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. 6:03

   The reason I ask is because we just helped somebody, a company very similar to yours, solve this exact problem. Would it make sense to have a conversation? One of the things that Jimmy is doing that's really important, and Nick called it out earlier, is he's not saying, hey, you like this post, come buy my software. “The key thing is you're attaching a problem to what you saw on their LinkedIn.” And my guess is, Jimmy, you probably have a couple of common triggers you look for, and you know what the problems are associated with Amazon, PBC, or whatever the two or three things that you're looking for are. Is that correct? That is exactly it. So there's a couple of problems that you're going to see that comes up.

   In Trigger-based personalization

4. 6:39

   things that you're looking for are. Is that correct? That is exactly it. So there's a couple of problems that you're going to see that comes up. And one of the best ways to uncover those problems is read your company's case studies, read their marketing collateral, understand their pain points. So we figured out some of these triggers, right? You're doing the reverse prospecting. “Instead of building a list, you're finding a list and then building your list.” I want to talk about this Slack thing because I've never done this before. You're joining public Slack communities, and you're reaching out to people who are posting in those communities anytime you see one of those triggers. Can you give me a little bit more detail on what you're actually doing there? Are you participating in the community? Are you DM spamming people?

   In List sourcing workflows

5. 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

6. 14:35

   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?

   In No-response re-engagement