TABLE OF CONTENTS

3   10  
Introduc)on   Step  One:  My  Scripts  
   
4   17  
Do  Unto  Others   Step  Two:  Deliver  
   
6   18  
Get  Mee)ngs  With     It’s  A  Different  
Busy  People   Approach,  But  It  Works  

Get  Mee-ngs  The  Easy  Way   2  

 Introduction
I think we can all agree that getting meetings with busy people, let's not mince words,
feels impossible. 

But ultimately, it's not. It's just that 99.99% of people go about it completely the wrong
way.

That's why today I'm going to show you exactly how I've arranged meetings with busy
high-level officials and business owners. One even apparently blew off a congressional
committee to meet with me. Plus, I’m going to give you the exact word-for-word scripts
I use to accomplish this. 

But first let me explain why so many people fall flat on their face when trying to set up
meetings with clients.

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 Do Unto Others
If you are anything like me, you are busy. Frankly, there's no way I can complete
everything I want to get done.
 
Yet, people go to great lengths to meet with me. They want to sell me stuff: branded
products, telemarketing, directory listings, advertisements, etc.
 
Much of this is screened. I never see or hear it. My powerful junk filter or receptionist/
office manager makes sure these people don’t get through.
 
But every once in a while, I'll get a message like this:
 "Hi, this is Bob from Directory Online. I'm calling because I was under the impression
you provided (service my firm provides). Please give me a call at (some phone
number)."
 
Inevitably, that exact same call will come in a couple times a month.

Seriously?

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I know exactly what you're trying to do. You are trying to sell me a directory listing.
And you are the one millionth person wanting to sell me a directory listing.
 
And how you are going about it really turns me off. You sound like the evil,
manipulative salesman persona every person hates.
 
I can smell sleazy sales tactics a mile away. We all can, right? If there is one thing us
humans are great at it's identifying a sales pitch a mile away.
 
The last thing I want to do is take time out of my busy schedule to hear your pitch!
 
Don’t pitch me your product or service. 

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 Get Meetings With
Busy People
The only hope you have of getting meetings with truly busy people, like me or you, is
to: 
 
① Contact them with the express purpose of giving them something so helpful that they
would be foolish to pass it up. 
② Be concise, specific, sincere, and forthright about who you are, how you got their
name, and what you are asking them to do.
③ Make it easy for them to say yes.

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 Make My Life Easier
Let's go back to Bob. He's trying to sell me a directory listing. 
 
Sure, I've used directories like Angie's List to buy services (pour concrete, fix my roof,
etc.). But frankly, with so many out there aimed at professional services, I don't know
which ones are worth it and which ones are a waste of our money. And we can't afford a
listing with all of them. 
 
So, what can Bob give me that I would be foolish not to want? 
 
What if he offered to give me three case studies on how direct competitors I've heard of
are gaining new customers using directory listings?
 
Bob has now offered me something that I’d be foolish not to take. That’s a step in the
right direction. But it’s not that easy to get time with me. The truth is, I still probably
wouldn't take that call.
 
Why should I trust him? My "sales detection" guard is still up. Plus, he hasn't made it
easy for me to say yes.

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 Specificity Breeds
Believability
To get me to yes, you have to give me a comfort level that I’m dealing with someone
who is honest and truly has my interest at heart.
 
Therefore, Bob needs to get specific. Who is he? How did he get my name? What
exactly is he offering me? What exactly does he want me to do? Exactly how much of
my time is this going to take (I always use 15 minutes…people assume you’ll waste an
hour of their time if you are not specific)?
 
Specificity breeds believability. If Bob is not specific, I'm not going to trust him. But he
better also be concise because I’ll read for 30  seconds if he is lucky.

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 Only Two Possible
Responses
In addition to that, Bob has to make my life easy. That means only giving me two ways
I can answer: yes or no.
 
I huge problem I see with emails is there is no clear call to action. What does the sender
want me to do? How do they want me to respond?
 
Ultimately, when sending emails, you want to frame it in a way that the email can be
responded to with a simple yes or no answer. 

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 Step One:
Use My Exact Word-For-Word Scripts For Getting
Meetings With Important People
Before I get into my exact scripts, I should let you know that I didn't come up with this
on my own. My script is slightly a modified version of a script from Ramit Sethi, a
successful web entrepreneur who was studied at Stanford’s Persuasion Lab.
 
I highly recommend you buy his ebook on email scripts if you truly want to understand
the psychology of email and how to write emails that work. 
 
I have no affiliation with Ramit whatsoever, but I tell people buying his email scripts
ebook is likely the best $100 I've ever spent.
 
Anyway, my scripts are comprised of three emails.

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 Email Number 1 –
Usually Sent On Tuesday
Hi [FIRST NAME],
 
 [HOW YOU GOT THEIR NAME | Example: Bob Johnson recommended that I reach
out to you]  My name is [YOUR NAME] and I'm with [FIRM NAME].
 
I know [SOMETHING SPECIFIC YOU KNOW ABOUT YOUR TARGET | Example:
you’re building a new surgery wing]. I thought you might find it helpful to exchange
notes on [SOMETHING THEY’ll WANT TO KNOW ABOUT | Example: the current
trends in surgery suite design.]  
 
Would you be open to a 15-minute [PHONE CALL | MEETING]? 

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There are a few very important things you have to understand about this email:
 
1. It is very casual, probably more casual than you are used to. Using formal writing in
your emails will only set you up for failure. Marketing emails written in a formal style
are not showing respect, they are showing stupidity.
 
2. It is short and to the point, less than 100 words. It can be read by a busy person in less
than 30 seconds.  
 
3. There are only two possible answers: yes or no.

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 Email Number 2 –
Sent to Non-Responders Three Days
After E-mail #1
People will often send the initial email and think, “OK, now the ball is in their court.”
Not true. The ball is still in your court. 
 
Don’t assume you’ll get a response to that initial email. Instead, assume you WON’T get
a response. So, Email number two is really the critical email. 
 
I typically send it three days after email number 1. And I do this by, very important,
forwarding the initial email and including the following script. 
  

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Hi [FIRST NAME],
 
I’m just checking in to see if you got my last email (copied below). It should take just a
sec to review, and I’d love [THE ANSWER YOU WANT FROM THEM].

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Again, you’ll notice that it is super short and super casual. Don’t be a fool and
change “sec” to “second.” 
 
Remember, marketing emails written in a formal style are not showing respect, they are
showing stupidity. [Tweet This]
 
Send that email up to three times (every three days). This is where 80% of the time,
you’ll find success. 

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 Email Number 3 –
Sent to Responders
Ok, now you’ve got a response. And this person has actually committed to a 15-minute
meeting.
 
But the ball is still in your court. You have to make the scheduling of this meeting
extremely easy.  So, you send this.
———
Great, would any of these times work?
 
* Wednesday [Date 1] all day
* Thursday [Date 2] anytime after [TIME]
* Friday [Date 3] anytime after 1pm [TIME]
 
If these dates don't work, just let me know -- We can work around your schedule.
 
I can [CALL YOUR OFFICE LINE| MEET YOU AT YOUR OFFICE]. Or if you'd prefer,
[WE CAN MEET AT ____ | MY PHONE NUMBER IS (NUMBER)].
 
———

If they don’t respond to that, hit them with email number 2 again.

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 Step Two: Deliver
The second step is very important. You simply have to deliver on what you promised. 
 
You only have 15-minutes, so make sure you lead with the most useful information.
This meeting is about them, not you.
 
The purpose of the first meeting is:

①  To provide them with useful information.

②  To gather information about the person’s needs and/or challenges.
③  Agree to a concrete next action.
 
It is important that you do not pitch your firm at this meeting. You can tell short stories
if they relate to the topic at hand. 
 
At the 15-minute point, stop the meeting and say:

“It looks like we’ve already reached the 15-minute mark. I want to be respectful of your time, but
we can certainly continue if you’d like.”

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 It’s A Different Approach,
But It Works
I’m constantly shocked at how effective this approach is. Sure, it doesn’t work 100% of
the time. Nothing will. But using these email scripts, I’m able to set up meetings with
80%+ of the extremely busy people I email.
 
Feel free to forward this on to anybody you know who struggles with getting meetings
with people.

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About The Author

Matt Handal provides marketing strategies that actually work at

www.helpeverybodyeveryday.com. He is the author of
Proposal Development Secrets, contributing editor of SMPS Marketer, and Business
Development Manager at Trauner Consulting Services, Inc. 
 

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Also Available  

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