Charles Cormier uses mastermind dinners to find sales prospects without hard pitches. He asks strategic questions to uncover pain points, then schedules 15-30 minute follow-ups that often lead to deals months later. One client attended a September dinner and signed a contract the following week.
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Because I won't hard pitch someone, but I will throw questions their way so that they can lead themselves towards the sell without obviously being pushy or anything. Right. And, but I'm not going to also pretend I'm not trying to get something out of these mastermind dinners or these podcasts, for example. So what's your, your mental model with that?
Yeah. I mean, everyone knows what the score is at the end of the day. I mean, we don't have the dinners be salesy. They're not a hard pitch at all, but it's pretty clear that like, you know, The goal with these is to get in front of them and at least get their feedback around what it is that we're doing and to dive a little bit deeper, whether it's a 15-minute call or a 30-minute call at some point after the dinner. And not even necessarily a hard pitch because again, they could be stuck on another contract for like 2 years or something. So it's much more just like informational gathering. However, a lot of them, like through the pain points that are discussed at dinner, through the pain points that are talked about on the call and with a renewal cycle coming, it just sort of falls into, okay, well, this makes sense to actually explore deeper here. And so then we're in the active sales cycle and we're able to close those businesses like relatively shortly thereafter. We're actually hosting the dinner events, but we closed somebody last week who came to a dinner of ours in September of last year. So there's, that all happens all the time as well.
