Podcast episode
Q&A: JBay and Armand Teach you to Write a Cold Outbound Sequence
30 Minutes to President's Club23 Jan 202432 min
Description
FOUR ACTIONABLE TAKEAWAYS - How can I prevent myself from getting flagged as spam? Avoid as many links as possible in that first email. Stick to just a website link in your signature. Batch your email drafts but cascade your delivery. Time them anywhere from 15 minutes to an hour apart if you’re sending multiple emails to one company. Give your prospect a way to opt-out that does not use the word “unsubscribe”. Use something like “Don’t want to receive these emails anymore?” Warm up your inbox to build your email reputation in the early stages. PATH TO PRESIDENT’S CLUB Founder and CEO @ Outbound Squad Owner @ Jason Bay Consulting Director of Marketing @ Chamber DS, inc Marketing Director & Corporate Sales Trainer @ National Services Group, Inc. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
tool to work for you. One of the best lessons I've been taught in sales is you don't want your sales pipeline to look like a funnel. You want it to look like a martini glass. So in other words, you want to pick and identify and cherry pick the best opportunities. And that's where you want to invest most of your, we'll call it quote unquote manual effort. “So tiering, I think is really like deciding where to spend your manual effort.” That's the first thing that you want to do. And you can do this in a lot of different ways. The kind of 100 level version of this is you say, Hey, there's my tier one accounts that are the industry that is going to be most popping for me in terms of where I'm going to win my most business. So I'm going to spend a disproportionate amount of effort on those tier ones.
were getting mostly generic emails, my second bucket, my Bs, were often times going to get bucket-level tailoring and some amount of cold calls and social touches, but each individual is not getting personalized messaging. And then the A-tiers, all of the key people on the account are going to be getting personalized “messaging and we're using multi-channels and whatnot.” And so Jason, I think we're talking both around this concept of the higher level or the more important the person, that might mean the more effort you put into. And so there are two questions that I want to throw your way. Number one, the first question was, can you describe below or above the line?
The messaging sucks. It's not because of your deliverability. Jason, before we go into some of the questions, what were some of the high points around touch to touch? How does the messaging throughout an outbound sequence change and all of that? In other words, what should I be saying throughout this 30 day drip? “So at the core of the message, it's I have a persona, so it needs to be persona based.” I think that needs to be stated because there's so many people.
I want to take this in a slightly different direction, Jason, which is we talked a lot about, okay, send your first emails, tailor your first emails. And someone was asking, why is it always email first or LinkedIn connection first, right? Should I perhaps try cold calling first? How do you think about that? “This is mostly personal preference.” There's no data from any of the skills engagement providers that shows that one way or the other works better. Tom, in the webinar shared, he just admitted, hey, my confidence is boosted when they've gotten an email. And you know what, he probably doesn't even look to see if they open the email or not. He's probably like, oh, yeah, they got an email, they got a LinkedIn connection request. It's quote unquote, warmed up.
with some sort of template. I should already have some snippets and copy paste language that I can use in an email. So the tailoring part of the email, I mean, if these were my A priorities, probably five to 10 minutes for that email. If I have to do the research still, that would be an enterprise type of engagement. And do I know generally what triggers I'm looking “hiring? Is there a sales methodology I could pick out of that” hiring post? Did they recently launched new products? Is there any kind of merger acquisition type of thing? And if I can't find anything there, is there something on the person's LinkedIn profile? That's usually it. I can find that stuff pretty quickly and be able to tailor an email and kind of adjust it. You know, sales loft released a bunch of data around the 10%,
And then lastly, number four, this one is one that you can use as a preventative measure. Woodpecker happens to be a sponsor, but warm up your inbox. So before you go and start blasting 300 emails, definitely get an inbox warmer that allows you to send emails. It'll automatically “have people reply to those emails just because that builds your email reputation. This is” especially important at the early stages. So go warm up your inbox. Alrighty, folks. Well, Jason, that is the end of this. How can people find out more about you? You can find me at outboundsquad.com. So we do sales training, coaching, advising,
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.