Page 113 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Cheat Sheets – Professional Coffee Meetings
Professional Coffee Meetings Cheat Sheet
Likely Targets To Set Meetings:
Consultants Bookkeepers Commercial Insurance Credit Unions
Questions To Ask
See Roleplay – Warehouse – (Warehouse > Training > Sales)
See list of questions in 2024 Conference session – Professionals – Relationships Meetings – Print them off
until you know them
Follow Ups
Send a handwritten notecard after every professional coffee meeting...
It was great to meet you...
Here’s another coffee on me (send a Starbucks card)
“Next one will be on you!” (a little levity)
You need to follow up with the ones (maybe it’s only 1 out of 10 of them) where you feel a good connection was made:
1. Call again
2. Lunch
3. Coffee
4. DV – did you ask?
5. Pulse
6. Offer Pulse without branding to one or two – script below
7. SMARRT steps
8. LinkedIn
This should be done with a few of them – not all
The contacts you feel are most likely to refer to you
We have found that by providing our clients with a regular flow of valuable business knowledge is a great way to build lasting relationships. If you would like, we can provide you with the Pulse in an unbranded Word format to distribute to your clients with your own branding.
Explain the Pulse.
When a client leaves a professional advisor, surveys show it’s usually because they feel ignored. With this tool, none of your clients will ever feel ignored.
Accountants
Lawyers
Bankers
Financial Planners
Commercial Realtors
Sales Training
9. Drip – do they specialize in a vertical – are they a potential paid referral source? Can you become a Cost Reduction Specialist consultant for that same industry?
Manual Revised: April 3 2025 Confidential
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