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Ways to Generate Meetings

Discussion in 'General Marketing' started by joncado, Feb 12, 2018.

  1. #1
    Hey all,

    I'm looking for the best way to generate meetings (in person and/or screenshare) with business owners in my local area and abroad. If anyone is an expert at this please pm me!
    joncado, Feb 12, 2018 IP
  2. jrbiz

    jrbiz Illustrious Member

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    Not sure where you are based, but here in the U.S., I would stay away from cold calling by phone into these small businesses. Nobody answers their phone these days and that is especially true of small business owners. One avenue that I tried with a lead generation team a couple of years ago was PIC's (Personal Introductory Calls) in which I would have the sales rep hit all of the businesses in a business or industrial park and simply walk in and say that they were a consultant working in the area and wanted to give a business card and introduce themselves to the business owner (or at least the decisionmaker responsible for relevant purchases.) That worked surprisingly well because no one really does this any more and the gatekeeper (who is well-trained at how to stop phone callers) often would not know what to do and would call the person to come down to the lobby to meet with my sales rep. I think that we had a 15% success rate with this unusual form of prospecting. Of course. there are many factors like market, type of business, etc., that could affect your results, but it might be worth a try.

    Finally, I have lately seen a lot of lead generation activities revolving around linkedin. I will get an invite from someone I do not know (often a young lady with a very attractive profile picture) and if I accept, they will follow up with a very short and polite inquiry as to whether I would be interested to learn more about their product or service. Now, I am a very attractive prospect because it is assumed that I have a large marketing budget as a VP of Marketing for a tech company (day job) so I may get a disproportionate amount of these inquiries, but I have been seeing more and more of it. I tend to accept linkedin invitations and have occasionally accepted the follow up to learn more if the product/service intrigued me.

    Good luck with your efforts and let us know how it goes, what works, what isn't working, etc.
    jrbiz, Feb 12, 2018 IP