[PDF] Predictable Pipeline Strategy - OutboundView
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Thanks for connecting and let me know if you want to speak with one of our specialists about how we’ve helped company X, Y, and Z with this specific problem!“ The differences are exaggerated but you get the point – the first example is focused on your company and your product, the second is focused on your buyers problems and tries to provide value to start an interaction. Buyers today are bombarded with information. In your messaging, consider how you’re demonstrating value to them. Are you building trust or are you ending up in the spam folder? “Don’t send blanket messaging to different levels of the organization – The VP should get a different message than the front-line job title you are targeting.” 13 It’s time to get the word out! You’ve identified your targets, built your buyer personas, developed your campaign strategy, and your team is hungry for some leads. Here are some tips to help you be more effective in your outreach: Be brief. Personalization is key. Provide a resource or insights – what are their problems now? In the future? Earn the ask – focus on building credibility with them before you ask to meet. C A M P A I G N E X E C U T I O N Email Phone Social Media Interact on channels your buyer is actively using. Integrate social media “touches” into your multi-touch campaigns. Share content that your prospect has liked or shared online. Know what you’re going to say before you dial. Focus on problems solved, storytelling, and credibility. Have a purpose – You won’t get a call back from every voicemail – your purpose could be a quick touch base so they respond to your email. Pick a theme and be consistent. For example, tell the same customer story in 25 straight voicemails, to a specific niche tailored to their needs. Having consistency will help you determine if what you are doing is effective.