to phone.

      I've worked with a guy who has landed $12 million worth of contracts
      which started from cold emails.

      Best,
      Ewen
      You are a copywriting genius though Ewen! I'm also guessing you've split tested your copy you email out many times?
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      • Profile picture of the author ewenmack
        Originally Posted by Richard Tunnah View Post

        You are a copywriting genius though Ewen! I'm also guessing you've split tested your copy you email out many times?
        Thanks Richard.

        Actually I hardly tweaked it because it is what worked coming out of my mouth,
        over the phone or cold walk in.

        Best,
        Ewen
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  • Profile picture of the author DABK
    I hate it when people say 'you should' or 'you must' do or not do some marketing thing. Because the only time that's true is if they add: if you suck at it or if you're awesome at it.

    The rest of the time it's, you shouldn't do it if your testing says it's not getting you the kind of results you want or you must do it if you want the results you've gotten the last time for the same price.

    Pretty much the only should and must in marketing seems to be: you should test.

    Should my accountant have a website? Tons of marketers and web designers say he should. Some give him reasons, but the wrong reasons for him. He's retiring in 2 years, what will a website do for him? He doesn't want to grow. He doesn't even want to stay at the level he's at now.

    Originally Posted by Cobaki View Post

    Of course, if you want to land a good chance with huge agencies for your promotions, you should dismiss cold emailing first. To gain their trust and confidence, you have to make a good impression and that takes a lot of work but the rewards are priceless if you can accomplish it.
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  • Profile picture of the author DaniMc
    Some good points in this video, thanks Ewen!

    I've never understood the powerpoint pitch. Everyone hates looking at slide shows. They are boring. They remind you of bad meetings. How many times have you seen the slides start and thought "yipee! I can't wait!" That might happen if you are about to learn something you are excited about. But your prospect is not excited. They are just trying to sort you out from the other offers they get.

    I walk in with just a legal pad and maybe some informational handouts. Simple, to the point. I am the presentation. I simply cannot capture it all in a powerpoint in advance. Selling is a relationship activity and I have never seen anyone build a relationship with a slide deck.
    Signature
    Be kind, for everyone you meet is fighting a hard battle.
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