A marketer lands a meeting with a senior executive after cold outreach, then learns from Michelle to stop trying to impress. The ROSE framework: build rapport, drop the performance, focus on their problem, then elevate the conversation.
So I've been following everything she's telling me. What happened was she said, contact X amount of people. And she gave me a script to E to send out to all these people. And I sent out a bunch of contact messages on Tuesday night, Wednesday morning, I got a cl, I got an in, I got a request to meet with from one of the clients that, you know, it's because I do AI, right? And this guy, all of a sudden at 9am on Monday, I have to talk to this guy about AI because he's all of a sudden interest, interested in what I have to offer. He's also a cmo, like an EVP at his company. So like Michelle says, people who are at the top have a problem. And if someone's out there who can offer something, they will click on the invite and talk to you.
Okay, so. And talk to the group about the level of support you received. When you told me about this, I.
Said, michelle, what do I do? So I emailed you and you said it was like it was 1 o' clock my time, like 1:30 my time. She says, I'll jump on a call with you at three my time and six your time. And we strategized on what to say. I thought, oh, I'm going to prepare. I'm going to create this agenda to meet with him. Michelle goes, no, don't do that, don't do that. Because it's like over preparing and it's almost like like in the rose formula, you know, and then in the rose formula, that rapport. Overcome the need, overcome the need to perform solution and elevation. I was doing by preparing the way I did it was like an O, right? Because I was ready to do my little sideshow with, you know, the lights and the, you know, those sparklers that they have in Vegas, right. I was ready to do something like that and show girls with all the stuff I was preparing. And she says, don't make it about you, make it all about him. He contacted you because he has a problem that he may need solving. So don't do, don't do your, you know, your Vegas Cirque du Soleil extravaganza for you. For him, he may not be looking that he may just want like a acoustic guitar that's all about him, right?
Because the danger of when you're showing off in front of people, the danger is they're going to say, oh, you know what, I don't need that.
