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WhatsApp for Sales: The Next Outbound Channel?
cognism.com
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“As much as salespeople might be ready, it has to come down to how customers are willing to be contacted.” They’re essentially getting direct customer support.” “The way people want to buy has changed. Customers want to self-serve. But salespeople should still guide prospects to resources and answer questions when they have them.” “WhatsApp is a very fast way to do that - if it’s positioned in the right way to the buyer. It fits into this digital buying experience that people seem to prefer.” That’s not all; there are some other upsides to using WhatsApp for sales, such as: Not many people are doing it yet - you’re going to stand out if you do. You can see if they’ve opened and read your message. You can send voice notes, images, or documents. Plus, WhatsApp prides itself on its end-to-end encryption. So, all communications are secure and confidential. Best of all, the channel seems to get results. Chris says: “I get a lot of responses using WhatsApp for sales” We’re sure most salespeople would agree that’s a good reason to test the WhatsApp sales machine. Are there any downsides? You might think, ‘Hmm, I’m not sure I’d like to get WhatsApp messages about work.’ And that would be a fair opinion. Not everyone will consider contact via WhatsApp as appropriate for B2B sales. Chris explains: “Whenever I post on LinkedIn about using WhatsApp in my outbound, I get very polarised responses.” “Some people say, ‘that sounds forward-thinking, let’s try it,’ and others say, ‘that’s too invasive for me’.” “But that’s how most people initially felt about cold calling.” Chris’s point here is a valid one. When cold calling first started, some people felt awkward about it. It felt invasive and unusual. Now, it’s a widely accepted part of the business day. Selling on WhatsApp will likely go through this same adoption process, where early adopters lead the charge in changing opinions on the channel. They benefit from standing out from the crowd, they get results, and then others follow. Chris adds: “WhatsApp sales is only going to gather speed for business from here on out.”
“It not only gives you quick access to a potential future customer, but it also gives them instant access to you.” They’re essentially getting direct customer support.” “The way people want to buy has changed. Customers want to self-serve. But salespeople should still guide prospects to resources and answer questions when they have them.” “WhatsApp is a very fast way to do that - if it’s positioned in the right way to the buyer. It fits into this digital buying experience that people seem to prefer.” That’s not all; there are some other upsides to using WhatsApp for sales, such as: Not many people are doing it yet - you’re going to stand out if you do. You can see if they’ve opened and read your message. You can send voice notes, images, or documents. Plus, WhatsApp prides itself on its end-to-end encryption. So, all communications are secure and confidential. Best of all, the channel seems to get results. Chris says: “I get a lot of responses using WhatsApp for sales” We’re sure most salespeople would agree that’s a good reason to test the WhatsApp sales machine. Are there any downsides? You might think, ‘Hmm, I’m not sure I’d like to get WhatsApp messages about work.’ And that would be a fair opinion. Not everyone will consider contact via WhatsApp as appropriate for B2B sales. Chris explains: “Whenever I post on LinkedIn about using WhatsApp in my outbound, I get very polarised responses.” “Some people say, ‘that sounds forward-thinking, let’s try it,’ and others say, ‘that’s too invasive for me’.” “But that’s how most people initially felt about cold calling.” Chris’s point here is a valid one. When cold calling first started, some people felt awkward about it. It felt invasive and unusual. Now, it’s a widely accepted part of the business day. Selling on WhatsApp will likely go through this same adoption process, where early adopters lead the charge in changing opinions on the channel. They benefit from standing out from the crowd, they get results, and then others follow. Chris adds: “WhatsApp sales is only going to gather speed for business from here on out.”
When you think of WhatsApp, what do you think of? The first thing that comes to mind is that it isn’t a place to discuss business. It’s for friends and family, isn’t it? Well, that’s starting to change. WhatsApp has been repositioning itself as a place for business conversations. And with that has come a wave of early adopters using WhatsApp for sales. So, could WhatsApp be the next big place to reach your prospects? We spoke to David Bentham, former Director of Sales Development at Cognism and Chris Ritson, Sales Development Flexpert, to find out more. David and Chris are both testing WhatsApp as a way of reaching out and following up with their prospects. But why? What makes WhatsApp an appealing place for salespeople? Chris says: “Salespeople are always ready to try anything that might get them traction and results. And I think prospects are coming around to the idea of being contacted on WhatsApp.” Chris had wanted to test using SMS in outbound sales a few years ago but came across more resistance. He says: “People seem more open to it now.” “As much as salespeople might be ready, it has to come down to how customers are willing to be contacted.” “For a while, I’d been using WhatsApp to speak to customers and hadn’t had much pushback. So I thought it was the right time to test it further up the funnel.” David adds: “The beauty of WhatsApp is that everyone is already using it. It’s so popular as a place to communicate already.” “If you can establish yourself on a channel where people speak to their friends - and other people aren’t - then that should work pretty well.” “It’s all about standing out from the noise. You need to do what other people aren’t doing.” WhatsApp has several features which help sweeten the deal for salespeople. For example, it’s direct, instant access to a B2B prospect. Chris says: “It not only gives you quick access to a potential future customer, but it also gives them instant access to you. “They’re essentially getting direct customer support.” One downside is that there isn’t currently a way to trace WhatsApp-related metrics. This is the flip side of a benefit we’ve already mentioned—WhatsApp’s end-to-end encryption. Security is great, of course. But it will mean, for now, salespeople can’t track response rates or other data. David says: “Unless we were to manually keep a spreadsheet of who we spoke to and who replied, we can’t have an easy overview of any metrics for the WhatsApp sales funnel.” “You have to rely on the feedback from your SDR team - what’s the general feeling? Is it working or not? Are we getting replies?” How to use WhatsApp in your outbound There are so many different potential journeys through outbound. But Chris suggests some ways in which you can use WhatsApp for sales with some message templates. Chris says: “I tend to be very soft with any calls to action at the end of WhatsApp messages.” “I usually structure my messages like this: Introduction - who I am and the company I represent. Problem - the problem I can help to solve. Soft CTA - this could be any number of actions. But usually something like, ‘Would you like me to send you more information?’ “And I try to figure out how people feel about receiving messages on WhatsApp. If I get feedback that they don’t like it, then I tread more carefully.” Chris adds: “Usually, WhatsApp isn’t the only channel I use.” “I’d use it to compound my outbound calls. I might have called them and said before ending the call: ‘Shall we take this to WhatsApp? If you need me, you can send me a quick message there.’ That opens up that channel for the future.” Sometimes, Chris will also use WhatsApp to send a cold outreach message. Other times, he will send a proposal via email and use WhatsApp to let them know he sent it. He says: “WhatsApp isn’t the place to send proposals. But it’s great to get a quick response to get eyes on a proposal.”
When you think of WhatsApp, what do you think of? The first thing that comes to mind is that it isn’t a place to discuss business. It’s for friends and family, isn’t it? Well, that’s starting to change. WhatsApp has been repositioning itself as a place for business conversations. And with that has come a wave of early adopters using WhatsApp for sales. So, could WhatsApp be the next big place to reach your prospects? We spoke to David Bentham, former Director of Sales Development at Cognism and Chris Ritson, Sales Development Flexpert, to find out more. David and Chris are both testing WhatsApp as a way of reaching out and following up with their prospects. But why? What makes WhatsApp an appealing place for salespeople? Chris says: “Salespeople are always ready to try anything that might get them traction and results. And I think prospects are coming around to the idea of being contacted on WhatsApp.” Chris had wanted to test using SMS in outbound sales a few years ago but came across more resistance. He says: “People seem more open to it now.” “As much as salespeople might be ready, it has to come down to how customers are willing to be contacted.” “For a while, I’d been using WhatsApp to speak to customers and hadn’t had much pushback. So I thought it was the right time to test it further up the funnel.” David adds: “The beauty of WhatsApp is that everyone is already using it. It’s so popular as a place to communicate already.” “If you can establish yourself on a channel where people speak to their friends - and other people aren’t - then that should work pretty well.” “It’s all about standing out from the noise. You need to do what other people aren’t doing.” WhatsApp has several features which help sweeten the deal for salespeople. For example, it’s direct, instant access to a B2B prospect. Chris says: “It not only gives you quick access to a potential future customer, but it also gives them instant access to you. “The way people want to buy has changed. Customers want to self-serve. But salespeople should still guide prospects to resources and answer questions when they have them.” One downside is that there isn’t currently a way to trace WhatsApp-related metrics. This is the flip side of a benefit we’ve already mentioned—WhatsApp’s end-to-end encryption. Security is great, of course. But it will mean, for now, salespeople can’t track response rates or other data. David says: “Unless we were to manually keep a spreadsheet of who we spoke to and who replied, we can’t have an easy overview of any metrics for the WhatsApp sales funnel.” “You have to rely on the feedback from your SDR team - what’s the general feeling? Is it working or not? Are we getting replies?” How to use WhatsApp in your outbound There are so many different potential journeys through outbound. But Chris suggests some ways in which you can use WhatsApp for sales with some message templates. Chris says: “I tend to be very soft with any calls to action at the end of WhatsApp messages.” “I usually structure my messages like this: Introduction - who I am and the company I represent. Problem - the problem I can help to solve. Soft CTA - this could be any number of actions. But usually something like, ‘Would you like me to send you more information?’ “And I try to figure out how people feel about receiving messages on WhatsApp. If I get feedback that they don’t like it, then I tread more carefully.” Chris adds: “Usually, WhatsApp isn’t the only channel I use.” “I’d use it to compound my outbound calls. I might have called them and said before ending the call: ‘Shall we take this to WhatsApp? If you need me, you can send me a quick message there.’ That opens up that channel for the future.” Sometimes, Chris will also use WhatsApp to send a cold outreach message. Other times, he will send a proposal via email and use WhatsApp to let them know he sent it. He says: “WhatsApp isn’t the place to send proposals. But it’s great to get a quick response to get eyes on a proposal.”
When you think of WhatsApp, what do you think of? The first thing that comes to mind is that it isn’t a place to discuss business. It’s for friends and family, isn’t it? Well, that’s starting to change. WhatsApp has been repositioning itself as a place for business conversations. And with that has come a wave of early adopters using WhatsApp for sales. So, could WhatsApp be the next big place to reach your prospects? We spoke to David Bentham, former Director of Sales Development at Cognism and Chris Ritson, Sales Development Flexpert, to find out more. David and Chris are both testing WhatsApp as a way of reaching out and following up with their prospects. But why? What makes WhatsApp an appealing place for salespeople? Chris says: “Salespeople are always ready to try anything that might get them traction and results. And I think prospects are coming around to the idea of being contacted on WhatsApp.” Chris had wanted to test using SMS in outbound sales a few years ago but came across more resistance. He says: “People seem more open to it now.” “As much as salespeople might be ready, it has to come down to how customers are willing to be contacted.” “For a while, I’d been using WhatsApp to speak to customers and hadn’t had much pushback. So I thought it was the right time to test it further up the funnel.” David adds: “The beauty of WhatsApp is that everyone is already using it. It’s so popular as a place to communicate already.” “If you can establish yourself on a channel where people speak to their friends - and other people aren’t - then that should work pretty well.” “It’s all about standing out from the noise. You need to do what other people aren’t doing.” WhatsApp has several features which help sweeten the deal for salespeople. For example, it’s direct, instant access to a B2B prospect. Chris says: “It not only gives you quick access to a potential future customer, but it also gives them instant access to you. “WhatsApp is a very fast way to do that - if it’s positioned in the right way to the buyer. It fits into this digital buying experience that people seem to prefer.” One downside is that there isn’t currently a way to trace WhatsApp-related metrics. This is the flip side of a benefit we’ve already mentioned—WhatsApp’s end-to-end encryption. Security is great, of course. But it will mean, for now, salespeople can’t track response rates or other data. David says: “Unless we were to manually keep a spreadsheet of who we spoke to and who replied, we can’t have an easy overview of any metrics for the WhatsApp sales funnel.” “You have to rely on the feedback from your SDR team - what’s the general feeling? Is it working or not? Are we getting replies?” How to use WhatsApp in your outbound There are so many different potential journeys through outbound. But Chris suggests some ways in which you can use WhatsApp for sales with some message templates. Chris says: “I tend to be very soft with any calls to action at the end of WhatsApp messages.” “I usually structure my messages like this: Introduction - who I am and the company I represent. Problem - the problem I can help to solve. Soft CTA - this could be any number of actions. But usually something like, ‘Would you like me to send you more information?’ “And I try to figure out how people feel about receiving messages on WhatsApp. If I get feedback that they don’t like it, then I tread more carefully.” Chris adds: “Usually, WhatsApp isn’t the only channel I use.” “I’d use it to compound my outbound calls. I might have called them and said before ending the call: ‘Shall we take this to WhatsApp? If you need me, you can send me a quick message there.’ That opens up that channel for the future.” Sometimes, Chris will also use WhatsApp to send a cold outreach message. Other times, he will send a proposal via email and use WhatsApp to let them know he sent it. He says: “WhatsApp isn’t the place to send proposals. But it’s great to get a quick response to get eyes on a proposal.”
When you think of WhatsApp, what do you think of? The first thing that comes to mind is that it isn’t a place to discuss business. It’s for friends and family, isn’t it? Well, that’s starting to change. WhatsApp has been repositioning itself as a place for business conversations. And with that has come a wave of early adopters using WhatsApp for sales. So, could WhatsApp be the next big place to reach your prospects? We spoke to David Bentham, former Director of Sales Development at Cognism and Chris Ritson, Sales Development Flexpert, to find out more. David and Chris are both testing WhatsApp as a way of reaching out and following up with their prospects. But why? What makes WhatsApp an appealing place for salespeople? Chris says: “Salespeople are always ready to try anything that might get them traction and results. And I think prospects are coming around to the idea of being contacted on WhatsApp.” Chris had wanted to test using SMS in outbound sales a few years ago but came across more resistance. He says: “People seem more open to it now.” “As much as salespeople might be ready, it has to come down to how customers are willing to be contacted.” “For a while, I’d been using WhatsApp to speak to customers and hadn’t had much pushback. So I thought it was the right time to test it further up the funnel.” David adds: “The beauty of WhatsApp is that everyone is already using it. It’s so popular as a place to communicate already.” “If you can establish yourself on a channel where people speak to their friends - and other people aren’t - then that should work pretty well.” “It’s all about standing out from the noise. You need to do what other people aren’t doing.” WhatsApp has several features which help sweeten the deal for salespeople. For example, it’s direct, instant access to a B2B prospect. Chris says: “It not only gives you quick access to a potential future customer, but it also gives them instant access to you. “The way people want to buy has changed. Customers want to self-serve. But salespeople should still guide prospects to resources and answer questions when they have them.” One downside is that there isn’t currently a way to trace WhatsApp-related metrics. This is the flip side of a benefit we’ve already mentioned—WhatsApp’s end-to-end encryption. Security is great, of course. But it will mean, for now, salespeople can’t track response rates or other data. David says: “Unless we were to manually keep a spreadsheet of who we spoke to and who replied, we can’t have an easy overview of any metrics for the WhatsApp sales funnel.” “You have to rely on the feedback from your SDR team - what’s the general feeling? Is it working or not? Are we getting replies?” How to use WhatsApp in your outbound There are so many different potential journeys through outbound. But Chris suggests some ways in which you can use WhatsApp for sales with some message templates. Chris says: “I tend to be very soft with any calls to action at the end of WhatsApp messages.” “I usually structure my messages like this: Introduction - who I am and the company I represent. Problem - the problem I can help to solve. Soft CTA - this could be any number of actions. But usually something like, ‘Would you like me to send you more information?’ “And I try to figure out how people feel about receiving messages on WhatsApp. If I get feedback that they don’t like it, then I tread more carefully.” Chris adds: “Usually, WhatsApp isn’t the only channel I use.” “I’d use it to compound my outbound calls. I might have called them and said before ending the call: ‘Shall we take this to WhatsApp? If you need me, you can send me a quick message there.’ That opens up that channel for the future.” Sometimes, Chris will also use WhatsApp to send a cold outreach message. Other times, he will send a proposal via email and use WhatsApp to let them know he sent it. He says: “WhatsApp isn’t the place to send proposals. But it’s great to get a quick response to get eyes on a proposal.”
When you think of WhatsApp, what do you think of? The first thing that comes to mind is that it isn’t a place to discuss business. It’s for friends and family, isn’t it? Well, that’s starting to change. WhatsApp has been repositioning itself as a place for business conversations. And with that has come a wave of early adopters using WhatsApp for sales. So, could WhatsApp be the next big place to reach your prospects? We spoke to David Bentham, former Director of Sales Development at Cognism and Chris Ritson, Sales Development Flexpert, to find out more. David and Chris are both testing WhatsApp as a way of reaching out and following up with their prospects. But why? What makes WhatsApp an appealing place for salespeople? Chris says: “Salespeople are always ready to try anything that might get them traction and results. And I think prospects are coming around to the idea of being contacted on WhatsApp.” Chris had wanted to test using SMS in outbound sales a few years ago but came across more resistance. He says: “People seem more open to it now.” “As much as salespeople might be ready, it has to come down to how customers are willing to be contacted.” “For a while, I’d been using WhatsApp to speak to customers and hadn’t had much pushback. So I thought it was the right time to test it further up the funnel.” David adds: “The beauty of WhatsApp is that everyone is already using it. It’s so popular as a place to communicate already.” “If you can establish yourself on a channel where people speak to their friends - and other people aren’t - then that should work pretty well.” “It’s all about standing out from the noise. You need to do what other people aren’t doing.” WhatsApp has several features which help sweeten the deal for salespeople. For example, it’s direct, instant access to a B2B prospect. Chris says: “It not only gives you quick access to a potential future customer, but it also gives them instant access to you. “WhatsApp is a very fast way to do that - if it’s positioned in the right way to the buyer. It fits into this digital buying experience that people seem to prefer.” One downside is that there isn’t currently a way to trace WhatsApp-related metrics. This is the flip side of a benefit we’ve already mentioned—WhatsApp’s end-to-end encryption. Security is great, of course. But it will mean, for now, salespeople can’t track response rates or other data. David says: “Unless we were to manually keep a spreadsheet of who we spoke to and who replied, we can’t have an easy overview of any metrics for the WhatsApp sales funnel.” “You have to rely on the feedback from your SDR team - what’s the general feeling? Is it working or not? Are we getting replies?” How to use WhatsApp in your outbound There are so many different potential journeys through outbound. But Chris suggests some ways in which you can use WhatsApp for sales with some message templates. Chris says: “I tend to be very soft with any calls to action at the end of WhatsApp messages.” “I usually structure my messages like this: Introduction - who I am and the company I represent. Problem - the problem I can help to solve. Soft CTA - this could be any number of actions. But usually something like, ‘Would you like me to send you more information?’ “And I try to figure out how people feel about receiving messages on WhatsApp. If I get feedback that they don’t like it, then I tread more carefully.” Chris adds: “Usually, WhatsApp isn’t the only channel I use.” “I’d use it to compound my outbound calls. I might have called them and said before ending the call: ‘Shall we take this to WhatsApp? If you need me, you can send me a quick message there.’ That opens up that channel for the future.” Sometimes, Chris will also use WhatsApp to send a cold outreach message. Other times, he will send a proposal via email and use WhatsApp to let them know he sent it. He says: “WhatsApp isn’t the place to send proposals. But it’s great to get a quick response to get eyes on a proposal.”
When you think of WhatsApp, what do you think of? The first thing that comes to mind is that it isn’t a place to discuss business. It’s for friends and family, isn’t it? Well, that’s starting to change. WhatsApp has been repositioning itself as a place for business conversations. And with that has come a wave of early adopters using WhatsApp for sales. So, could WhatsApp be the next big place to reach your prospects? We spoke to David Bentham, former Director of Sales Development at Cognism and Chris Ritson, Sales Development Flexpert, to find out more. David and Chris are both testing WhatsApp as a way of reaching out and following up with their prospects. But why? What makes WhatsApp an appealing place for salespeople? Chris says: “Salespeople are always ready to try anything that might get them traction and results. And I think prospects are coming around to the idea of being contacted on WhatsApp.” Chris had wanted to test using SMS in outbound sales a few years ago but came across more resistance. He says: “People seem more open to it now.” “As much as salespeople might be ready, it has to come down to how customers are willing to be contacted.” “For a while, I’d been using WhatsApp to speak to customers and hadn’t had much pushback. So I thought it was the right time to test it further up the funnel.” David adds: “The beauty of WhatsApp is that everyone is already using it. It’s so popular as a place to communicate already.” “If you can establish yourself on a channel where people speak to their friends - and other people aren’t - then that should work pretty well.” “It’s all about standing out from the noise. You need to do what other people aren’t doing.” WhatsApp has several features which help sweeten the deal for salespeople. For example, it’s direct, instant access to a B2B prospect. Chris says: “It not only gives you quick access to a potential future customer, but it also gives them instant access to you. “They’re essentially getting direct customer support.” One downside is that there isn’t currently a way to trace WhatsApp-related metrics. This is the flip side of a benefit we’ve already mentioned—WhatsApp’s end-to-end encryption. Security is great, of course. But it will mean, for now, salespeople can’t track response rates or other data. David says: “Unless we were to manually keep a spreadsheet of who we spoke to and who replied, we can’t have an easy overview of any metrics for the WhatsApp sales funnel.” “You have to rely on the feedback from your SDR team - what’s the general feeling? Is it working or not? Are we getting replies?” How to use WhatsApp in your outbound There are so many different potential journeys through outbound. But Chris suggests some ways in which you can use WhatsApp for sales with some message templates. Chris says: “I tend to be very soft with any calls to action at the end of WhatsApp messages.” “I usually structure my messages like this: Introduction - who I am and the company I represent. Problem - the problem I can help to solve. Soft CTA - this could be any number of actions. But usually something like, ‘Would you like me to send you more information?’ “And I try to figure out how people feel about receiving messages on WhatsApp. If I get feedback that they don’t like it, then I tread more carefully.” Chris adds: “Usually, WhatsApp isn’t the only channel I use.” “I’d use it to compound my outbound calls. I might have called them and said before ending the call: ‘Shall we take this to WhatsApp? If you need me, you can send me a quick message there.’ That opens up that channel for the future.” Sometimes, Chris will also use WhatsApp to send a cold outreach message. Other times, he will send a proposal via email and use WhatsApp to let them know he sent it. He says: “WhatsApp isn’t the place to send proposals. But it’s great to get a quick response to get eyes on a proposal.”
When you think of WhatsApp, what do you think of? The first thing that comes to mind is that it isn’t a place to discuss business. It’s for friends and family, isn’t it? Well, that’s starting to change. WhatsApp has been repositioning itself as a place for business conversations. And with that has come a wave of early adopters using WhatsApp for sales. So, could WhatsApp be the next big place to reach your prospects? We spoke to David Bentham, former Director of Sales Development at Cognism and Chris Ritson, Sales Development Flexpert, to find out more. David and Chris are both testing WhatsApp as a way of reaching out and following up with their prospects. But why? What makes WhatsApp an appealing place for salespeople? Chris says: “Salespeople are always ready to try anything that might get them traction and results. And I think prospects are coming around to the idea of being contacted on WhatsApp.” Chris had wanted to test using SMS in outbound sales a few years ago but came across more resistance. He says: “People seem more open to it now.” “As much as salespeople might be ready, it has to come down to how customers are willing to be contacted.” “For a while, I’d been using WhatsApp to speak to customers and hadn’t had much pushback. So I thought it was the right time to test it further up the funnel.” David adds: “The beauty of WhatsApp is that everyone is already using it. It’s so popular as a place to communicate already.” “If you can establish yourself on a channel where people speak to their friends - and other people aren’t - then that should work pretty well.” “It’s all about standing out from the noise. You need to do what other people aren’t doing.” WhatsApp has several features which help sweeten the deal for salespeople. For example, it’s direct, instant access to a B2B prospect. Chris says: “It not only gives you quick access to a potential future customer, but it also gives them instant access to you. “You can see if they’ve opened and read your message.” One downside is that there isn’t currently a way to trace WhatsApp-related metrics. This is the flip side of a benefit we’ve already mentioned—WhatsApp’s end-to-end encryption. Security is great, of course. But it will mean, for now, salespeople can’t track response rates or other data. David says: “Unless we were to manually keep a spreadsheet of who we spoke to and who replied, we can’t have an easy overview of any metrics for the WhatsApp sales funnel.” “You have to rely on the feedback from your SDR team - what’s the general feeling? Is it working or not? Are we getting replies?” How to use WhatsApp in your outbound There are so many different potential journeys through outbound. But Chris suggests some ways in which you can use WhatsApp for sales with some message templates. Chris says: “I tend to be very soft with any calls to action at the end of WhatsApp messages.” “I usually structure my messages like this: Introduction - who I am and the company I represent. Problem - the problem I can help to solve. Soft CTA - this could be any number of actions. But usually something like, ‘Would you like me to send you more information?’ “And I try to figure out how people feel about receiving messages on WhatsApp. If I get feedback that they don’t like it, then I tread more carefully.” Chris adds: “Usually, WhatsApp isn’t the only channel I use.” “I’d use it to compound my outbound calls. I might have called them and said before ending the call: ‘Shall we take this to WhatsApp? If you need me, you can send me a quick message there.’ That opens up that channel for the future.” Sometimes, Chris will also use WhatsApp to send a cold outreach message. Other times, he will send a proposal via email and use WhatsApp to let them know he sent it. He says: “WhatsApp isn’t the place to send proposals. But it’s great to get a quick response to get eyes on a proposal.”