Billion Dollar Backstory

Headed to a new city and thinking, “Should I try to book lunch with that allocator?” Not so fast.

If your first email is a wall of text with your bio, your strategy, and your lunch plans all crammed in… it’s probably going straight to the trash.

The good news is that there’s a better way to warm up new prospects, and in this episode, Stacy is breaking down exactly how she extends invitations to brand new contacts without coming across as pushy. 

She’s covering: 
  • Why your outreach isn’t landing and how to fix it
  • Stacy’s “give, give, give, ask” framework for landing meetings (even with complete strangers) 
  • Smart, simple ways to show up before sending your invitation (so it doesn’t feel like a pitch slap) 

This is Story Snacks, a bite-sized, jam-packed series for fund managers who are ready to master strategic storytelling in under 20 minutes a week.

Want More Help With Storytelling?
 
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Running a fund is hard enough.
Ops shouldn’t be.
Meet the team that makes it easier. | billiondollarbackstory.com/ultimus

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What is Billion Dollar Backstory?

Host Stacy Havener brings you the storytelling tips, sales strategies, behavioral secrets, and inspirational stories that help YOU turn your words into dollars. Learn from sales and marketing experts. Meet finance and investment leaders, founders and fund managers who have made it, and the ones on the rise. Because there are people behind the portfolios. Their stories matter. So does yours.

Presented by:
Ultimus Fund Solutions // www.ultimusfundsolutions.com
GemCap // www.geminicapital.ie

@stacyhavener // www.billiondollarbackstory.com

EP 106 Story Snack
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[00:00:00] Stacy Havener: Craving more knowledge, but don't always have time to sit down for a five course meal. Take a quick snack break with story snacks, bite-sized content to feed your funnel. Each short episode features Stacy, digging into one question. This series has her talking stories, sales, and so much more. Oh yeah, it's time for story snacks.

[00:00:26] Stacy Havener: I'm traveling and there's an allocator I wanna invite to lunch when I'm in town. Okay. What do I do? The biggest thing I can advise is plan ahead. So, let's presume that this is someone you don't know. Okay? Even if you do know them though, people's calendars are nuts.

[00:00:44] Stacy Havener: I mean, think about your own calendar. It's probably like. A hard left into a crazy town. So my advice, is plan Ahead which gives you the time and the space to do the next things I'm gonna say, which is [00:01:00] typically what we would do if we're in sales. We wanna meet this allocator, we're gonna send them. If we don't know them, we're gonna go for the close in the first email.

[00:01:08] Stacy Havener: We're not gonna call 'cause. That requires a level of vulnerability that none of us really wanna do anymore. It's a shame you could be that person brave enough to call. Um, so you typically are gonna write an email and you're gonna try to close the deal in the email, which means it's gonna have like four paragraphs all about you, who you are.

[00:01:28] Stacy Havener: you're gonna move from that into like what products you have and you're gonna move from that into like the fact that you're gonna be in town and like to have lunch in one email. I am tired and my eyes are bleeding, just thinking about it, okay? We're not advising you to do that. So because you're planning ahead, you have time to use , one of our favorite frameworks, which is give ask, except it's not give, ask, it's give, give, give.

[00:01:57] Stacy Havener: Ask. Three [00:02:00] gives before you ask. And oh, by the way, your invitation to lunch is an ask. So that means you need to give and show up for this person three times before you ask them to lunch. And if you're nodding and going, perfect, like, but what's a give? Well, if they're on LinkedIn, you could comment on their posts.

[00:02:21] Stacy Havener: If they write a newsletter or a commentary, you could read that and just send them a note that says, Hey, I read your recent commentary and I really loved this part. Just wanted to say, great job. The end, not great job. And do you wanna have lunch? No, no. Just great job here at the end. Three give and then the ask.

[00:02:40] Stacy Havener: And the other thing I would say is like, be someone worth having lunch with. So what does that mean? Well, work can be boring. Okay? Work can be boring and lunch is a break. So if the only thing you're gonna bring to this [00:03:00] lunch meeting is more work talk like maybe, but like, could you spice it up a little with like, are you cool to hang out with?

[00:03:10] Stacy Havener: Would it be fun? Are we gonna go to a great place like. Be a person that someone would want to have lunch with, and that is different than being the smart, amazing, professional you that you want someone to partner with. So be smart and cool.

[00:03:28] Stacy Havener: This podcast is for informational purposes only and should not be relied upon as a basis for investment decisions. The information is not an offer, solicitation, or recommendation of any of the funds, services, or products, or to adopt any investment strategy. Investment values may fluctuate and past performance is not a guide to future performance.

[00:03:47] Stacy Havener: All opinions expressed by guests on the show are solely their own opinion and do not necessarily reflect those at their firm. Manager's appearance on the show does not constitute an endorsement by Stacey Haven or Haven or Capital [00:04:00] Partners.