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The Three Sequences you need to Win at Outbound Sales
salesscience.co.nz
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So why do we want to group our prospects into one of these three categories. “Because it informs how we’ll reach out to them.” Let’s take a step back and look at how most organisations treat sequences at the moment.
I know that sounds like putting outbound through the complicator but hear me out. “In each of your ICPs you’ll have 3 kinds of people. The Answerer, The Socialiser and The Nada.” So who are these people?
So who are these people? “The Answerer - This is someone who answers their phone whenever someone calls. Whether it’s their best friend, their Mom or a number they don’t recognise, they pick it up.” The Socializer - This is someone who is active on LinkedIn. They like and comment on posts and post their own content.
The Answerer - This is someone who answers their phone whenever someone calls. Whether it’s their best friend, their Mom or a number they don’t recognise, they pick it up. “The Socializer - This is someone who is active on LinkedIn. They like and comment on posts and post their own content.” The Nada - They do none of the things we listed above. They never answer calls and they have no recent activity on LinkedIn.
The Socializer - This is someone who is active on LinkedIn. They like and comment on posts and post their own content. “The Nada - They do none of the things we listed above. They never answer calls and they have no recent activity on LinkedIn.” Bear in mind the first two categories are not mutually exclusive, someone could be both The Socializer and The Answerer. If this is the case, we default to treating them as The Answerer first (I’ll explain why later).
The Nada - They do none of the things we listed above. They never answer calls and they have no recent activity on LinkedIn. “Bear in mind the first two categories are not mutually exclusive, someone could be both The Socializer and The Answerer. If this is the case, we default to treating them as The Answerer first (I’ll explain why later).” So why do we want to group our prospects into one of these three categories.
The Answerer - Call heavy sequences - they answer the phone so speak to them, a conversation provides the best chance for qualification and conversion “The Socializer - LinkedIn heavy sequences - not connect and pitch, but engage with theme overtime, these people value their communities so find a way to contribute before you make an ask” The Nada - Email heavy sequences - use email first because it provides the best opportunity for reach at scale.