How I used stalking to land Fortune 500 clients

Today, we welcome Jake Jorgovan for his first guest post. Jake’s an entrepreneurial guy with a creative flair, plus he’s a whiz with all things web (say that 3 times fast!).

Jake Jorgovan started his first company at 19 and grew it into a leader in the media production industry. Since his first venture, Jake gave up pursuing the American Dream and moved to Mexico where he lives and works remotely. Jake regularly writes a weekly newsletter about entrepreneurship, inspiration and living a non-traditional lifestyle at Jake-Jorgovan.com

How I used stalking to get Fortune 500 clients

Over the course of my entrepreneurial career, I have had managed to land some huge clients ranging from A list celebrities to Fortune 500 companies.

This wasn’t by some stroke of luck. These clients were landed through a clearly defined strategy that can be replicated for nearly any business or startup.

At times, this strategy may seem almost like stalking, and in some ways it probably is. It works wonders if implemented properly.

Step 1) Identify your Top 25 prospects

Too many entrepreneurs try to sell to everyone in the market. Instead of just blasting your sales message out there, get hyper-focused.

Identify and research the Top 25 best prospects for your business.

The ideal prospects are different for everyone, although here is some criteria that everyone can follow.

  • Dream big, but be realistic – Based on your existing offer, your portfolio and your past clients, you have a realistic realm of who will actually hire you. Push the boundaries of this a bit but don’t waste your time targeting clients that are out of your reach.
  • Target the industry hubs – Instead of targeting clients who will lead to just one project, target the hubs. Target the agency instead of the company, the event planner instead of the bride, the consultant instead of the client. Figure out who in your industry is the hub that can lead to multiple clients.
  • No conflicts of interest – Many times, if you are targeting the industry hubs, you will come across prospects who may have a conflict of interest. Maybe they offer the same services you do but have them in house. Don’t waste your time with these prospects, it can be a lost cause trying to get them to outsource what can be done in house.

Step 2) Stalk the hell out of those clients

Now that you have identified who your top 25 clients are, research everything you possibly can about them.

  • Google them
  • Stalk their social media accounts
  • Dive into every page and blog post they have ever put out
  • Find any media appearances or interviews and watch every single one

You should know so much about this person that it will feel almost creepy. At this point, you should feel like a stalker.

Compile all of this information into a word document for each prospect. This document should be a few pages long per prospect.

Step 3) Engage with them on social media

There are a number of ways you can do this, here are just a few:

  • Retweet a few posts from them
  • Mention them on Facebook
  • Post one of their projects on your blog.
  • Comment on one of their blog posts
  • Write a blog post specifically about their work
  • Tweet a compliment @ them

Don’t cross the line though – here is where the stalking goes a bit too far:

  • Don’t add their personal account on Facebook (until you have a relationship with them)
  • Don’t email them
  • Don’t appear like a fanboy or a rookie

Do something that will get their attention without asking for a response and without coming across as inexperienced.

The purpose of this is to get the prospect familiar with your name, and hopefully they will look at your site or social media profile before you reach out.

Step 4) Find their email address

Your high level prospects won’t be posting their email address all over the internet for anyone to find.

This is where the stalking takes a bit of trickery. You will need Gmail, a plug-in called Rapportive and the simple method explained below in this video.

In almost 90% of situations, this method will work flawlessly.

Step 5) Cold email

Don’t do a cold call, at least not as the first step of communication. Instead, try a cold email. It is much less intrusive and lets your prospects view your message when it is convenient for them.

Go back to that list of 25 prospects, and reach out to every prospect with a very personal and targeted email.

Keep this email as short as possible, 6-7 sentences max. Don’t use a template, or copy and paste.

Make the email personal and make it about THEM, not about you.

Talk about their recent blog posts, news articles, projects, or whatever you can find to relate. Stroke their ego a bit.

At the end, wrap up by telling them why it would be beneficial for them to connect with you. If necessary, provide links to your portfolio or body of work.

Then make a simple, low pressure ask to connect sometime.

Below is an example script that you can use for your own cold emailing purposes.

[Prospect’s Name]

Recently, while searching to find other like minded companies in the industry, I came upon [Company name]. [Praise some of their work or something about them and point out a specific detail that would have required extensive research]. [Add another level of praise on a different point that shows you did your homework]. With that being said, I wanted to reach out to you about potentially collaborating in the future.

I work with [elevator pitch for your company]. Our companies mission is to [Company mission or passion]. Our services include [list of services]. We have worked with [past clients who are relevant to prospect].

[Company name] would be honored to develop a relationship with [Prospect name]. Below I have included a link to some of our recent work. If you like what you see then we would be happy to start a conversation and discuss any further questions that you may have.

[Links to past projects or marketing materials]

Sincerely,
[The greatest salesman of all time]

For some extra insight, install a Gmail plugin called Yesware. This amazing tool allows you to track if your prospects open your email, when they open it and reminds you to follow up. This tool is amazing for anyone in sales.

Step 6) Follow up

Over 90% of these cold emails will get no response on the first try.

Approximately 7-10 days after your first email, follow up with a second email, 2-3 sentences max. Keep it simple, below is an example.

[Prospect’s name],

Last week I reached out in regards to [reference previous email content]. I wanted to send a quick followup to see if you had received the email and if you had any questions. Thank you for your time and I look forward to hearing from you.

Sincerely,
[The greatest salesman of all time]

You will be amazed at the response rate that comes from a second email. People may shrug it off the first time, or just didn’t respond because they were busy. A second email shows that you are persistent and that you really want to connect with this person.

Step 7) Pick up the phone and call

After the second email, if you still have not received a response, call the company directly and ask to speak to the person of interest.

If you have been using Yesware then you will have the insight on if they opened your emails or not so you can frame your call accordingly.

If you are fortunate enough to get them on the phone, mention the emails and ask if they have time to connect at some other time. Sometimes you will get a no, but more often than not you will get the answer that they were too busy and would like to schedule a time to talk.

Step 8) Be persistent

If you can’t get through to them on the phone, keep emailing.

Every 2-3 weeks, send another email. Link to more projects, or more news articles and blog posts about their company. Eventually, they will respond. It may be a straight up no, but more often than not they respect the persistence and give you the time of day.

Most sales, especially the big ones don’t come easy. It takes persistence, a system and the motivation to keep going. Just because someone doesn’t respond to the first few contacts doesn’t mean you should give up.

Keep calling until you make the sale or get a restraining order

About

Dan Norris is a co-founder at WP Curve and a passionate entrepreneur with an obsession for content marketing.

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