The Clarity Advisors Show
The Clarity Advisors Show
117 Stu Heinecke -- Getting in front of your ideal prospect
Growing sales is key to any successful business. But first you have to get in front of your ideal prospect.
This week, Stu Heinecke, bestselling author of How to Get a Meeting with Anyone, joins host Ken Trupke on The Clarity Advisors Show.
Stu and Ken talk about contact marketing, Stu's new book, and Stu's career as a Wall Street Journal cartoonist.
Timestamps
(00:20): Introduction.
(01:15): The problems Stu Heinecke solves.
(02:53): Stu’s typical client.
(07:10): Using cartoons to reach clients.
(12:56): How to get a meeting.
(17:25): Getting in front of a Dream 100 client.
(20:04): Growing your business like a weed.
(22:18): Framework and principles.
(29:41): Recap.
(32:30): Stu’s recommended reading and listening.
(36:20): How to contact Stu Heinecke.
(37:57): Wrapup.
Episode Quotes
“We need unmatched competitive advantages that our competitors can't match. I'm calling them unfair because that comes from the weed strategy book that I wrote, but they're not really unfair or illegal. They're just competitive advantages that our competitors can't match. And so that's what I am always striving to give to my clients.”
“If you keep sending something and it's the same thing, people get tired of it quickly and they bore easily. So it's a real challenge.”
“I don't think businesses can survive – or certainly they're not going to thrive – without unfair advantages. And again, by that I don't mean something that's illegal or actually unfair. I just want our competitors describing them that way.”
“The process is, for us, the accumulation of expertise and experience that creates the greatest amount of efficiency and let's say competitive advantage. But we have to share it, meaning we have to train our team to run the process.”
Recommended reading and listening
- “How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke.
- “Get the Meeting!: An Illustrative Contact Marketing Playbook” by Stu Heinecke.
- “How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth” by Stu Heinecke.
- “Drawing Attention: How to unleash the incredible power of cartoons in marketing, advertising, sales promotion, job search, VIP contact campaigns and more” by Stu Heinecke.
- “Big Fat Beautiful Head: A book of cartoons by Stu Heinecke”
- “Mastering Megatrends: Understanding and Leveraging the Evolving New World” by John Naisbitt and Doris Naisbitt.
- “Nineteen Eighty-Four” by George Orwell.
- Clarity Advisors Reading List
Follow/Connect with Stu Heinecke