Stu Heinecke - How to Get a Meeting with Anyone

Speaker A: Uh, ideas, inspiration, innovation. This is the Game Changer. And now here's your host, Chicky Fitzgerald.

Speaker B: Good afternoon, this is Chicky Fitzgerald, and welcome to the Game Changer. And we have, I would say, one of the, the game changers with us in the field of sales and marketing. And I had had contact with him a number of years ago when I interviewed him the first time. And so back by popular demand is Stu Hynek. Stu, welcome.

Speaker A: Thank you so much, Chicky. What a great honor to get to join you on a day like this, man. Launch day.

Speaker B: Kidding. And so the relaunch is of your book, how to Get a Meeting with any. Anyone. And I will tell you firsthand that the mechanisms that we're going to be talking about today are things you've probably never heard of, but you will not forget them. And I want you to run, not walk out to, uh, the various outlets. And I'm sure Stu will tell us at the end of the interview where you can buy the book. But today is launch day, which is super exciting. And before we, uh, get into the contents of the book, I want to, uh, tell you, Stu, I, I loved your campaign with the airplane flying around. Oh, that, that was just brilliant. So was that your idea or did you have a marketing person who planned to.

Speaker A: No, that was mine. I'm playing around with. Well, how do I, how do I keep talking about the book? You know, because a lot of people know. I was like, okay, we know the story now, right?

Speaker B: Well, but, you know, attention getters, I would say, is really one of the cores of what this book is all about. And I want to talk just a little bit because I have interviewed you before about this methodology. Not about this book, but, uh, this methodology. So why don't we start with what is contact marketing and why has it changed since the last time you issued the book?

Speaker A: Well, I would say contact marketing hasn't changed. Um, the way that we're finding people is changing. AI is, um, I think, is miraculous. So it's allowing us to, obviously, obviously everyone knows this now. It's allowing us to do things we've never been able to do before. Um, and certainly, uh, finding the right people, finding them when they're, oh, let's say when they're, when they're looking for what it is you sell. So buyer intent signals, all kinds of real, ah, time trigger events and so forth. It's allowing us to do things that we, um, we've not been able to do before and see things we've not been able to see. Before. That's great. Um, but we still have to make these human to human connections. So you asked what is contact marketing? And it's still, um, this, uh, um. Gosh. Now all these words kept flooding into the. And only, only a few words can come out at a time. But it's this, it's, it's using Audacious. Clever. I um, would say agency, agency level, creative to um, to reach out to people who are, are, um, our most important prospects. I talk about a top 100 list in, in, in the book, how to get a meeting with anyone. But it's, it's. They're our most important, um, potential contacts. And they could be, um, they could be, well certainly they could be dream clients. They could also be mentors, they could be strategic partners. But these are the people that if we meet them, if we connect with them, they will move the needle in our lives. It'll change our, um. This doesn't sound very definition like. But still, that's what we're, we're shooting for. People who can change the scale of our lives, our careers. Um, and we're using audacious, um, I, I would say extraordinary means to reach out and create a human to human connection.

Speaker B: Right. You know, Stu, I wonder, uh, you know, one of the things that you talk about is creating this top 100 list. And I wonder if people really in the back of their minds have already written off, uh, oh, I'll never get to talk to xyz, Right. So they're not even in your CRM system. And I would suggest that the very first thing people need to do is to think about what would happen. And many of us, uh, have early stage companies and we're working from home. What would happen if we rented the most fabulous office space? And as you're walking in, there's this big wall and it's blank. Who do you want on the wall? What are the logos that if you, if there were no constraints. And I will tell you that this book actually helps you remove those constraints. So, uh, let's talk a little bit about the tactics and the methods because those are certainly absolutely core. And why you, Stu? Why. Why are you the person bringing this message? Because there's a really good reason behind this.

Speaker A: Well, there is. Um, um, well, you know, I started by using cartoons. So I'm one of the Wall Street Journal cartoonists. Um, you could see, if you can see us, you can see there's a cartoon behind me. I use my cartoons a lot. Um, and I use them for a very good Reason cartoons, uh, are the best read and remembered parts of magazines and newspapers. Um, when we send them an email, they tend to, they, they tend to double open rates if people know there's a cartoon in there. So people still love to engage with cartoons. And um, and they've been an amazing device and I've used it, I used it to launch my agency. I spent a hundred dollars on a campaign to 24 people and launched, I launched my agency that I got through to all of them. I was, I was reaching out to all the magazine, um, publishers at the time. I wanted to create direct mail campaigns for the, in the publishing industry. And it took one campaign to 24. I got them all to meet with me, I got them all to become clients. Um, and that was my first introduction to contact marketing. So, um, yeah, I mean it's, it. I guess that would be why I started with 100% response rate campaign. Um, I didn't know what to call it, so I called it a contact campaign. And then after that I thought, well, okay, who else can I reach? I mean this seems like a secret, uh, like kind of a secret, uh, weapon. And so I reached out to presidents. I mean, I was just trying anybody. And I like anybody who was like way beyond my reach and I was reaching. I kept thinking these, these are people I should never be able to reach. And I realized that's not the way to think about this. You should be able to reach anyone. That's really what, that's really the deal. And so, um, yeah, that's probably why. And, and I'm also mischievous as hell, so.

Speaker B: Right. So, so I just wanted to interject, you know, if you think you can't, you know that that is generally true. And if you think you can, and I will tell you, when I started my podcast 15 years ago, I knew I wanted to interview authors and I really wanted to interview best selling authors. Right. Or up and coming authors who would become bestsellers. And I thought the same thing initially of, oh, I'll never get them to answer my call. But you were one of the early ones and I just asked you and you said yes. Right. So if we expect the yes, it's a really different mindset of entering into these contact campaigns. So why don't you share with us a couple of the stories I know you've alluded to the fact that you were incredibly successful, somebody you thought you'd never get through to, and how the cartoon really broke through that. Sure.

Speaker A: Well, before we do that though, I want to just remind you and the audience of a quote by Wayne Gretzky, the great hockey, uh, player. And he said, you miss every. All the goals you don't shoot.

Speaker B: Right?

Speaker A: All the, all the shots you don't shoot. I, you know, I really screwed that up. But basically he's saying, if you don't take the shot, you are guaranteed not to get the. The goal. And. And that is exactly true here as well. So. Gosh, um. I mean, there are so many times that I've sent cartoons to people and gotten through. You know, one of them was. Was Rick D's. Do you. Do you know who he is? The radio personality. I mean, like a long, long, long, long time ago. He was. He was, uh, he was just my favorite dj. It was the top DJ in the. In the. I think in the world, certainly in the country. And, um, and he was right there in LA where I was. And so I sent him a postcard with a cartoon about him, um, on the. On the thing. And, uh, he invited me in right away. And. And we. And so I've been creating his Christmas cards ever since. We've been doing this a long, long time. And. And God, they go to people that. I mean, they go to Arnold Schwar, um, uh, Jerry Bruckheimer and Tim Allen. They go to all these celebrities. And it's been cool. We've been working together ever since then. Um, and. And, you know, I don't know that cartoons, it's. I want to say also it's not just about cartoons. A cartoon. I mean, contact marketing is a very broad topic in terms of creativity. Uh, and so cartoons aren't like. You don't have to be a cartoonist to do this. It's just my. Just the thing that I do. So, uh, I know you have some

Speaker B: stories about gifts and visual metaphors that are powerful, so why don't you share your favorites?

Speaker A: Sure. Well, you know, one. One favorite. I don't have a bunch of favorites, but it's the one that comes to mind right away is, um, is Dan Waldschmidt's sword campaign. So Dan is a turnaround specialist and he has this really interesting process for. He probably changed it now because of AI, but. But he has this very interesting process for finding CEOs of companies that are in TR then. And then reaching out to them and connecting with them and. And getting them as clients. So, um, what he would do is comb the business news every morning looking for stories of missed earnings estimates. When he found one, he had a sword made up by the prop maker who make the Made the swords for all the movie Gladiator. I don't know if it's the same one. It's making it for the next movie. But um, beautiful swords. They're not sharpened, thank God. It's a good, good idea.

Speaker B: That would be bad.

Speaker A: Yeah, it would be bad. And um, and so he has a sword made and it, and it's inscribed with the CEO's name and, and one of Dan's uh, favorite inscriptions. If you're not all in, you're not in at all. That goes into this beautiful wooden box, felt lined wooden box with a handwritten note. And the note says business or dear. Um, dear Chicky. Uh, if it was going, I think, thank God you don't need Dan's services. But, but Dear Chicky, um, business is Warren. I noticed he lost a battle recently. I just wanted to let you know if you ever need a few extra hands in B, we've got your back. So that's what the sword's about. It's not a gift, it's a visual metaphor. It's this, it's, it's, it's this dramatic demons. Physical demonstration of the power and the thinking that Dan brings to the assignment. And so he's getting. I, uh, mean, I want to say also it cost him a thousand dollars every time he has one made up, sent out, but he's getting 100% response rate to that campaign.

Speaker B: Well, and I suspect his ROI on that is pretty, it's good.

Speaker A: Yeah, really good. And I, you know I was, when I first started out, I was told in direct marketing area or arena that uh, that 100% response rates were absolutely impossible. But there, there are a lot of stories of people getting 100% response rates and that's one of them.

Speaker B: That's absolutely amazing. So how about um, you've got a concept called Free and nearly free and I'd love to hear a little bit of what's behind that.

Speaker A: Yeah, yeah. Well, and I want to say that comes from the whole, this whole section in the book that didn't change at all in the update because these tactics are as. They're as relevant today as they, as they ever were. I mean the book, the original book came out in 2016. But you know, even with it, with AI and all the changes and work from home, etc. Etc. We still need to make human to human connections. And so that section never. That didn't change at all. Those are still, that's, that's the gold in this book. Um, but, but you're asking about Free and nearly free. And I would say that's, you know, uh, I, I guess really one of the, one of the ways to do this, there are a few ways to do it, but one of them that really stands out is using email. Email is generally, I mean, roughly, it's free. You have to have a computer, I guess, that's not free. You have to have Internet service. I'm sure that's, I mean, that's not free as well, but, but otherwise, once you have that covered, it's free. So I mean it's free to, to reach out to anyone in, in an email. Now that, that is, um, that, that, that channel changed. It got more and more and more crowded with unwanted messages and you, uh, know just, just a lot of chaff. And so, but what, what was pointed out to me is that there are certain ways that you can use email that, um, that do get through. So that was interesting. Right? I shouldn't talk about it. No, of course I will. One of them, um, one of them, Aaron Ross, also a fellow author. And Aaron was telling me that he reached out to Mark Benioff, the founder of Salesforce. And it's easy enough to guess what Mark's email address, like anyone, almost anyone's email address is.

Speaker B: Ah.

Speaker A: So, um, so he reached out to Mark and he said, mark, um, I don't even know if he wasted a few words to say, uh, my name is Aaron, because he would sign it Aaron. But anyway, um, basically we do this, this service is that of interest. That was it. Um, and he heard back from Mark within 30 seconds. I thought, wow, that's, that's, that's pretty cool. I mean, Mark, he's not an easy guy to reach. And I, and so I. Once when he finished the interview, I tried it and I heard back from him right away as well. So one of, one of the aspects of this, and it's a thing that I see, it's a mistake that I see people making all the time in their emails is be very sparing in the words that you. I mean, I want to, I want to do it in 12 words or less. Like that. That came from Aar, but he, but it made sense. Whatever it is, you're. Whatever your message is, do it in 12 words or less. And when you do that, um, the thing that's unspoken and certainly unwritten in there, um, is I respect your time. And so I'm just going to get right to it. I'm just going to ask you a real quick. I'm just. All of it. Is very quick and respectful. Um, and short copy really is one of the keys. And you know you see people that are using all these email uh sequences and they're throwing page long or worse but page long copy of people. And then there's the slug at the bottom that says it was sent by you know, through I don't know, HubSpot or, or um, constant contact or something. Subscribe unsubscribe here. So you know it's not a personal message. Don't send us. They, they suck. They really, they're awful. Don't send those things. They don't. No one's going to read the copy. It's way too long. But do what Aaron did and what, what Aaron showed me to do which is just send one line, one or two lines anyway, a dozen words and see what happens then and make it very direct. You know, don't waste their time. Um,

Speaker B: has, has been. I need to educate you enough to say yes instead of realizing that what you're trying to get them to say is tell me more. Right. Which demands.

Speaker A: That's true. Yeah yeah. How would you do that? Yeah, ask a question. But they would they, they return with well wait a minute, how would you do that? Um, yeah, very good, very good. So it all happens very quickly and it's. And, and um, so another one Mark comes from. Mark Hunter, famous sales author. He's written a lot of just top, top notch books um, on selling and and so Mark was saying, you know, timing is, is a critical part of this. So um, he, he's got a few things to, to suggest to us. One is if you're going to do prospecting do it, it uh, whether it's email or on the phone, do it on Friday afternoon. And he said you won't believe the people you will get through to CEOs because people the rest of the office is taking the day or the rest of the day off and they're impressed that you're working Friday afternoon. And he's had some great conversations on those Friday afternoons. But for emails he likes to reach out either early Saturday morning or Sunday evening, I don't know, around like right around dinner time. So six or seven, may maybe PM Um, um, and again very short copy. But if he, when he reaches out then there's no secretarials or there's no assistant screening the, the email you're getting through right to the person you wanted to reach. And again if you keep the copy very, very short like I just described with, with Aaron's email and my Email to, to Mark Benioff. Then you do get through. And, and so the thinking, his thinking is, or theory is Saturday morning, early Saturday morning, they, again, nobody's filtering it for them. So they're checking in to see what's, what do they need to take care of and before they go and embark on their weekend. And then Sunday evening, it's uh, okay, they're, they're planning ahead, but they don't, they don't just sort of blindly walk into Mondays. I have no idea what the, what they're going to do. So they're planning their, their, their week ahead or just checking it, just, I don't know, just checking their plan something. They're checking in though. And uh, that's also a good time to do it and it's a great time to reach people who are otherwise unreachable. So that, I mean you can, you can just post about someone and they'll find it. And that's free. If it's a nice post, that's free. But um, that can show up both on the social media feeds, but also, um, in Google search. It's not Google searches, but Google, um, Google alerts. So there are a lot of really interesting things you can do using, um, digital technology, which is great because by and large digital technology got way too busy, way too crowded to be promotional, but you can still use it very, very effectively.

Speaker B: Right, right. You talked very briefly about this trend of people working from home. And uh, I will share with folks that I kind of have an inside track here because I saw a post by Stu a couple of weeks ago that he was launching a Mastermind. And I thought, ooh, wow, that would be absolutely amazing to sit in a Mastermind, not only with Stu, but with the people Stu surrounds himself with. And so, uh, on our last Mastermind call, we were talking about how do you figure out how to deal with people who are working from home? Where do you, you know, if you're going to send something physical, you know, maybe not the thousand dollar sword, but maybe you're going to share with us a little bit how you might sell or send cartoons to them. Right?

Speaker A: Yeah.

Speaker B: Tell us a little bit about this whole, uh, notion of people working at home and how do you find them

Speaker A: and how do you find them and how do you send to them? But you know, before I do that, I want to acknowledge you. You have you joined our Mastermind. And thank you so much for doing it. But I've got to say, you know, I've become so impressed with the people who are saying, okay, I'll do it, because it's not free, obviously. So. But. But you have decided, okay, I'm gonna. I'm gonna invest in myself and I'm gonna do it. And it's so interesting to watch because there are a lot of people say, oh, that's so interesting. Yes, send me the information. And the. Then they back off. And they're the ones that remain committed to staying where they are. Right. And so.

Speaker B: Well, and we're going to talk about ROI in a minute because I will tell you, I did the mental math of if I got even one client right. Yeah.

Speaker A: Ah.

Speaker B: And it's over the top. So.

Speaker A: But yeah. Yeah. Well, anyway, I just wanted to. I just wanted to, um, recognize you, acknowledge you that way. But, um. So we were talking. You were asking about work from home. Very interesting, um, challenge that came up after the original book came out. Uh, obviously Covid caught us all off guard, and we're all working from home. And now the question. Or then the question became, well, if I was going to send something physical, and I really reckon what I recommend is not. Not sending things digitally or. Or physical, but both use a lot of channels. So, um, and. And find what works, because it's going to work. It will work differently for different people too. But if you're going to send something physical now, um, the. Or then the challenge was, well, then where it. And how do you do that? Because if you're. If they're working from home, you. You can find home addresses, but, um. Uh, fairly reliably. But. But then if you send something to their home, I mean, if I send something like that big. Pardon me. This is a. This is a virtual background. So there's a guy behind me. See that? Anyway, if I sent that big, um, that big cartoon piece to you, it's five feet, uh, four feet wide. It's like, too big to have in your house. It's just like. It's really. It's really an invasion of your space. And, And I think, just in general, um, I think we've all or many of us have gone through this, that someone has reached out to us. They found our home address and sent it. And it feels creepy. It feels like we're being stalked. It's not comfortable. So, um. So I. So in our Mastermind session, I, um, was saying that we really want to find ways to get, uh, to get permission or be directed to send it to their. If you're. If you're reaching out to a CEO and they have an assistant, then, um. Or just reaching out to the CEO themselves. But, but just ask where's the best place? I have something I want to send. Um, where's the best place to send it? Uh, is it at the office? Will they get it at the office? Or is there another address I should send? Like just alluding to it but not even asking where, where do they live? You know, don't do that because we don't want to be invasive. So, so they'll volunteer the information. They'll say, oh, you know what, they're working from home. Be ought if a CEO is working from home actually. But anyway, they're working from home. Um, and so uh, here's their address. Just go ahead and send it. Now you, now you're cleared to send it. You've, you've, you've had a conversation and someone has invited you to send it there. And that's totally different. But if you just send it out of the blue, um, it's not going to be received well. Or let chances are it's not going to be received well.

Speaker B: Right, yeah.

Speaker A: And I think you also, you think you were asking about the cartoon cartoons. You mentioned the cartoons as well. That's part of the mastermind, is that I have, um, this new development. So I started by creating direct mail campaigns and abused cartoons. In those direct mail campaigns, they're always personalized, they're always out on the front, um, of the piece in some form. So if It's a number 10, like a regular business size envelope, it's just right on the envelope and it's personalized, it's about you when you get it. It's pretty cool. Um, if it's on a postcard, it's on the front face of the postcard, et cetera. I mean it's self mailer, it's on the front face of the postcard, I mean of the self mailer. Um, but I've always had this notion, well, what if we, um, you know, it's nice that the cartoon is all out in the open and you get to see it, you get to, I mean people treat it the way they do cartoons in magazines. Like they flip the page, they flip in the mail and when they get to your, to that mailing, they stop and they engage with it, they open up. But I was thinking, well, what would happen if instead of showing the whole cartoon, what if we just had just a small square window so you could see a bit of cartoon? You know, there's a cartoon inside, but now the cartoon's inside, hidden behind the envelope. Except for that little window. Um, and so I called that the Hynek Window. It's now patent pending. Um, we're bringing it into the world of big direct marketing, um, campaigns with a partner, um, direct mail, I.O. m. And. And it's also part of our mastermind. So. So if you don't mind, I'll show what that looks like.

Speaker B: Please do.

Speaker A: Here is. There's the Heineck window in a FedEx envelope, a FedEx Express envelope. And so, no, here's what's happening. You. You, um, when what you can see, it's a window, but when you. So when you get it, it's like, wait, whoa, whoa, what's this? What's. What's that? That's pretty cool. And you pull it out, and every time I pull that out, to me it looks like a magic drip. All of a sudden, there's a whole cartoon there, and it's about the recipient. It's pretty cool. And so, um, yeah, that's the Heineck window. One of the things that I love about that is that before that, we were using these large printed cartoon personalized cartoons or large printed cartoons on foam core board. Um, 18 by. So a foot and a half by two feet. That doesn't sound very big, but it's big. It's really big. And, um, and they're expensive. They're 200, 250 a piece to send. No, that's not even true. To produce. And then. And then there's, uh, FedEx on top of that. But when we use. I'm going to hold it up again. When we use FedEx's own envelope and we cut. We cut a window. I think you might have gotten your tool. Tools today. I'm not sure yours are coming.

Speaker B: I haven't gone out to get it yet.

Speaker A: Okay, well, so, but. So I've sent you a template that's part of being Mastermind so that you can cut these, uh, windows so they. So FedEx supplies those envelopes for free. Um, and then you. And then we're just using things that you print on your. On your printer. If you have a laser printer in your office or your home, you just print these elements on your laser printer. So again, this, um, that cartoon element is just printed on. Just printed. It's an 8 and a half by 11 inch sheet. So it all fits together beautifully. And the only cost to send that is I've been sending it FedEx Super Saver or Express Saver, I think it is, uh, on you checking one rate. Little, little, uh, notation there, it's 10 bucks. That's it. And you're. It's being delivered by FedEx in a FedEx envelope, but an envelope unlike any other FedEx envelope. So that's pretty cool. Anyway, that's. That's the Hynek window. We. We're also doing them, um, in mailings. There's a. There's the card version of it and, and it comes out of. Out of there, and it's. It's a folded card and there's no message in there. But you'll write a message. You'll have your own details on the back. So that's all part of the. All part of the mastermind. And I think I'll tell you, I've been using it a bit. I sent, um, one of those to Bjorn, um, uh, Uveas. So one of the bees of Abba. And, um, so far we've gotten through to his publicists. He said, I don't have time for an interview. That's what I was pitching an interview, but I'm going to send it. Um, it's about his hotel. I mean, the cartoon I did was about his hotel. Some people, a couple is at his hotel having lunch and, and they're looking around at it sort of in wonder. And. And one of them is saying to the other, I understand the owner used to be a singer of some sort. That's only for Bjord. It couldn't be for anyone else. I'm gonna send that to him and as a card, I'll send it to his hotel. And, uh, I will keep it up and I will get that, that, um, that interview with him for the next book. And it's just fun to be able to send these devices out. Out. There's like, I know I'm sending like a nuclear bomb out and it's going to work.

Speaker B: Well, I have to tell you, and I think I shared this with you earlier this week as I was thinking about who I would send these things out to. There was one particular cartoon that I loved that was a butterfly. And, uh, the message behind it is, you know, you need to return my call because my lifespan is only two weeks. And I'm phrasing of course, but I, I already had someone in mind that I wanted to send that to. Now, I didn't know that that guy had actually left the company. And you mentioned Google alerts. And I want to tell people, if you've ever tried to get to a company and been shut down, make sure to go in and do a Google alert for the company name and for that person's name. Because if they leave and go somewhere else or they get fired or even if they get promoted into some different responsibility, now you've got an open door again. But here's what happened is, while I'm formulating my top 25 list, because I haven't gone down to the top 100 yet for the mastermind, but in the top 25, the number one was this particular company. And I'm not going to mention who it is, but, like, a day later, I get a LinkedIn message from this guy, and now I may send him a different, uh, cartoon, of course, because,

Speaker A: yeah, I would suggest that was for

Speaker B: the other who never returned my phone call. But anyway, it's just so interesting how when you change your mindset and you open yourself up to the fact that I can get through to CEOs, or I can get through to a CRO who is, you know, is speaking all over the country and might eventually adopt my stuff and mention it to everybody. Right. I mean, there's. There are so many things. This is really a secret weapon.

Speaker A: Well, you know, it is. It's like, it's. I would say it's also a superpower. Um, and. And I'm gonna. I'm gonna just say this. Uh, I know it always embarrasses my wife, but my wife is in the other room. And I mean, I'm. I'm married to a Penthouse cover model from Copenhagen, because I went to. I saw her in a magazine and I reached out and. And I went to Copenhagen and met her, and we really hit it off. And I'd to, like. Like, if you don't take the chance, if you. Wayne Gretzky, again, take. That was a really. That was a long shot. But. But if you don't try, it doesn't happen. And it was like, that's the best beating I've ever had, ever, in my life. And if you. If you don't try, it doesn't happen.

Speaker B: That is so great. Well, you've been using, um, you know, a lot of your own tools. And again, if I hadn't seen. I had seen the Heineck window a couple of times before I saw your note about your mastermind. But I want to talk about roi, because the company that I was just mentioning to you, uh, in a very conservative situation, we happen to have a travel tool that allows you to plug travel into the sites and systems that people are using every day. So if you are a, uh, CRM, um, executive, your people who are using that CRM, um, are having to go and do face to face meetings with people. And what we've been talking about here is the power of face to face. Right. And, and so this one client will yield $12 million.

Speaker A: Okay, that's a good one. Oh my gosh.

Speaker B: In recurring transactional revenue to my company.

Speaker A: So that's annual recurring revenue.

Speaker B: Yes. And so the money to do, uh. Am I just gonna print, you know, a, a paper copy of your cartoon? No, I'm probably going to have it mounted because. And again, you can still use the FedEx shipping, but you can go and you know, pardon me for mentioning a specific vendor, but you can go to Walgreens and have a, ah, wood plaque made that has uh, on glass, a cartoon. Right. And then you can mail that.

Speaker A: Right.

Speaker B: And, and cut out that. This tool that we're getting. We can put that really literally on any packaging. And, and so I'm going to go the extra mile, you know, maybe not a thousand dollar sword, but I'm gonna do a really nice cartoon for that particular client. And you know, again, I think you can also combine these things of these physical gifts because I mentioned to the other day, one of the pushbacks we get from our clients is. Oh, you know, our IT folks, you know, they have a, uh, schedule out to 2030 already. Right. There's no time to do this. Even if we tell them it only takes an hour. Well, I bought these beautiful, uh, sand, uh, timers, um, the hourglasses. And so I send that and I say turn that over and by the time the sand goes through, that's how long it takes to install our product. Right. And so now we've got to find a cartoon that is about time. Right. Because that's really our biggest thing. So you and I are. Yeah. Uh, you're going to, we're going to look through your old cartoons and see if we can find something special. But I want to mention something else, and I know you probably don't talk about this in your book, but I want to let people know that they can actually contact you for a bunch of things. And one of them is to talk about this book with sales teams. Right. Because you're an amazing public speaker and you know, I'm going to, to toot your own horn right here. Right. So that you don't have to. The second thing is, and again, these things are not free, but they're absolutely worth it and the ROI will be incredible. You can have Stu do a custom cartoon for you. He talked about doing it for himself. Right. But he can do that for you as well, of you coming up with an idea and him taking the wealth of his background as a cartoonist and doing that. So. So, Stu, I'd love for you to share, uh, where people can buy the book and if I missed anything, of your services. We've talked about your mastermind, we've talked about custom cartoons, we've talked about you speaking, we've talked about people buying the book. What am I missing of what you want people to know after this interview?

Speaker A: Well, I just want to say you don't have to be a cartoon. Uh, we talk a lot about, uh, in conversations with me, it's natural that we're going to talk a lot about cartoons. But you know, the prospect that you mentioned, that is worth $12 million a year. Chicky, we're going to get, we're going to catch you in there one way or another. So if they don't respond to a cartoon, that's fine. There are a lot of other ways that we can do this. And the whole point of the mastermind, really and of the book, all of this, is that there are a lot of ways to do this. And if one doesn't work, we'll go to the next and we'll go to them. We will get you through.

Speaker B: We're going to do this.

Speaker A: M. Trojan horse. That's right. But we will get you through. And it's not just about cartoons. So, um, so that, that's one thing. But you asked where, where you can buy the book. You can buy it almost anywhere. Well, I should say anywhere.

Speaker B: Wonderful.

Speaker A: Um, books are sold. Uh, although I don't think you'll find it at the airport. I will have to check. But otherwise.

Speaker B: Yet. Anyway, yeah, they see that it's on the bestseller list. I bet you, uh, you punch right through that.

Speaker A: It's doing well. It's doing. It's a number one hot, uh, new release on Amazon this morning. It's doing well. And um, but, but you can buy it on Amazon and Barnes and Noble and um, uh, bookshop and books. A million. And so I'd probably go to, to the, the publisher themselves, Ben Bella. There are a lot of ways to find it. Uh, and probably the most common will be. Will be Amazon or. And oh, I, I forgot to mention you should come to my author site because, because I have a little special deal there. If you'll join my email list, I'll send you the first chapter for free. So. So come to stuh.com absolutely.

Speaker B: And it's got an E on the end. So don't forget that when you're doing the URL. But with the name like Stu Hynek, it's actually super easy to find him in LinkedIn. He does answer when you send him notes, and I would love to ask people, when you try some of these things. So buy the book, second try some of these things and then post on LinkedIn about it. And I want you not only to tag Stu and how to get a meeting with anyone, I think you probably have a hashtag for the book, but also because my name is super easy too, on LinkedIn, there's only one of me, Chicky Fitzgerald. So follow me and tag me, because I want to hear about these things because I've got way more than 100 people I want to go after. Uh, my product has just a massive audience, but still very, very highly targeted and not easy to get into. And as you mentioned, everybody's being bombarded with AI emails, AI LinkedIn messages, all of this. And I think the best thing you said Today, Stu, was 12 words. Right? Keep your outreach short, sweet and to the point. And please don't make that line. Did you read my email that I sent you yesterday? Yesterday, Right. That has got to be the worst. We didn't talk about the bad things that people do in contact.

Speaker A: No, we did. That could be a whole other episode for sure.

Speaker B: Uh, the anti. Um, Pit. Anyway, Stu, I, uh, just so appreciate your friendship. I appreciate your creativity. Uh, so, so excited. I'm only in my first week of. Of the Mastermind, and I still am. I'm going back to listen to the other, uh, four that, that happened before I joined. Uh, but there's still room, right? You still have still.

Speaker A: Yeah, there's still room. We still have charter seats open, which are. Which is great. That's. You pay less. Um, the tools that I send, um, you get to keep them, otherwise you have to return them if you. When you leave the Mastermind, if you. If you ever do. So. Yeah, there's some great, great benefits to joining right now. A few. A few, uh, of those open charter seats. Yep.

Speaker B: Well, excellent. So we have been talking to the author of how to Get a Meeting with Anyone. And he means it. And, uh, you know, I will tell you that if, if you need encouragement, uh, again, follow him on LinkedIn and visit his website. But I will tell you that this book is worth its weight in gold. And, you know, if you don't think you can afford the M. Mastermind, at least buy the book. And then I think you're going to say, oh, my God, I would get to. To spend every other Friday with this guy. Yes, you will.

Speaker A: Well, it's even more than that. We do a lot.

Speaker B: We're doing a lot of fun, and. And the other people who are in it are just awesome as well. And so they're sharing their stories of success. And, uh, I can't wait to be one of those success stories, too.

Speaker A: Excellent. Well, I can't. Oh, man. I wanted. I want you to be able to tell the story of. Yeah, I joined the Mastermind, and then we did this and that. Either that worked or it didn't. We kept with it, and all of a sudden we got through and. Oh, my God. 12 million ARR. From this one. From this one effort. That's pretty cool. That would be amazing.

Speaker B: Really cool.

Speaker A: Yeah.

Speaker B: All right, well, Stu, thank you so much. And, uh, I just hope your week is just filled with, uh, amazing creativity and great stories of the results people are getting with this book.

Speaker A: Thank you so much.

Speaker B: All right. Thank you.

Speaker A: You've been listening to the Game Changer ideas, Inspiration, Innovation with Chicky Fitzgerald.