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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.
@stacyhavener // www.billiondollarbackstory.com/
[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 StorySnacks. Bite sized content to feed your funnel. Each short episode features Stacey digging into one question. This series has her talking stories, sales, and so much more. Oh yeah, it's time for StorySnacks.
[00:00:26] Stacy Havener: So now we're doing you wanna meeting. Okay. Ditch the pitch is super helpful for meetings, but how do I get the meeting in the first place is a good question, isn't it? Okay, how do I get the meeting in the 1st place? Well, let's talk about the old way or the typical way and a new way. If we can, we are going to do some old way.
[00:00:52] Stacy Havener: This is typically what a salesperson would do in the last meeting, like 2 weeks before the meeting. [00:01:00] That would be generous, even might be a week. They're going to run a list, some sort of get some prospects and some people maybe tap into a database somewhere of everybody in a 60 mile radius within the city.
[00:01:16] Stacy Havener: They're going to and they're going to send cold emails to these people and. Ask for a meeting. Okay. And by the way, this is said with peace and love. So if you are feeling like I'm talking about you right now, it is okay. Because again, this is what typically is done. The email is going to go to these people and it's going to have like a lot of paragraphs.
[00:01:41] Stacy Havener: With a lot of words, not a lot of white space. The ask for the meeting will be somewhere at the bottom of that long tome. And it's going to be all about like the fund company. Like this is who we are. This is what we do. And [00:02:00] this is who's going to be in town. And this is when we'd like to meet with you.
[00:02:05] Stacy Havener: Please say yes. And how well do we think that works? Not well at all. Why? Why doesn't it work? Well, a lot of reasons. Number one, why are we waiting until two weeks or one week before the meeting To even say hello to this human being that's in this town. So part of it is when you want to get a meeting, you need to be like working a quarter ahead.
[00:02:39] Stacy Havener: I know you're going to be like, this woman is nuts. No, I'm serious. Like I want you to start thinking in 90 day increments. Quarters, okay, not weeks. Where do you want to go in that quarter with your fund manager? Why do you want to go there? Please tell me that there's a [00:03:00] really exciting prospect in that city.
[00:03:02] Stacy Havener: That is your anchor meeting that you're going to build this around. And then I want you to be thoughtful about how you build your network in that city before you ask for the meeting. So, let's talk about what that would look like. If you've given yourself space to plan, you don't need to send this very.
[00:03:21] Stacy Havener: urgent, long, me, me, me, me email asking for the meeting. Instead, what you could do is identify these people and use one of my favorite frameworks for anything, which is give, give, give, ask. Okay? So you find these people, you, maybe you go on LinkedIn, you see where they are, they write a post, you comment, no ask.
[00:03:46] Stacy Havener: The thing with give, give, give, ask is you have to give three times without asking for. Anything before you ask. Okay, so you comment on their LinkedIn. You [00:04:00] show up again. The person who's writing is like, my gosh, the Stacy gal is so nice. She's been like, she commented on my post. It's so lovely. I can tell you it means a lot when someone comments on your post.
[00:04:11] Stacy Havener: So this is real. And, you know, you show up again. Maybe now you send after those 3 gives you send a connection request. That's an ask. That's our ready and ask. So now guess what? You have to give three more times. I'm so sorry to tell you. Okay? That's how that framework works. Now, you got to give three more times.
[00:04:33] Stacy Havener: So you do it again and guess what's happening here? You're becoming friends, alright? And when you're commenting, I'm not talking about like, Nice post kind of stuff. I'm talking about read the post if they wrote an article that they shared or they shared a commentary that they wrote, read it and say something about the content that lets them know that you've read it.
[00:04:59] Stacy Havener: [00:05:00] Okay, like show them, you see them and you're with them. So then you do the give again, look, I'm belaboring the point to show you that I want the ask of the meeting to be a no brainer. If you do all of those give, give, give, ask type of sequences. When you say, Hey, I'm going to be in town. Do you want to grab a coffee?
[00:05:23] Stacy Havener: Do you know what the answer is going to be like instantly? Of course. Yes. That's the difference. Now you may say, okay, Stacey, great. What if the person's not on LinkedIn? What if I literally don't have that kind of time? First of all, make the time. Are you an investment boutique looking to grow your business and need a little help?
[00:05:47] Stacy Havener: If you feel like you're fighting for the spotlight and, well, still stuck in the shadows of the bigs, join us in the Boutique Investment Collective, Havener's new membership community dedicated to the specialist in the investment industry. In the [00:06:00] collective, we'll guide you through the billion dollar blueprint we've used to help boutiques add over 30 billion in AUM.
[00:06:07] Stacy Havener: You'll refine your story, focus on your ideal target market, and practice your pitch. You'll rethink your marketing materials, rewrite your emails and refresh your differentiators. We'll even help you step up your LinkedIn game and give your profile a makeover. You want to grow your biz. We've got your back.
[00:06:24] Stacy Havener: Learn more about the collective, the curriculum, and the amazing coaches who will help you on your journey. Visit Haven or capital. com slash collective high five. Hope to see you in a coaching session soon.
[00:06:44] 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 [00:07:00] fluctuate and past performance is not a guide to future performance.
[00:07:03] 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 Havener or Havener Capital Partners.