Use Contact Marketing to Break Through to Anyone | Stu Heinecke - 1817

You want to speak with a company's high stakeholders but have no idea how to reach them. Prospecting is always a challenge for sellers, but it’s easier when you use this powerful sales technique that’ll get through to anyone.  In this episode, I chat with Stu Heinecke, a Wall Street Journal cartoonist, marketer, and author, about using contact marketing for prospecting.  Listen to the secrets he used with his sales teams to reach prospective clients and close more deals. Stu Heinecke’s Background Stu Heinecke, a Wall Street Journal cartoonist, discovered the power of “Contact Marketing” early in his career, earning him two Hall of Fame nominations as a marketer. He now hosts and writes for the How To Get A Meeting with Anyone podcast and blog. Additionally, Heinecke is the founder and president of Contact, a company specializing in contact marketing. Importance of Business Cards When was the last time you saw someone pull out a business card? Thanks to the digital world we live in today, it's rare. However, Stu shares why it's essential to go back to the basics to help clients remember who you are. Upgrading Business Cards to Devices Say goodbye to business cards and hello to engagement devices. The regular business cards aren't impressing people anymore, especially those with long titles. So, instead of giving them a card, you provide them with an engagement device.  An example of this is Kevin Mitnick's card. The card does not contain logos, words, or descriptions. It speaks for what the company does.  The goal is to make business cards serve as visual metaphors for your best work. They still fit in their pocket, but they use them differently, and not only when they give you a call. How Does Contact Marketing Work