Heinecke - How to get a meeting with anyone: the untapped selling power of contact marketing

Praise for How to Get a Meeting with Anyone

In a super-connected world, were actually anything but. Stu reminds us that in business, you actually have to connect on a human level to really succeed, and he is the Master Guide on how to do that.

BOB GUCCIONE, JR., media entrepreneur and founder of SPIN Magazine

With this book, Stu gives you everything you could possibly need to get all of the meetings you could possibly want.

BOB MANKOFF, cartoon editor at The New Yorker

Stu says, When you hear Executive Assistant, think instead, Vice President of Access. This is so trueour role is to ensure that you speak to the right person at the right time during the decision-making process. I highly recommend that all salespeople read at least three times!

BONNIE WOODING, president of HyWood Services and executive assistant to top business leaders for more than 30 years

Stu is a master innovator and creative virtuoso. What he has put together in this book is a true gift to the reader. If opening important doors is important to your success, you cant afford NOT to read this book!

DAN MONAGHAN, cofounder of WSI Digital

Building trust and adding value are critical to cultivating profitable business relationships. Stu Heinecke and his Contact Marketing Strategies have greatly contributed to our success.

DAVID ROSUCK, vice president of marketing and innovations at Pacific Life

Go ahead and list a dozen or two impossible-to-reach, off-limits people that could change your life or career. Read and follow Stus guidance. Then change your life forever.

DEAN BATSON, assistant director of the Arizona State University Alumni Association

Stu is one creative dude. Who else can run a campaign that catches the attention of a US president? Almost as crazy as using an AI to schedule a meeting :).

DENNIS MORTENSEN, CEO and founder of x.ai, producers of the worlds first artificial intelligence assistant who schedules meetings for you

Stus ideas helped me get a meeting with Amblin Entertainment and Steven Spielberg, and continue to produce results for my company. Thanks to How to Get a Meeting with Anyone, now the entire world can get in on Stus precious secrets!

JAY SILVERMAN, creator and executive producer of The Cleaner on A+E Networks, director of Girl on the Edge, and president of Jay Silverman Productions

Stus secrets truly will show youor your entire sales organizationHow to Get a Meeting with Anyone.

MARK CIRA, CEO and founder of PrintSF for Salesforce.com

I get several hundred unsolicited emails a day and at least several dozen calls from people hoping to develop a business relationship with Williams-Sonoma, Inc. Stus mailer was one of the very few that got right through to me. My assistant brought it in and said, Look at this. I called him. Very creativeand effective.

PATCONNOLLY, EVP and CMO of Williams-Sonoma, Inc.

Its true that many a truth is said in jest but not all are guaranteed to make you laugh out loud or provide attention for your message from a high-level decision maker. Stu Heinecke can show you how in How to Get a Meeting with Anyone.

PETE WILSON, former Governor of California

Stu Heineckes ability to make contact through unique methods is phenomenal. Hes a creative genius.

RICK DEES, legendary radio personality

In a time of great need, its too late to start a relationship. Stu has bridged that ominous chasm between lack of access and the beginning of an important relationship using clever approaches to discharge the everyday tensions we all experience in business.

RUSS KLEIN, CEO of the American Marketing Association

In How to Get a Meeting with Anyone, Stu Heinecke opens your eyes to new creative and proven techniques that are a prescription for success for any sales force that wants to open doors and build lasting relationshipsand have fun doing it!

SANDY ATHENSON, vice president and general manager at Immucor Transfusion Diagnostics

Success in salesor any career for that matteris heavily dependent upon reaching the right people, in the right way, at the right time. By following Stus methodology, you are likely to form strong and lasting relationships, which will ultimately be critical to your success.

SID KUMAR, global head of inside sales at CA Technologies

HOW TO
GET A
MEETING
WITH
ANYONE

HOW TO
GET A
MEETING
WITH
ANYONE

The Untapped Selling Power
of Contact Marketing

Stu Heinecke

BenBella Books, Inc.
Dallas, Texas

Copyright 2016 by Stu Heinecke

All rights reserved. No part of this book may be used or reproduced in any manner whatsoever without written permission except in the case of brief quotations embodied in critical articles or reviews.

BenBella Books, Inc.

10300 N. Central Expressway, Suite #530

Dallas, TX 75231

www.benbellabooks.com

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First E-Book Edition: February 2016.

Library of Congress Cataloging-in-Publication Data

Heinecke, Stu, author.

How to get a meeting with anyone : the untapped selling power of contact marketing / Stu Heinecke.

pages cm

Includes bibliographical references and index.

ISBN 978-1-941631-78-2 (trade cloth : alk. paper) 1. Sales management. 2. Direct marketing. 3. Direct selling. 4. Customer relations. I. Title.

HF5438.4.H45 2015

658.872dc23

2015029363

Copyediting by James Fraleigh

Proofreading by Kim Broderick and Sarah Vostok

Indexing by Clive Pyne, Book Indexing Services

Text design and composition by Silver Feather Design

Cover design by Sarah Dombrowsky

Cover illustration by Stu Heineke

Author photo by Amy Helmuth Photography

Printed by Lake Book Manufacturing

Distributed by Perseus Distribution | www.perseusdistribution.com

To place orders through Perseus Distribution:

Tel: (800) 343-4499 | Fax: (800) 351-5073

E-mail:

This book is dedicated to the beautiful, powerful, inspirational women in my life. To my mother, Norma, who has always been my biggest supporter and fan. To my wife, Charlotte, my dream girl from Copenhagen who continues to make my dreams come true every time I wake next to her. To my sister Kristin, whom we nearly lost to a terrible injury in a horse-riding accident, but who continues to inspire with her remarkable recovery, kindness, and love of life. To my other sister, Karin, who quietly yet heroically devotes her life to raising her two girls, giving them the best possible launch in life. And to my daughter, Rikke, whose budding artistic accomplishments as a filmmaker will someday come full circle to make the film I never did about meeting, marrying, and making a family with my Danish dream girl. Thank you, each of you, for your kindness, inspiration, love, and support.

Contents

Ive known the author for a long time, and as the founder of the Guerrilla Marketing movement, Ive always liked how his work fits so neatly into my message of doing more with less, of finding ways to fight an asymmetrical war with mega-dollar marketersand winning.

Stu quickly discovered how cartoons engage readers wholly and immediately, and how they can be used as powerful marketing tools. He then went on to create a long line of record-breaking campaigns for some of the biggest names in corporate America. What I find gratifying is that he did all that in the face of a great headwind from the advertising establishment against the use of humor. They didnt believe it could work, and Stu proved them wrong.