No matter what their field, most entrepreneurs know what rejection feels like. You keep getting vexed by the executive assistants, your emails go unresponded to for weeks and months on end, and you've been transferred to everyone in the department but the person you need. Getting a foot in the door now requires much more effort and creativity. The gimmicks and tricks don't work anymore. So how's one supposed to get that meeting with the Mark Zuckerbergs and Warren Buffets of the world? Try Contact Marketing.
Stu Heinecke: How to Get a Meeting With Anyone
Contact Marketing is a methodology coined by Stu Heinecke, author of How to Get a Meeting With Anyone. The Wall Street Journal cartoonist and Hall of Fame-nominated marketer is turning traditional marketing techniques on their head. Contact Marketing is all about showing the human side of sales. Through highly personalized campaigns, Heinecke was able to achieve unheard of 100% response rates to high end clients. We caught up with Stu about his journey of turning his childhood passion into a lucrative lifestyle.
Stu Heinecke: How to Get a Meeting With Anyone
What was your introduction to cartooning?
As I kid, I remember writing a book of cartoons. Really, they were drawings and some captions, but there was nothing funny about them. I always loved cartooning, and—you're going to love this—my big introduction to cartooning was when my brothers and I used to sneak Playboys out of our father's dresser drawer. There were these beautiful cartoons done by Gahan Wilson, Michael Ffolkes and others. They were just incredible, so as a kid I was thinking, "How cool are these people? How do they do this?" That's probably the thing that lit the fuse for me.
Then, during my final year of college, a friend of mine who was also interested in cartooning told me about this extension course he was taking in cartooning at UCLA with Eric Teitelbaum, one of The New Yorker cartoonists. Lee Lorenz came as one of the guest speakers. Lee was the cartoon editor at The New Yorker at the time. And it just got me to think, "I can do this."
When did you make the connection between cartooning and marketing?
There was one really big moment for me. When I was coming out of college, personalization was just becoming a force in direct marketing. By then I was a member of the Cartoonists' Guild and the Cartoonists' Guild was sending us all this information about cartooning. Usually, it's about rejection slips. But one of the things they sent was a copy of an article from Folio, which said that cartoons are the best read and remembered part of anything they're in editorially. That certainly points to the fact that they have to be really powerful devices in marketing. So I wanted to mix cartooning with personalization and direct marketing. They all came together at just the right time.
For the first two assignments that I picked up, I wanted to create direct marketing campaigns for publishers, because at the time, they were the biggest, most sophisticated users of direct marketing. I reached out and I got two assignments pretty quickly, one from Rolling Stone and the other from Bon Appétit. Both of these test pieces went up against controls and beat them. It's like a rookie stepping on the field and hitting a home run twice.
Was it luck or was it science?
Well, some of it was luck. There's always luck. I was lucky to connect with them, and maybe fortunate is a better way to put it. David Ogilvy, one of the original thought leaders in marketing, used to say that humor doesn't work in marketing and advertising. All the pundits of direct marketing say the same thing: don't use humor. And I thought, these guys don't understand what's going on. They don't understand that cartoons are the best read and remembered parts of anything they're in editorially. Imagine what they'll do in a stack of mail in people's houses?
Now that those two campaigns beat controls, I wanted to spread this to the rest of the publishing world. What that meant was I needed to connect with about two dozen VPs and Directors of Circulation at these big Manhattan-based media outlets. You know, Time Inc., Condé Nast, The Wall Street Journal and Forbes—really tough kinds of companies to penetrate. In direct marketing, you used to hear, "if you can get a 1% response rate, you're doing well."
But if I got a 1% response rate to this campaign, that would be a disaster, because I'm only going to 24 people. 1% of 24 people doesn't even amount to 1! I needed to get through to all of them. Another thing that we're always told by the experts is that 100% response rates were impossible as well. But I didn't care. I was just going to mount this campaign, because I needed to break through to those VPs and Directors of Circulation. So I put together this campaign. It was an 8 x 10 print of a cartoon, each one personalized to each recipient, with a letter saying, "This is a device I just used to beat the controls for Rolling Stone and Bon Appétit. I think we should put this to the test for your titles." That little campaign for those 24 people cost me less than $100, and not only did it get me a 100% response rate, but a 100% conversion rate as well. It was worth millions of dollars, and it all came from this little, unusual campaign. I called it a contact campaign because I didn't know what else to call it. That's what started it all.
What would you say is wrong with modern sales techniques?
If you listen to the experts, they're going to say, "You didn't do your homework. You need to know what I'm doing, what I'm feeling, what I'm thinking about." I think that's unrealistic. You can study my Twitter and Facebook feeds, but how would you know how I'm feeling? Or some would say, "At least find out what school these people went to and send them a t-shirt from their school or something." I don't need a t-shirt from USC. I got tired of those while I was there a long time ago. I think it's a little disingenuous.
I was just interviewing Mark Hunter, a very prominent keynote speaker and trainer on sales, on Contact Marketing Radio (my show) and [the topic was]: Is cold calling good in sales? Is the role of a salesperson dead, dying, extinct? Because a lot of people will tell you it is. And he said, "Absolutely not." If you have a solution that could help someone, why wouldn't you call? Where sales is mostly going wrong is in manipulation. A salesperson might call up and say, "Hey, Stu! How's it going, buddy? This is Jerry, remember me?" "No, I don't remember you." I think those kinds of approaches are not good.
What you really should be doing is listening, not talking. People have said, "You haven't earned the right to pitch me yet." I think you need to create some bridge of trust that's very hard to do quickly. That's actually the role of contact marketing. When I send a cartoon piece for my clients about the recipient, usually we're assuming that they'd like to see a cartoon that commemorates their success in business. If they see that it's funny and that one of the characters in the cartoon is the butt of the joke (and you can imagine that that butt of the joke is their competitors), that's something people are going to love. A lot of times the reaction is, "I really like the way you guys think." By the time you get on the phone, they say, "I don't know what you sell, but I need it. I need your thinking." I think then, you've just won a major battle. The bigger battle is making the sale.
What are some of the mistakes that people make when sending pitch emails to CEOs?
CEO is a euphemism. It's the Center of Enterprise Opportunity. As Anthony Iannarino likes to say, "reach the CEO of the problem you want to address." It's not always the Chief Executive Officer. C-level executives are busy. We know their time is tight and they're well-protected. We know that a lot of people are reaching out to them as well. How about trying it early Saturday morning or Sunday evening? That's a good time to reach out to someone directly. Their inboxes aren't as full as they are during the week and you don't have secretarial screening, so timing is a device to use.
Another is brevity. Keep it absolutely short; let's say a dozen words or less. Write it so it has the recipient scratching their head saying, "How would you do that?" Make sure you know it's of value to the person and respect their time.
Stu Heinecke: How to Get a Meeting With Anyone
Can anyone do contact marketing?
I should make a distinction here that contact marketing isn't just about cartooning. That happened to be my introduction to it. There are a lot of ways to create these connections. To write the book, I interviewed the top 100 sales bloggers in the world and asked them, "When you absolutely have to reach someone who's of great importance, and someone who's nearly impossible to reach, how are you doing it?" They shared all these different stories and techniques, and I ended up with 20 categories of contact marketing campaigns in the book. These range in cost per contact from $0 (social media, email, and so on) all the way up to $10,000 per contact. That one was a contact letter that was produced as a full-page ad and run in the Wall Street Journal to reach Larry Ellison. And it worked!
There are all kinds of gift strategies. One that you commonly hear about is "half a gift," so you send half of a gift and promise the other half when you meet. Typically, let's say it's the left shoe of a nice pair of shoes, and you bring the other shoe when you meet. There's this kind of corny message of, "I just want to get my foot in the door."
Then there are interesting ways of using events and media exposure. If you're offering someone media exposure, you've got a pretty good chance of getting them on the phone and spending some time with them. Interviews are a great way to bond with someone pretty quickly that you otherwise didn't know.
In the book, you'd find all different kinds of strategies and tactics that you can use to break through. And you don't have to be a Wall Street Journal cartoonist to pull it off.
Stu Heinecke: How to Get a Meeting With Anyone
Want to find out more about Stu Heinecke's innovative contact marketing methodology? Check out his book, How to Get a Meeting With Anyone.
The National Financial Educators Council (NFEC) surveyed young adults in 2017 and asked them what high school level course would benefit their lives the most.
The majority responded that money management was the course that would be most beneficial.
With personal debt is at its highest record and COVID-19 threatening to have the hardest economic effects on youth, understanding money and finances is an important life lesson that should be taught to children at a young age.
The following is a list of the best financial literacy lessons and tips to teach children throughout different life stages.
I thought I had a pretty good handle on my finances out of school. I worked several jobs while attending university and had little to no problem managing my income. However, once I graduated, I realized how much more complicated personal accounting could really be.
There were so many variables I needed to keep track of. Biweekly bills, monthly charges, and general necessities amounted to a heap of confusing numbers that were often impossible to decipher. The funniest part was that I was actually trying to do this by hand (I don't know what I was trying to prove to myself, either).
After messing up for the 17th time, I decided to give Microsoft Excel a shot. I used Excel a bit in school and I knew all the big-wig finance people used it, so what could I possibly have to lose? The answer is about six hours of my precious time. Excel isn't much of an improvement over handwriting and it's still dependent on the user to manually input all of the information. It's like doing everything by hand with the slightest help, meaning that it still required a tremendous amount of time and concentration. Well that was all for nothing, I guess.
It's sort of funny. I was certain that I could manage my personal finances with ease, when it's practically a full-time job. I was already stressed out enough with my first job and I knew I didn't have enough time to give my finances the attention it deserved.
That's why I decided to try out a budgeting app. My best friend told me that he uses an app called Truebill to manage his finances. "What does it even mean to manage your finances?" I asked him. He told me that Truebill was the personal financial assistant I wished I could have. It could aggregate all of my account information into one place and give me specific insights and actions.
I loved the idea of having full control over my finances, especially during a time of financial uncertainty, and I realized that Truebill would be the easiest way to accomplish this. The user interface is incredibly simple and intuitive, so it doesn't even feel like a finance app! Truebill offers a multitude of features, with their most popular being the ability to cancel subscriptions with the press of a button.
Okay, I had no idea how many subscriptions I was still subscribed to. In fact, I wasn't even using a quarter of the subscription services I was signed up for. Subscription boxes, streaming services, my old gym, and even an old subscription to my favorite magazine--it was all there and I was livid. How could I let myself waste all of this money and how did I never catch this? Thank goodness for Truebill.
Truebill also offers bill negotiations. There is a 40% fee based on how much you save and Truebill even claims that there is an 85% chance that they'll be able to lower your bill once a negotiation is requested. Why wouldn't I take them up on this? There was zero risk and I would only have to pay once my bill was lowered (which means that I would be saving money regardless).
More standard features of Truebill include the ability to generate a credit report on-demand and even request a pay advance. I only used the pay advance feature once when I wanted to buy a gift for my mom, but didn't have enough cash in hand and Truebill automatically reimbursed itself when I got my next paycheck.
The credit report is another fantastic feature and practically taught me what good credit meant. Truebill's credit report basically shows you which financial decisions have the most significant impact on your credit score and ways that you can improve your credit month-over-month. I've never had such control over my credit and it feels good.
I'll be the first to admit that I was extremely naive coming out of school. I figured that as long as I was attentive, I could manage my finances with ease. We manage money to some extent throughout our entire lives, but once you're thrown out on your own, it's a completely different story. With Truebill, I've finally been able to take control over my finances and stay on top of all of my responsibilities.
My buddies and I always try to make it out to a game, but we never really care which one we end up at. Obviously we have our favorite sports and teams, but it was rarely about what game we went to or who we saw playing. It was about watching the game live.
In the early months of lockdown, all we had was Korean baseball, and trust me, we loved it. The only issue was, none of us had any idea what the commentators were saying. Even then, a few of my friends weren't huge fans of baseball. They were into sports like football and basketball, ones that moved at a quicker pace with less down-time in between plays.
We decided to see if there were any other events going down and came across horse racing. Yes, horse racing. It was perfect--short, fast-paced, and most importantly, an opportunity for betting.
I had never really considered watching a horse race any time other than the Belmont Stakes, but the prospects of the sport seemed exhilarating. Even better, with horse racing we knew we could still recreate the atmosphere of a race track. Salty snacks? Check. Stale beer? Check. A simple and easy way to bet? Check.
One quick Google search later, we came across TVG, powered by FanDuel. It's an online betting platform that takes you right to the heart of the action. We were a little apprehensive about using a mobile app to place our bets, but TVG's ability to bet on live horse races from all over the world was too good to pass up.
Here are 5 reasons why we are obsessed with horse racing thanks to TVG:
1. Betting has never been easier
Use your phone or computer to watch and bet on live horse races in real-time. TVG offers a bunch of features to make betting even simpler--live odds and handicapping tips leverage recent learnings to help you make your best bet. Not to mention, TVG's exclusive race content and wagering guide offers an under-the-hood look into the strategy behind horse race betting.
2. The biggest selection of horse races out there
If you're looking to drop a little dough on a horse race, chances are your best option is your local race track. But watching the same few horses races over and over again isn't the most exciting thing. With TVG you have access to over 150 tracks worldwide with races happening consistently throughout the day.
3. Get a generous sign-up offer when you place your first bet
Once you register your account, you will be eligible for a $200 risk-free bet. All you have to do is place your first bet and you're covered. If you happen to lose, TVG will insure you for up to $200 as a sort of wagering credit. I may have been a little trigger happy when placing my first bet, so having this insurance was a great perk. There are also a bunch of promotional offers available year-round.
4. Making deposits and cashing out at the touch of button
With a ton of payment options such as PayPal, BetCash, debit/credit, wire transfers, and other third-party services, making a deposit is a breeze. But what about the payout? Depending on your deposit method, your withdrawal will be available in a few days. No more waiting in-line to collect your winnings!
5. Watching live races with your friends while betting is exhilarating
Even when we were watching Korean baseball, Zoom calls with my friends were a little dull.
With TVG, we haven't had this sort of fun in months! Every weekend we'll turn on a race and throw our bets in. After a few races, and quite a few drinks, we'll tally up our winnings to see who won the most! Sometimes it's not even about making money, but just having a good time.
TVG is the perfect way to add a little excitement to an otherwise mundane afternoon. It introduced me to the world of horse racing, a sport I never would have considered otherwise.
The races just keep ramping up and thanks to TVG, I can always get in on the fun.