November 18, 2023 • 26 mins
President Xi Jinping is meeting with President Joe Biden in San Francisco. How would a business owner use such an event to build their business? Here’s an insider look on buying influence. How to use private meetings, fundraising, and political fundraising for influence.
Gain practical insights on using event marketing to drive bottom line profits and influence. Position yourself as an expert, even manage public relations using this little known approach. I’ve used it with clients, politicians and top business leaders use these methods daily.
If you offer a high ticket solution, this can be the primary way of growing your business. It’s even profitable in unusual ways that are difficult for competitors to duplicate. Discover a proven influence campaign you can use to build profitable business relationships.
At times this can seem unethical to outsiders. These critics are jealous about your ability to connect and leverage influence for what you want. Many who listen to this will want specific coaching and support in conducting this kind of campaign.
If you are a business owner or executive who would benefit from meeting the right people. Or even benefit from reaching specific decision makers in your marketplace, contact us with your questions. Inquire specifically at https://www.insidestrategicrel...
There is no better way to build an audience for your subject matter expertise if you are a consultant or advisor. Lawyers, accountants, and money managers use this method all the time. Political influencers find this to be a reliable way of getting elected.
Rather than criticize this method, think about how you can use it at your scale. It is unusual, yet common in the circles of the elite. So much so, that this method bypasses gate keepers and makes you a number one choice that no other method can duplicate.
Want to be more influential? Want the influence of being a recognized expert? For insights and practical tools, join us at https://www.insidestrategicrel...
#BusinessRelationship #PoliticalFundraising #PoliticalInfluence #BusinessDevelopment #LobbyFunction #PrivateAccess
Become a supporter of this podcast: https://www.spreaker.com/podcast/inside-strategic-relations--3010682/support.
Gain practical insights on using event marketing to drive bottom line profits and influence. Position yourself as an expert, even manage public relations using this little known approach. I’ve used it with clients, politicians and top business leaders use these methods daily.
If you offer a high ticket solution, this can be the primary way of growing your business. It’s even profitable in unusual ways that are difficult for competitors to duplicate. Discover a proven influence campaign you can use to build profitable business relationships.
At times this can seem unethical to outsiders. These critics are jealous about your ability to connect and leverage influence for what you want. Many who listen to this will want specific coaching and support in conducting this kind of campaign.
If you are a business owner or executive who would benefit from meeting the right people. Or even benefit from reaching specific decision makers in your marketplace, contact us with your questions. Inquire specifically at https://www.insidestrategicrel...
There is no better way to build an audience for your subject matter expertise if you are a consultant or advisor. Lawyers, accountants, and money managers use this method all the time. Political influencers find this to be a reliable way of getting elected.
Rather than criticize this method, think about how you can use it at your scale. It is unusual, yet common in the circles of the elite. So much so, that this method bypasses gate keepers and makes you a number one choice that no other method can duplicate.
Want to be more influential? Want the influence of being a recognized expert? For insights and practical tools, join us at https://www.insidestrategicrel...
#BusinessRelationship #PoliticalFundraising #PoliticalInfluence #BusinessDevelopment #LobbyFunction #PrivateAccess
Become a supporter of this podcast: https://www.spreaker.com/podcast/inside-strategic-relations--3010682/support.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Let's look at a practical example onhow to use political action, committee events,
fundraising, and other activities where youbasically pay to play but you get
to meet key decision makers. We'regoing to talk about the benefits of these
types of programs, we're going totalk about how to actually leverage them,
and we're going to use a prettyinteresting example. Of course, what I'm
(00:21):
sharing with you here today you're likelynot to hear any other places because it's
part of the business development and riskmanagement services that I provide as a consultant.
Please understand, what I'm sharing heretoday can be construed as being manipulative
or being unfair as far as competitiveadvantage, but it's fact of life.
(00:42):
It's how this stuff works. Ifyou're unhappy with that, then don't subscribe.
Go someplace else. I don't reallycare. But I'm justin hit with
inside strategic relations where we help youtransform business relationships into profits. And the
example that we're using here today isa Shishing Ping, who's the president of
China the Communist Party in China,is coming to visit Joe Biden, who's
(01:06):
the President of the United States.In the United States in San Francisco,
so a lot of things have beendone to prepare that meeting. The area
has been cleaned up. There's differentconferences and events. And if you needed
to meet Joe Biden, or youneeded to meet Changing Ping in order to
gain influence or to position yourself asa certain type of expert, or to
(01:29):
be seen in an environment, andwe'll talk about the benefits of those things.
You can do so by paying onethousand dollars to attend a dinner with
Changing Ping or forty thousand dollars tomeet with Changing Ping directly. Now,
yes, this is how political fundraisingworks. You can pay money to meet
Donald Trump. I paid money tomeet Tony Robbins, Donald Trump, Dan
(01:51):
Kennedy, all kinds of people thatI respect in the marketplace. But I've
also paid money to be at theOfficers Club when the Admiral's there. I've
also paid money to be at differentevents where I'm going to meet decision makers
of organizations. I've paid money tobe member of a club or part of
a political action committee or part ofan event to get private access to individuals.
(02:12):
I've also helped my clients do thesame, and it's often money well
spent spent. If you prepare likewhat we're going to talk about today.
It does sound to the typical personthat this is pay per play and that
this is something that's you know,looked down upon, but it's how government
functions and it's how a lot ofhigh end business development is done. If
(02:35):
you were going to import something intoChina, so you're exporting for the United
States and you're going to import intoChina, you'd want to be at a
meeting where you could talk to individualsthat might import, might impact import expert
laws. You might want to talkwith the staff of Changing Ping in order
to offer information about what you wantto import to China and what would be
(02:55):
beneficial to China. And then there'sa little bit ex things that we're going
to talk about. But the benefitis you're skipping the gatekeeper, you're skipping
all of the filters, and you'regoing directly to the source who can make
it amediate decision on what it isthat you want to offer, and you're
saving quite a bit of time.How much money would it cost, even
(03:19):
in plane fair for you to gohave dinner with Shinching Ping. First off,
they're going to do background checks andclearances, and you'd have to fly
to China, and then if you'rean executive, you have the risk of
getting having issues with that. You'dhave to get on their calendar to get
time. This event in San Franciscois already on someone's calendar. Again,
(03:39):
this is the same thing if youwanted to meet with President Biden, President
Obama, President Trump, President Bush, President Carter. And it can be
done through a nonprofit organization. Itcould be done through a fundraising dinner.
It can be done through a varietyof means, and it's completely legal.
Now. Of course, you canjust write a check to a politician and
(04:00):
get an audience with them through apolitical contribution or donation, and there are
other means that are less than suitablethat are not legal. I'm only talking
about the legal means of influence tobasically get on the radar or on the
short list with a decision maker.And like I've said, I've helped my
client. I had a client,for example, and I arranged for them
(04:24):
to meet more than six hundred keydecision makers in the course of a year,
including political decision makers, business andindustry decision makers, individuals who are
in the media. And basically itwasn't that difficult. Now, again,
if you're going to meet six hundreddifferent people, and we'll talk about that
(04:46):
right now, when you show upto an event, you need to have
a list of everybody of importance who'sgoing to be at that list. See,
this is beyond business networking, andthis is beyond the being in introduced,
because you can essentially introduce yourself.And this is not something you have
to have a lot of money todo, because this is at all price
points. I recently was at adinner that was I think it was seventy
(05:11):
five dollars a ticket, three hundredand forty dollars a table, and I
got to meet in my region thedecision makers, the movers and the shakers,
the people who can build relationships ormake connections. So again this is
on all price points. But whenyou show up, you need to know
the names. You have to havea picture what those people look like.
I know everybody's making fun of aBiden for having these que cards and stuff,
(05:34):
but I've seen senior level executives havethese que cards at least the briefing
notes, so that when they're atthese events, it's the best money they've
ever spent. So if you're goingto meet Singing Ping, you not only
need to know who Singing Ping isand possibly speak Mandarin something more than Nie
how or just while booming by nichewashEmma. You have to be able to
(05:57):
have a conversation. And if youcan't have a conversation with Ping, you
can get a picture with him.Thank him very much, Shashai Shashe.
You know, just keep thinking,but not being like a fanboy. But
my point being is you need toknow who the economic advisors are. You
need to know who the import expertfolks are. In this particular example,
(06:17):
you need to know who security isand who's not security. For example,
I was at an event and therewas a senator at the event and my
client needed the senator to take careof a few things. I did not
directly walk up to the senator.I identified the liaison. I had a
prepared doc and I wrote it downright there, nice and neat. I
(06:39):
went over to the liaison and Ihad my business card clipped to a letter,
handed it to the liaison requesting whatI was looking for or at least
to further the conversation, and thenI left. I didn't try to shake
their hand. I didn't interrupt theirmeeting. I didn't try to get a
selfie with them. I basically gotthe basic information to them. Then I
(07:04):
go back to the office, Iget a phone call. I get ten
minutes on the phone with their staff. I got what I needed. Do
you see how this works, folks? This is not about celebrity. This
is about positioning, influence and relationshipbuilding. So if you're going to have
(07:24):
a meeting with Singing Ping, youmight only get two minutes to meet with
him. I got to shake TonyRobin's hand as he went down a line
of people and ask him one question. His response was less than three minutes,
but it was worth every penny Ipaid for that point in my life
and for that situation. Now Idid get a picture with Tony Robbins.
(07:45):
A lot of times, you canorder a VIP package to get access.
You could buy the seat at thedinner table to get a conversation. You
can buy a seat to just bein the room. The level in which
you do this is not as importantas the preparation. So by having these
Q cards or a couple of indexcards with the faces, the names,
the background, the interest of thoseindividuals, you can then make a connection
(08:11):
and pass along valuable information. Nowyou're not gonna try to talk to the
person and spend a lot of timewith them, because that individual is also
working the room in order to makeconnections that are important. Now's changing.
Ping's not going to be working theroom. He's gonna sit there and do
his usual smile and everything like that, and he's going to pretend you don't
understand what you're saying, and you'regonna get two seconds to say nihow,
(08:33):
smile and introduce yourself. You know, uh, you know wat chow,
Hello, Josh sure is my nameis justin Hit. I know that doesn't
mean justin Hit, but that's myChinese name, and then I'll shake a
hand, smile, and then I'llmove on with the next person in the
line. Shakes a hand. Butif you have a business card in your
pocket, or you have an indexcard or a folded up letter that's nicely
(08:56):
typed out been translated into Chinese,and then you shake Chinging Ping's hand,
and the next hand you get toshake is the commerce minister. You can
hand them an envelope and they willget it to or at least review it,
and it will be taken care of. There is no person on this
planet that you cannot reach and thatyou cannot influence in some way if you've
(09:18):
done your homework. So I've givenyou this example because it's pretty sensational.
There are very few subscribers on thislist that would benefit from a direct meeting
with Hinging Ping. But at suchan event, you're going to interact with
other people. And this is thenext point here, you're going to interact
with other people who could afford tobe in the room. So sometimes it's
(09:41):
not the VIP you're going to meet, but it's the conversations in the hallway.
It's the conversations around the dinner table. It's the ideas and concepts you
can exchange. It's the photographic evidenceof your belonging to such a group or
such an association. If you lookat Jeffrey Epstein's engagement and a lot of
(10:03):
people that we know now respise orcompromising individuals. Very often they'll photobomb events,
they'll walk the red carpet, they'llget photographs with famous people. Because
it builds up a perception of associationor perception of value. Now, in
the nature of the type of workthat I do as a strategic consultant or
(10:24):
an advisory In an advisory role,I try not to be in pictures unless
it is something of personal interest tome. But my clients that client I
had meet six hundred people in thecourse of a year. Sometimes they're meeting
ten or fifteen people at a singleevent, but they're very often getting pictures
with those individuals. They're being seenwith those individuals, they're passing along information
(10:46):
or receiving information, and they're listeningand they're engaging. And those are the
things that I help with my coachingclients with because it only takes one meeting.
Charlie Tremendous Joanes said, you're theproduct of the books you read and
the people you meet. Wouldn't itbe nice to start meeting better, more
famous people, better, more connectedpeople, others who are in the same
(11:11):
business or serve the same customers.And of course political action committees, fundraising
meetings, charitable events, dinners withcelebrities, VIP packages, conferences and events.
There's a spectrum of level in whichthis works because most people on this
call really want to meet prospective customersrather than a president of a country.
(11:33):
Now I have clients who have gottentheir picture taken with Bill Clinton, George
Bush, Donald Trump. They've beenin VIP events or group pictures for special
activities or events. They are onpeople's YouTube channels, they're on people's short
list of who to call when there'sa solution that's needed. This did not
(11:56):
happen on accident. And again,you can prepare for the meeting by understanding
who's going to be there. Anotherfactor is the pre connect at meetings.
So let's say you're going to atrade show and you want to make sure
that your clients or customers who aregoing to be at the same trade show
at least stop by your booth beforeyou go to that event. You can
send that letters, you can setup a contest, you can have other
(12:20):
types of event activities, so youcan have a VIP dinner which you're sponsoring.
So one event did I helped theclient work on, which was very
profitable, was they're going to beexhibiting at a trade show. They spend
thirty thousand dollars or something at thetrade for a trade show booth, and
that includes all their setup and theirbrochures and you know the people that are
(12:41):
going to be there. But theywanted to meet with their very best customers
and reward those customers and acknowledge thosecustomers and build that social connection with those
customers at this event because they knewthe customers tend to attend the event.
This is like a association of generalcontractors, and so these are general contractors
that are coming and then the client. A couple clients have done this with
(13:03):
sold industrial services or equipment. Sowhat they did is set up a VIP
dinner where they invited their existing clientsand gave them a ticket which was each
one bring one is kind of theconcept. So they give two VIP tickets
to the people in the company thatare clients, paying clients, and then
(13:26):
they asked them to give the namesof other people who should attend the dinner
who are not yet clients. Now, of course that's not the language we
use on the invitation, but essentiallywe want the customer to bring their friends
for a free meal, to heara very short presentation, but basically to
(13:46):
end up on the mailing list ofthe company, because those individuals are pre
qualified to purchase the product or service. And so we're looking at thirty dollars
a plate. I think was thetotal all in costs. Your price will
vary. But the key point hereis that if you have they have a
maximum number of people they can bring. And so if there's two principles which
(14:09):
are existing clients, and then they'rethree guests, that's five people. Five
times thirty is what one hundred andfifty dollars per table. Now you can
use sponsorships and everything. This isin my event marketing program, but essentially
you now have for every customer inthe room at least one prospect on your
(14:31):
list. You serve them a greatmeal, you have networking opportunities, you
prepare because you got all the namesin advance, and so now you can
tailor presentations, you can use examples. One of the things that we do
at these events is we will highlightthe customer successes. So we'll have a
big binder of success stories. We'llpick two or three success stories for clients
(14:52):
that are in the room, andwe'll give them a small award and we'll
tell all the success you know,Hey, they bought our pump and tank
system and it help with fuel controls. And here's the problem they had before,
and here's the success they have now, and this is why they made
such a great decision, and nowyou've put them up in front of their
friends in a favorable way. They'rea hero for the evening. We've built
(15:16):
their esteem, we've given them asens of belonging, We've praised them for
their good decisions. What do youthink those guests in the room are going
to do, whether, of coursethey're going to see your company in a
favorable light. So whether you're attendingsomeone else's event, Kause Shijiping doesn't attend
to dinner unless he thinks it's goingto be beneficial. Right now, China
is looking for more imports, andthen of course they're always looking for new
(15:39):
markets to export, and so it'sa trade dinner. You might think it's
beyond you to hold one of theseevents. You might think it's sleazy,
you might think it's out of taste. But presidents of countries hold these events
more often than you might know,at any level, whether you're a small
(16:00):
business or a large business. Andi'll give you a small business example here.
Shortly, these types of events connectpeople, help you better understand your
audience, help you make associations andbuild relationships, and then ultimately close sales.
So my client was in worst case, for a table one hundred and
(16:23):
fifty dollars, they had three prospectsin the room that were not customers,
because obviously the existing customers would geta free ticket and they get the opportunity
to invite three people. And soif one customer we're also mapping relationships,
by the way, but if onecustomer invited somebody who's already a client,
you would say, oh, youget to invite somebody else because that person's
(16:45):
already a client, and then youcan call them and let make sure they
get three people. But essentially theworst case per table, you're in one
hundred and fifty dollars. The existingclient because they were praised and highlighted and
they were given a good time,they are going to be more likely to
keep buying, so you'll recover onehundred and fifty dollars on their next purchase.
(17:06):
These three new prospects give you anopportunity to invite new people. Now
those are single tickets, so theycan you know that your client can decide
whether they give three tickets. Andby the way, your client will will
give the tickets out according to theirbenefit. And see this is no different
than giving away race tickets or givingaway VIP suites at an event, or
(17:26):
setting up a luncheon. But anyone of those five people who did make
a decision to buy from you willrecover the one hundred and fifty dollars a
table. Now, of course,if you're going to have one hundred tables,
it's a different event than if youhave twenty tables. But you see
what I'm talking about here. Buyingaccess works for you, and it works
for the individual who's hosting the event. I'll leave you with one more example.
(17:52):
So as a sales professional, Iwould get I'd go to a restaurant
and that has a room, aside room, and I'd say, look,
what does it take to rent yourroom. I'm going to have business
luncheons here that are going to includea small talk and then sharing of a
meal, and I'm going to payfor everything, and so what does this
cost? And typically for fifteen dollarswhatever the entree prices was the maximum I
(18:21):
would pay for a room, andthen I would work on getting ten to
fifteen people in the room. Again, it's a combination of existing customers and
prospects, and so as a salesperson, I would have everybody show up at
the same time. I would doa brief welcome and a little I'd have
a little mixer going, so they'dbe free drinks or they'd be appetizers,
(18:41):
and they would network with each other. And then I would have the meal
served. Everybody would be in andout and under an hour. Now some
people would stay longer, but Iwould introduce myself. I'd welcome all my
guests. I'd give them the reasonfor being there. The reason can be
(19:02):
because I just want to help buildbetter networks in our community. It could
be we're recognizing somebody who's done insomething incredible. It could be I wanted
to treat my best customers to alittle reward. And then a few guests
are here, they can see whateverything's all about. It's never like a
pitch. It's really like goodwill.They're in and out in an hour.
(19:26):
I build a mailing list. Solet's say I'm paying nineteen dollars a seat
for the meal. All in nineteendollars a seat for the meal, but
I'm getting a name on my list. This is no different than you know,
a nineteen dollars cost per lead.I can then follow up with everybody
who's in the room, I canshake hands, I can meet people.
(19:48):
Now I'm eating lunch too, becausemy company's usually paying for this, my
client's usually paying for this, andso you know, you got to eat.
Also, you can't stand around andtalk to people while they're eating.
It irritates people. But the peoplein the room also start making these connections.
You can start mapping relationships and theneven as a salesperson, you can
recover this. So let's say it'stwenty dollars ahead, you have ten people
(20:11):
in the room. You do thisonce a week, invite different people every
week. By the way, younow have two hundred dollars a week,
and you're starting to build relationships.You're starting to build a list. It
does require some homework. I've describedthe getting started homework. There's some more
strategic things that you can do.It requires a little bit of creative thinking
(20:33):
on your part, but it's nothingan assistant can't manage for you. I've
had assistance put together workshops where Iwas training, put together workshops where I
was recognizing people. There's different modelsyou can use, and that's of course
in my event marketing program, butwhen we coach for clients, we often
find that they'll want off one ofthese events. And this is the biggest
(20:55):
takeaway. When an executive, aclient of mine who's making four hundred thousand
dollars a year, meet six hundreddecision makers in the course of a year.
At the end of the year theyhave a backlog of business and twenty
two million dollars in sales. Theymight have received a million or two million
dollars in new business. You don'thave to already be rich to have dinner
(21:18):
with shanging ping if you can scratchtogether one thousand dollars in a plane ticket
to San Francisco. Now, capturingthe photograph, capturing the evidence that you
were there, having a good reasonto be there, having the homework done
in advance, and then of courseafter the meeting, having to follow up
done properly is magical. So Iwould have a luncheon, have ten people
(21:45):
at a luncheon, I paid fortheir lunch. They got to meet each
other as a mix between clients andprospects. And then I would follow up
with thank you notes, and Iwould follow up with the prospect newsletter,
and I would follow up with anythingthat came up during the conversation. I
might reinvite some people. I mightnever invite some other people, but ultimately
it was a solid way to buildbusiness relationships, to build influence, to
(22:07):
demonstrate your value and expertise, toput you in front of buyers in a
marketplace, to position yourself as anexpert, to demonstrate your credibility, to
build authority in a market. Thisis something that is so powerful. It
is strategic relationships. If this issomething you'd like to do in your professional
business, and something you'd like todo to grow a high ticket service or
(22:30):
sale, then immediately visit www dotinside strategic relations dot com. Either become
a paid subscriber or join us ona coaching program, or ask your questions
on the contact page at www dotinside strategic relations dot com. I can
show you how to turn over thatthousand dollars tuition, that forty thousand dollars
(22:53):
ticket hundreds of times in the courseof a year, even thousands of times
in the course of a year,depending on your product and service and how
comfortable you are with these types ofthings. But I'm somewhat of an introvert,
and I still manage to get tenfriends in a room if five of
the people are your existing clients.You already know the people, and if
(23:15):
they bring five more people who arefriends, you now have a larger list
to market. You could literally dothis as a salesperson off of commissions.
But again, if you have theleverage, if you have a company,
I can do like I've done alot of clients of mine, and you
could actually just go out and dothe tour. And so I had another
(23:36):
client that basically went to They hadoffices all over the United States, and
they would just go from office tooffice and we'd have meetings lined up and
we'd have events lined up, andhe'd end up in the newspaper with big
spreads about the new activities that arehappening. And then whenever he met congress
people and senators and local political leaders, there was the right crew there so
that we got all that evidenced indocument it. And now they have billions
(24:02):
of dollars in business. Now,again, I didn't create the billions of
dollars in business for them. Theytook foundational information and resources on building business
relationships and connecting with the right peopleat the right time with the right follow
up, and they turn that intoa massive organization. Now we have strict
confidentiality because there are times where youmight meet with an individual where that individual
(24:25):
does not want any publicity, andthere's an appropriateness of you know, you're
just not grabbing selfies with people.And then there's also some social and psychological
elements. So for example, whenI was working with a military contractor and
we had people from Taiwan and Egyptand Israel and different people buying equipment,
there are cultural aspects in here.So you don't put the Egyptians and the
(24:49):
Israelians in the same room sell thema product because they'll fight over the price,
where they'll they'll not be as comfortable. But I have lessons that I've
learned working with the French military,working with Canadian government and other places.
So if you actually have a milliondollar ticket, we can also use these
methods with you as well. Butyou're not gonna you're not gonna put it
(25:12):
in the newspaper that you just metwith Senator so and so. Who's going
to pass a law so that youcan get your company in play. And
I'll give you a practical example.You're not gonna tell everybody that your lobby
group met with Biden and his staffin order for them to follow up with
an AI regulation through an executive order, but that did happen. The AI
(25:36):
lobby groups and the existing established AIcompanies have asked the government to protect air
quotes again, protect citizens, andthen there's new changes at all. That
is a thing, and it's athing that we can facilitate or help you
facilitate, but it's the appropriateness mustbe vetted and you must have the the
(25:59):
value you to deliver. I'm justin hit with Inside Strategic Relations. I
don't want to go to depth intothis. We can talk in a private
conversation. You can visit me atwww dot inside strategic relations dot com.
But you would be shocked how manyopportunities there are to meet with decision makers
and how many opportunities you have tolevel up with greater influence, greater authority,
(26:25):
and greater control in the marketplace throughbusiness relationships that are profitable. I'll
see in the next podcast.
Let's look at a practical example onhow to use political action, committee events,
fundraising, and other activities where youbasically pay to play but you get
to meet key decision makers. We'regoing to talk about the benefits of these
types of programs, we're going totalk about how to actually leverage them,
and we're going to use a prettyinteresting example. Of course, what I'm
(00:21):
sharing with you here today you're likelynot to hear any other places because it's
part of the business development and riskmanagement services that I provide as a consultant.
Please understand, what I'm sharing heretoday can be construed as being manipulative
or being unfair as far as competitiveadvantage, but it's fact of life.
(00:42):
It's how this stuff works. Ifyou're unhappy with that, then don't subscribe.
Go someplace else. I don't reallycare. But I'm justin hit with
inside strategic relations where we help youtransform business relationships into profits. And the
example that we're using here today isa Shishing Ping, who's the president of
China the Communist Party in China,is coming to visit Joe Biden, who's
(01:06):
the President of the United States.In the United States in San Francisco,
so a lot of things have beendone to prepare that meeting. The area
has been cleaned up. There's differentconferences and events. And if you needed
to meet Joe Biden, or youneeded to meet Changing Ping in order to
gain influence or to position yourself asa certain type of expert, or to
(01:29):
be seen in an environment, andwe'll talk about the benefits of those things.
You can do so by paying onethousand dollars to attend a dinner with
Changing Ping or forty thousand dollars tomeet with Changing Ping directly. Now,
yes, this is how political fundraisingworks. You can pay money to meet
Donald Trump. I paid money tomeet Tony Robbins, Donald Trump, Dan
(01:51):
Kennedy, all kinds of people thatI respect in the marketplace. But I've
also paid money to be at theOfficers Club when the Admiral's there. I've
also paid money to be at differentevents where I'm going to meet decision makers
of organizations. I've paid money tobe member of a club or part of
a political action committee or part ofan event to get private access to individuals.
(02:12):
I've also helped my clients do thesame, and it's often money well
spent spent. If you prepare likewhat we're going to talk about today.
It does sound to the typical personthat this is pay per play and that
this is something that's you know,looked down upon, but it's how government
functions and it's how a lot ofhigh end business development is done. If
(02:35):
you were going to import something intoChina, so you're exporting for the United
States and you're going to import intoChina, you'd want to be at a
meeting where you could talk to individualsthat might import, might impact import expert
laws. You might want to talkwith the staff of Changing Ping in order
to offer information about what you wantto import to China and what would be
(02:55):
beneficial to China. And then there'sa little bit ex things that we're going
to talk about. But the benefitis you're skipping the gatekeeper, you're skipping
all of the filters, and you'regoing directly to the source who can make
it amediate decision on what it isthat you want to offer, and you're
saving quite a bit of time.How much money would it cost, even
(03:19):
in plane fair for you to gohave dinner with Shinching Ping. First off,
they're going to do background checks andclearances, and you'd have to fly
to China, and then if you'rean executive, you have the risk of
getting having issues with that. You'dhave to get on their calendar to get
time. This event in San Franciscois already on someone's calendar. Again,
(03:39):
this is the same thing if youwanted to meet with President Biden, President
Obama, President Trump, President Bush, President Carter. And it can be
done through a nonprofit organization. Itcould be done through a fundraising dinner.
It can be done through a varietyof means, and it's completely legal.
Now. Of course, you canjust write a check to a politician and
(04:00):
get an audience with them through apolitical contribution or donation, and there are
other means that are less than suitablethat are not legal. I'm only talking
about the legal means of influence tobasically get on the radar or on the
short list with a decision maker.And like I've said, I've helped my
client. I had a client,for example, and I arranged for them
(04:24):
to meet more than six hundred keydecision makers in the course of a year,
including political decision makers, business andindustry decision makers, individuals who are
in the media. And basically itwasn't that difficult. Now, again,
if you're going to meet six hundreddifferent people, and we'll talk about that
(04:46):
right now, when you show upto an event, you need to have
a list of everybody of importance who'sgoing to be at that list. See,
this is beyond business networking, andthis is beyond the being in introduced,
because you can essentially introduce yourself.And this is not something you have
to have a lot of money todo, because this is at all price
points. I recently was at adinner that was I think it was seventy
(05:11):
five dollars a ticket, three hundredand forty dollars a table, and I
got to meet in my region thedecision makers, the movers and the shakers,
the people who can build relationships ormake connections. So again this is
on all price points. But whenyou show up, you need to know
the names. You have to havea picture what those people look like.
I know everybody's making fun of aBiden for having these que cards and stuff,
(05:34):
but I've seen senior level executives havethese que cards at least the briefing
notes, so that when they're atthese events, it's the best money they've
ever spent. So if you're goingto meet Singing Ping, you not only
need to know who Singing Ping isand possibly speak Mandarin something more than Nie
how or just while booming by nichewashEmma. You have to be able to
(05:57):
have a conversation. And if youcan't have a conversation with Ping, you
can get a picture with him.Thank him very much, Shashai Shashe.
You know, just keep thinking,but not being like a fanboy. But
my point being is you need toknow who the economic advisors are. You
need to know who the import expertfolks are. In this particular example,
(06:17):
you need to know who security isand who's not security. For example,
I was at an event and therewas a senator at the event and my
client needed the senator to take careof a few things. I did not
directly walk up to the senator.I identified the liaison. I had a
prepared doc and I wrote it downright there, nice and neat. I
(06:39):
went over to the liaison and Ihad my business card clipped to a letter,
handed it to the liaison requesting whatI was looking for or at least
to further the conversation, and thenI left. I didn't try to shake
their hand. I didn't interrupt theirmeeting. I didn't try to get a
selfie with them. I basically gotthe basic information to them. Then I
(07:04):
go back to the office, Iget a phone call. I get ten
minutes on the phone with their staff. I got what I needed. Do
you see how this works, folks? This is not about celebrity. This
is about positioning, influence and relationshipbuilding. So if you're going to have
(07:24):
a meeting with Singing Ping, youmight only get two minutes to meet with
him. I got to shake TonyRobin's hand as he went down a line
of people and ask him one question. His response was less than three minutes,
but it was worth every penny Ipaid for that point in my life
and for that situation. Now Idid get a picture with Tony Robbins.
(07:45):
A lot of times, you canorder a VIP package to get access.
You could buy the seat at thedinner table to get a conversation. You
can buy a seat to just bein the room. The level in which
you do this is not as importantas the preparation. So by having these
Q cards or a couple of indexcards with the faces, the names,
the background, the interest of thoseindividuals, you can then make a connection
(08:11):
and pass along valuable information. Nowyou're not gonna try to talk to the
person and spend a lot of timewith them, because that individual is also
working the room in order to makeconnections that are important. Now's changing.
Ping's not going to be working theroom. He's gonna sit there and do
his usual smile and everything like that, and he's going to pretend you don't
understand what you're saying, and you'regonna get two seconds to say nihow,
(08:33):
smile and introduce yourself. You know, uh, you know wat chow,
Hello, Josh sure is my nameis justin Hit. I know that doesn't
mean justin Hit, but that's myChinese name, and then I'll shake a
hand, smile, and then I'llmove on with the next person in the
line. Shakes a hand. Butif you have a business card in your
pocket, or you have an indexcard or a folded up letter that's nicely
(08:56):
typed out been translated into Chinese,and then you shake Chinging Ping's hand,
and the next hand you get toshake is the commerce minister. You can
hand them an envelope and they willget it to or at least review it,
and it will be taken care of. There is no person on this
planet that you cannot reach and thatyou cannot influence in some way if you've
(09:18):
done your homework. So I've givenyou this example because it's pretty sensational.
There are very few subscribers on thislist that would benefit from a direct meeting
with Hinging Ping. But at suchan event, you're going to interact with
other people. And this is thenext point here, you're going to interact
with other people who could afford tobe in the room. So sometimes it's
(09:41):
not the VIP you're going to meet, but it's the conversations in the hallway.
It's the conversations around the dinner table. It's the ideas and concepts you
can exchange. It's the photographic evidenceof your belonging to such a group or
such an association. If you lookat Jeffrey Epstein's engagement and a lot of
(10:03):
people that we know now respise orcompromising individuals. Very often they'll photobomb events,
they'll walk the red carpet, they'llget photographs with famous people. Because
it builds up a perception of associationor perception of value. Now, in
the nature of the type of workthat I do as a strategic consultant or
(10:24):
an advisory In an advisory role,I try not to be in pictures unless
it is something of personal interest tome. But my clients that client I
had meet six hundred people in thecourse of a year. Sometimes they're meeting
ten or fifteen people at a singleevent, but they're very often getting pictures
with those individuals. They're being seenwith those individuals, they're passing along information
(10:46):
or receiving information, and they're listeningand they're engaging. And those are the
things that I help with my coachingclients with because it only takes one meeting.
Charlie Tremendous Joanes said, you're theproduct of the books you read and
the people you meet. Wouldn't itbe nice to start meeting better, more
famous people, better, more connectedpeople, others who are in the same
(11:11):
business or serve the same customers.And of course political action committees, fundraising
meetings, charitable events, dinners withcelebrities, VIP packages, conferences and events.
There's a spectrum of level in whichthis works because most people on this
call really want to meet prospective customersrather than a president of a country.
(11:33):
Now I have clients who have gottentheir picture taken with Bill Clinton, George
Bush, Donald Trump. They've beenin VIP events or group pictures for special
activities or events. They are onpeople's YouTube channels, they're on people's short
list of who to call when there'sa solution that's needed. This did not
(11:56):
happen on accident. And again,you can prepare for the meeting by understanding
who's going to be there. Anotherfactor is the pre connect at meetings.
So let's say you're going to atrade show and you want to make sure
that your clients or customers who aregoing to be at the same trade show
at least stop by your booth beforeyou go to that event. You can
send that letters, you can setup a contest, you can have other
(12:20):
types of event activities, so youcan have a VIP dinner which you're sponsoring.
So one event did I helped theclient work on, which was very
profitable, was they're going to beexhibiting at a trade show. They spend
thirty thousand dollars or something at thetrade for a trade show booth, and
that includes all their setup and theirbrochures and you know the people that are
(12:41):
going to be there. But theywanted to meet with their very best customers
and reward those customers and acknowledge thosecustomers and build that social connection with those
customers at this event because they knewthe customers tend to attend the event.
This is like a association of generalcontractors, and so these are general contractors
that are coming and then the client. A couple clients have done this with
(13:03):
sold industrial services or equipment. Sowhat they did is set up a VIP
dinner where they invited their existing clientsand gave them a ticket which was each
one bring one is kind of theconcept. So they give two VIP tickets
to the people in the company thatare clients, paying clients, and then
(13:26):
they asked them to give the namesof other people who should attend the dinner
who are not yet clients. Now, of course that's not the language we
use on the invitation, but essentiallywe want the customer to bring their friends
for a free meal, to heara very short presentation, but basically to
(13:46):
end up on the mailing list ofthe company, because those individuals are pre
qualified to purchase the product or service. And so we're looking at thirty dollars
a plate. I think was thetotal all in costs. Your price will
vary. But the key point hereis that if you have they have a
maximum number of people they can bring. And so if there's two principles which
(14:09):
are existing clients, and then they'rethree guests, that's five people. Five
times thirty is what one hundred andfifty dollars per table. Now you can
use sponsorships and everything. This isin my event marketing program, but essentially
you now have for every customer inthe room at least one prospect on your
(14:31):
list. You serve them a greatmeal, you have networking opportunities, you
prepare because you got all the namesin advance, and so now you can
tailor presentations, you can use examples. One of the things that we do
at these events is we will highlightthe customer successes. So we'll have a
big binder of success stories. We'llpick two or three success stories for clients
(14:52):
that are in the room, andwe'll give them a small award and we'll
tell all the success you know,Hey, they bought our pump and tank
system and it help with fuel controls. And here's the problem they had before,
and here's the success they have now, and this is why they made
such a great decision, and nowyou've put them up in front of their
friends in a favorable way. They'rea hero for the evening. We've built
(15:16):
their esteem, we've given them asens of belonging, We've praised them for
their good decisions. What do youthink those guests in the room are going
to do, whether, of coursethey're going to see your company in a
favorable light. So whether you're attendingsomeone else's event, Kause Shijiping doesn't attend
to dinner unless he thinks it's goingto be beneficial. Right now, China
is looking for more imports, andthen of course they're always looking for new
(15:39):
markets to export, and so it'sa trade dinner. You might think it's
beyond you to hold one of theseevents. You might think it's sleazy,
you might think it's out of taste. But presidents of countries hold these events
more often than you might know,at any level, whether you're a small
(16:00):
business or a large business. Andi'll give you a small business example here.
Shortly, these types of events connectpeople, help you better understand your
audience, help you make associations andbuild relationships, and then ultimately close sales.
So my client was in worst case, for a table one hundred and
(16:23):
fifty dollars, they had three prospectsin the room that were not customers,
because obviously the existing customers would geta free ticket and they get the opportunity
to invite three people. And soif one customer we're also mapping relationships,
by the way, but if onecustomer invited somebody who's already a client,
you would say, oh, youget to invite somebody else because that person's
(16:45):
already a client, and then youcan call them and let make sure they
get three people. But essentially theworst case per table, you're in one
hundred and fifty dollars. The existingclient because they were praised and highlighted and
they were given a good time,they are going to be more likely to
keep buying, so you'll recover onehundred and fifty dollars on their next purchase.
(17:06):
These three new prospects give you anopportunity to invite new people. Now
those are single tickets, so theycan you know that your client can decide
whether they give three tickets. Andby the way, your client will will
give the tickets out according to theirbenefit. And see this is no different
than giving away race tickets or givingaway VIP suites at an event, or
(17:26):
setting up a luncheon. But anyone of those five people who did make
a decision to buy from you willrecover the one hundred and fifty dollars a
table. Now, of course,if you're going to have one hundred tables,
it's a different event than if youhave twenty tables. But you see
what I'm talking about here. Buyingaccess works for you, and it works
for the individual who's hosting the event. I'll leave you with one more example.
(17:52):
So as a sales professional, Iwould get I'd go to a restaurant
and that has a room, aside room, and I'd say, look,
what does it take to rent yourroom. I'm going to have business
luncheons here that are going to includea small talk and then sharing of a
meal, and I'm going to payfor everything, and so what does this
cost? And typically for fifteen dollarswhatever the entree prices was the maximum I
(18:21):
would pay for a room, andthen I would work on getting ten to
fifteen people in the room. Again, it's a combination of existing customers and
prospects, and so as a salesperson, I would have everybody show up at
the same time. I would doa brief welcome and a little I'd have
a little mixer going, so they'dbe free drinks or they'd be appetizers,
(18:41):
and they would network with each other. And then I would have the meal
served. Everybody would be in andout and under an hour. Now some
people would stay longer, but Iwould introduce myself. I'd welcome all my
guests. I'd give them the reasonfor being there. The reason can be
(19:02):
because I just want to help buildbetter networks in our community. It could
be we're recognizing somebody who's done insomething incredible. It could be I wanted
to treat my best customers to alittle reward. And then a few guests
are here, they can see whateverything's all about. It's never like a
pitch. It's really like goodwill.They're in and out in an hour.
(19:26):
I build a mailing list. Solet's say I'm paying nineteen dollars a seat
for the meal. All in nineteendollars a seat for the meal, but
I'm getting a name on my list. This is no different than you know,
a nineteen dollars cost per lead.I can then follow up with everybody
who's in the room, I canshake hands, I can meet people.
(19:48):
Now I'm eating lunch too, becausemy company's usually paying for this, my
client's usually paying for this, andso you know, you got to eat.
Also, you can't stand around andtalk to people while they're eating.
It irritates people. But the peoplein the room also start making these connections.
You can start mapping relationships and theneven as a salesperson, you can
recover this. So let's say it'stwenty dollars ahead, you have ten people
(20:11):
in the room. You do thisonce a week, invite different people every
week. By the way, younow have two hundred dollars a week,
and you're starting to build relationships.You're starting to build a list. It
does require some homework. I've describedthe getting started homework. There's some more
strategic things that you can do.It requires a little bit of creative thinking
(20:33):
on your part, but it's nothingan assistant can't manage for you. I've
had assistance put together workshops where Iwas training, put together workshops where I
was recognizing people. There's different modelsyou can use, and that's of course
in my event marketing program, butwhen we coach for clients, we often
find that they'll want off one ofthese events. And this is the biggest
(20:55):
takeaway. When an executive, aclient of mine who's making four hundred thousand
dollars a year, meet six hundreddecision makers in the course of a year.
At the end of the year theyhave a backlog of business and twenty
two million dollars in sales. Theymight have received a million or two million
dollars in new business. You don'thave to already be rich to have dinner
(21:18):
with shanging ping if you can scratchtogether one thousand dollars in a plane ticket
to San Francisco. Now, capturingthe photograph, capturing the evidence that you
were there, having a good reasonto be there, having the homework done
in advance, and then of courseafter the meeting, having to follow up
done properly is magical. So Iwould have a luncheon, have ten people
(21:45):
at a luncheon, I paid fortheir lunch. They got to meet each
other as a mix between clients andprospects. And then I would follow up
with thank you notes, and Iwould follow up with the prospect newsletter,
and I would follow up with anythingthat came up during the conversation. I
might reinvite some people. I mightnever invite some other people, but ultimately
it was a solid way to buildbusiness relationships, to build influence, to
(22:07):
demonstrate your value and expertise, toput you in front of buyers in a
marketplace, to position yourself as anexpert, to demonstrate your credibility, to
build authority in a market. Thisis something that is so powerful. It
is strategic relationships. If this issomething you'd like to do in your professional
business, and something you'd like todo to grow a high ticket service or
(22:30):
sale, then immediately visit www dotinside strategic relations dot com. Either become
a paid subscriber or join us ona coaching program, or ask your questions
on the contact page at www dotinside strategic relations dot com. I can
show you how to turn over thatthousand dollars tuition, that forty thousand dollars
(22:53):
ticket hundreds of times in the courseof a year, even thousands of times
in the course of a year,depending on your product and service and how
comfortable you are with these types ofthings. But I'm somewhat of an introvert,
and I still manage to get tenfriends in a room if five of
the people are your existing clients.You already know the people, and if
(23:15):
they bring five more people who arefriends, you now have a larger list
to market. You could literally dothis as a salesperson off of commissions.
But again, if you have theleverage, if you have a company,
I can do like I've done alot of clients of mine, and you
could actually just go out and dothe tour. And so I had another
(23:36):
client that basically went to They hadoffices all over the United States, and
they would just go from office tooffice and we'd have meetings lined up and
we'd have events lined up, andhe'd end up in the newspaper with big
spreads about the new activities that arehappening. And then whenever he met congress
people and senators and local political leaders, there was the right crew there so
that we got all that evidenced indocument it. And now they have billions
(24:02):
of dollars in business. Now,again, I didn't create the billions of
dollars in business for them. Theytook foundational information and resources on building business
relationships and connecting with the right peopleat the right time with the right follow
up, and they turn that intoa massive organization. Now we have strict
confidentiality because there are times where youmight meet with an individual where that individual
(24:25):
does not want any publicity, andthere's an appropriateness of you know, you're
just not grabbing selfies with people.And then there's also some social and psychological
elements. So for example, whenI was working with a military contractor and
we had people from Taiwan and Egyptand Israel and different people buying equipment,
there are cultural aspects in here.So you don't put the Egyptians and the
(24:49):
Israelians in the same room sell thema product because they'll fight over the price,
where they'll they'll not be as comfortable. But I have lessons that I've
learned working with the French military,working with Canadian government and other places.
So if you actually have a milliondollar ticket, we can also use these
methods with you as well. Butyou're not gonna you're not gonna put it
(25:12):
in the newspaper that you just metwith Senator so and so. Who's going
to pass a law so that youcan get your company in play. And
I'll give you a practical example.You're not gonna tell everybody that your lobby
group met with Biden and his staffin order for them to follow up with
an AI regulation through an executive order, but that did happen. The AI
(25:36):
lobby groups and the existing established AIcompanies have asked the government to protect air
quotes again, protect citizens, andthen there's new changes at all. That
is a thing, and it's athing that we can facilitate or help you
facilitate, but it's the appropriateness mustbe vetted and you must have the the
(25:59):
value you to deliver. I'm justin hit with Inside Strategic Relations. I
don't want to go to depth intothis. We can talk in a private
conversation. You can visit me atwww dot inside strategic relations dot com.
But you would be shocked how manyopportunities there are to meet with decision makers
and how many opportunities you have tolevel up with greater influence, greater authority,
(26:25):
and greater control in the marketplace throughbusiness relationships that are profitable. I'll
see in the next podcast.
Popular Podcasts
CrimeLess: Hillbilly Heist
It’s 1996 in rural North Carolina, and an oddball crew makes history when they pull off America’s third largest cash heist. But it’s all downhill from there. Join host Johnny Knoxville as he unspools a wild and woolly tale about a group of regular ‘ol folks who risked it all for a chance at a better life. CrimeLess: Hillbilly Heist answers the question: what would you do with 17.3 million dollars? The answer includes diamond rings, mansions, velvet Elvis paintings, plus a run for the border, murder-for-hire-plots, and FBI busts.
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.