Prospecting in unconventional ways (Jimmy Comodeca, SDR Manager @ Copilot.cx)

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1. 2:59

   reason to reach out to the prospect, flip it. So find a reason to reach out to somebody and then get their information from zoom info. So an example of this could be, you find a viral post in your industry. So you make a list of people who liked that specific post on LinkedIn, and then you find their information on zoom info, and then you can create an individual “cadence for each one of these people.” Beautiful. What's number two, Jimmy? Number two, join the community of your prospects. There are thousands of public Slack groups and online forums that anybody can join. For example, I used to sell to marketers. So what I did is I joined a public Slack group of thousands of marketers. And anytime somebody brings up a topic related to what I sell, I would slide

   In LinkedIn outreach cadence and follow-up

2. 3:06

   info. So an example of this could be, you find a viral post in your industry. So you make a list of people who liked that specific post on LinkedIn, and then you find their information on zoom info, and then you can create an individual cadence for each one of these people. Beautiful. What's number two, Jimmy? Number two, join the community of your prospects. “There are thousands of public Slack groups and online forums that anybody can join.” For example, I used to sell to marketers. So what I did is I joined a public Slack group of thousands of marketers. And anytime somebody brings up a topic related to what I sell, I would slide directly in their DMS and you don't have to limit yourself to just Slack. There are tons of other communities and forums online. I love it. We're going to have to talk about that. Route us out, Jimmy. What's number three?

   In Online professional communities

3. 7:19

   Are you DM spamming people? What's that Slack participation look like to actually build a pipeline? Yes. So there's a couple of different ways you can approach this, too. Obviously, this one's going to be much different than any other. So what you can do is, like I said, there are so many public Slack groups regarding every single different topic. “What you're going to want to do is join the ones that are most active.” And then you're going to be actively participating in these Slack groups. So if people have specific questions regarding something that you've seen in the past, answer it. Provide information. Don't necessarily ask for the meeting right away, but be noticed in the Slack group. That way, when somebody does ask about something related to your product,

   In Slack and Discord outreach

4. 14:38

   And then Nick, to your point, when you open up your cold calls, if someone said, call me in Q4, which is usually just a SWAT, you can actually use that to build some goodwill and say like, Hey, you probably don't remember this, but six months ago you said, Hey, could you call me in November? And I think we dropped the ball there, right? I'm just closing the loop here and I wanted to see how you were doing. “And then it's instantly warm versus going and trying to start cold from scratch.” So my last question on this Jimmy is you've got all these unconventional sources of information. Your team is probably working hundreds of accounts. How do you keep track of all of this stuff in an organized fashion? You just have like a massive spreadsheet with like checkbox Slack group. This person liked Nick's post.

   In Inbound-to-outbound follow-up

5. 22:17

   And one of the first things that I'll tell new SDRs is sound confident with your approach. Eliminate those uptones. Secondly, is have a structure for your cold call. Cold calling is only going to be difficult if you go into it without a plan. There's really only going to be say four parts to a cold call that you need to have an idea of how you're going to do it. “What you're going to say when they first answer the phone,” the question of how you're going to hook them into continuing the conversation, objection handling, and then the close. Those are the four main parts of a cold call. And if you can set up a structure for those and have your voice tone be solid, you're good to go on the cold calling part. And you just need to hammer them out to get better at it.

   In Call scripts and talk tracks

6. 22:23

   is have a structure for your cold call. Cold calling is only going to be difficult if you go into it without a plan. There's really only going to be say four parts to a cold call that you need to have an idea of how you're going to do it. What you're going to say when they first answer the phone, the question of how you're going to hook them into continuing the conversation, “objection handling, and then the close.” Those are the four main parts of a cold call. And if you can set up a structure for those and have your voice tone be solid, you're good to go on the cold calling part. And you just need to hammer them out to get better at it. The second part is when it comes to cold email is whatever you write,

   In Call scripts and talk tracks

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