How to Get Prospects to Pay Attention to Your Outreach

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1. Try a new (or old) medium “Low-tech ideas like engaging your prospects with a fun piñatagram or even a handwritten note (which one BDR used successfully on me!) work as well.” The ultimate way to usher your message directly to your target buyers is through a referral from a happy customer or mutual connection. Research from Salesforce shows that the lead-to-win conversion rates for leads sourced through referrals are over 50 times higher than an email campaign. And data from marketing automation giant Marketo indicates that leads originating from referrals convert to opportunities at rates of four times the average, and similar to the next three highest- converting lead sources combined (those being partner, inbound, and marketing-generated).

   In Direct mail

2. Bring your customers “gifts” “reciprocity is even more powerful when what you offer is actually given in advance instead of afterward.” As Sales expert, Jeffrey Gitomer often says, “Don’t tell your customers something they don’t know about you. Tell them something they don’t know about them.” A great example of this came from an entrepreneur who prospected into me in my last VP Sales role. He was selling a solution that alerted companies when your key customer champions left their company and went to another one. Rather than talk about what his solution did, he did his homework and brought me a gift. A real example of a real champion of ours who in fact, left their company (unbeknownst to us) and went someplace else. The one-two punch of 1. reciprocity and 2. demonstrating the value of his solution in a bespoke way was very strong.

   In Pre-outreach engagement cadence

3. Bring your customers “gifts” “That’s why before you ask a prospect for their time and attention, ask yourself, what value or “gift” will accompany your request? (and no, information about “how awesome your company is” or a self-serving eBook doesn’t count.)” As Sales expert, Jeffrey Gitomer often says, “Don’t tell your customers something they don’t know about you. Tell them something they don’t know about them.” A great example of this came from an entrepreneur who prospected into me in my last VP Sales role. He was selling a solution that alerted companies when your key customer champions left their company and went to another one. Rather than talk about what his solution did, he did his homework and brought me a gift. A real example of a real champion of ours who in fact, left their company (unbeknownst to us) and went someplace else. The one-two punch of 1. reciprocity and 2. demonstrating the value of his solution in a bespoke way was very strong.

   In Pre-outreach engagement cadence

4. The ultimate way to usher your message directly to your target buyers is through a referral from a happy customer or mutual connection. Research from Salesforce shows that the lead-to-win conversion rates for leads sourced through referrals are over 50 times higher than an email campaign. And data from marketing automation giant Marketo indicates that leads originating from referrals convert to opportunities at rates of four times the average, and similar to the next three highest- converting lead sources combined (those being partner, inbound, and marketing-generated). “buyers are becoming warier and warier of vendor-generated content.” Rethink your messaging

   In Pre-outreach engagement cadence

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