Setting up meetings as part of an MSP marketing strategy isn’t easy. You probably won’t have much luck by saying something like “Hey, do you have time for a meeting tomorrow?” Instead, you might have to use the power of psychology to get people in the doors and sitting down for meetings.
Get Your Foot in the Door
One way to get more people saying “yes” to meetings is to use a technique known as “foot in the door.” Basically, this technique works on the concept that people are much more likely to say “yes” to what you want if they have already agreed to something with less effort. In fact, a Forbes research study found that people were 135% more likely to say “yes” to a big request after already saying “yes” to a small request.
So, how can this work for you? Before asking for a meeting, ask for something smaller, like an opinion, a referral, or even some general information. After they have given this information to you, you have your “foot in the door” and you can now ask for that meeting.
Give them a “Why”
Another psychological method that works well is to explain why you want the meeting, even if the reason is obvious. A study done by a psychologist from Harvard discovered that people in a line were 34% more likely to let a stranger cut in front of them when the stranger explained why they needed to cut.
So, when you ask someone to meet to discuss your MSP marketing plan, for instance, give them a reason why. It doesn’t even have to be that complicated, and can be as simple as “Do you have time to meet tomorrow? I have some new marketing plans I want to discuss.”
Use the Lure of the Novelty
People love novelties and it has been proven time and time again that when someone is introduced to something exciting and new that they get a surge of dopamine, a feel-good chemical in the brain. So, you can use that idea to make people want to come to your meetings.
Let’s look at an example we are all familiar with: Apple. This is a company that understands the lure of the novelty quite well. Apple makes a small change to its iPhone, for instance, and releases a brand-new model with a lot of fanfare. The truth is, there is very little difference between the old version and the new one, but millions flock to pick up the new and exciting phone. Car companies do the same thing: they release a new model each year, but more often, than not, there are only small changes. Yet, people buy them. Why? It’s all about the novelty. So, think of a way that you can bring something exciting and new to your meetings, and people will certainly line up.
Give Them a Story
For millions of years, humans have been telling stories. Why? Because stories trigger our emotional sides and we are beings who are led by our emotions. Research shows us that listening to a story can activate the parts of the brain that are associated with taste, sight, movement, and sound, and that stories light up parts of the brain associated with decision-making.
So, start telling stories to get people to decide to come to meetings. Give them a tale that they want to hear, and then ask them to come to the meeting. The decision-making area of the brain is already on and ready, so the odds are in your favor that they will give you a “yes.”
As you can see, it is easier to use psychology to get people in a meeting than you might think. So, if you are trying to get an MSP marketing meeting off the ground, try one of these techniques today.