Earn the First Meeting
By Rye Overly Introduction For all intents and purposes this blog is aligned to Tech Sales professionals who seek to earn meetings through “cold outreach”. This is a particularly difficult task -given the noise in the market and unreceptiveness of potential buyers to engage with sales people. If you have any mutual connections, please start here as it will increase the likelihood of getting the first meeting 10 fold. My philosophy for this outreach is that you must earn the first meeting the same way you might earn someone’s business. How do you do this? By providing value. To provide someone value, you must connect the three dots. Person (Why me) Compelling event (Why now) Why {Company}, (How is your solution different from the 10 competitors that reached out today) Let’s walk through each. Why you People are usually driven by “what’s in it for me” (source: https://inmotionmktg.com/blog/wiifm-whats-in-it-for-me/ ). I believe the person you reach out to is the most critical...