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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  December 13, 2012

How to Reach Meeting Planners

Want more speaking opportunities next year?  Here’s a tip:  don’t reach for the phone, according to this interesting study by Meetings & Conventions magazine.  Two-thirds of the respondents said unsolicited phone calls are either “not very” or “not at all” useful.  The preferred method:  email.

Keep in mind this audience can be hostile, with one-third saying they wish all marketing would stop.  My favorite comment:  “I have Google.  I will find them if I need them.”  Translation:  folks are not in “discovery” mode.  Buyers already believe they know what’s out there; once they know what to look for, decision makers will initiate the sales process.  And that’s why we need a brand folks.  If you are not top of mind, you are invisible.

So let’s say you get a heads up on an upcoming event from a lead sharing service.  That’s an invitation to reach out correct?  Here are the top three pet peeves when you do:

  • Pitch without first learning buyers’ needs.
  • Don’t ask if I have time to talk.
  • Contact me repeatedly.

Bottom line:  the top priority needs to be how to get that incoming call.  Then, let’s work on our sales skills.  The above is basic pitching 101.

 


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.