Prospecting with a proper human touch (Charly Johnson, Account Executive @ Salesloft)

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1. 2:52

   So let's get your three. Yeah. So number one is take your research that one step further than other people and be smart about using it. So what I mean by this is don't just use generic personalization or the first thing you come across when you're researching someone. “everyone is using that first thing that they see on someone's LinkedIn profile” their company, using their industry. So take it that one step further than other people you're competing against for your prospects time. So, for example, if you're using a funding announcement, don't just say congrats on the funding announcement, just like every single other person is going to do. Say exactly what in the article you found interesting.

   In LinkedIn message personalization

2. 4:41

   But what I'm talking about here is incorporating different structures in your outreach in order to stand out. So not using the classic repetitive sales emails, phone call scripts, etc. So as an example, instead of starting every email with, hi, first name, I saw on LinkedIn “reading your careers page and found this role interesting” first name. All right. So, Charlie, a lot of emails that look exactly the same to me. It's like the same two word subject line. It always starts with hello.

   In Opening line personalization

3. 6:30

   “We saw quite an uptick in like open clicks and reply rates just from adding the first name to the end of that sentence.”

   In Opening line personalization

4. 16:52

   And I'm going to do those out of cadence steps, which in my opinion, are just as valuable as the ones you're doing within your cadences. Another example is if they're clicking on your email, or they're clicking on a piece of content that you've sent them, don't again, just wait for them to come up in the next “step, send them an email, pick up the phone, give them a call, message them on LinkedIn,” like I'm really informal when people like click on stuff that I've sent and I'll just screenshot it. And sometimes I just send it on LinkedIn and I'll be like, Oh, what do you find interesting here? Hey, haha, or something like that. And it's just like, I'm not then being this sales robot, a writing really monotonous,

   In Engagement-to-outreach handoff

5. 26:05

   hate this so much. And I get it as well, which is just really annoying because I'm definitely not a decision maker. But just pitching as soon as you connect with someone, it just doesn't work. I instantly remove them because I know I'm going to get spammed. Get rid of that salesy nature. “Let them have a little breath, even interact with a few things before you message them.” pitch people the second they connect. They haven't connected because they're like, sell me. So break that. And the other thing is, try not to use such automated and templated emails within your

   In Pre-outreach engagement cadence

6. 29:29

   in my guess here. Ha ha. That is literally what Charlotte is putting inside of her emails. And you can do the same. And then lastly, number four, if they are clicking on your email, if they're popping into your sales net feed, or if they're breaking in the news, email them. Don't worry about breaking all the other steps in your cadence or your sequence or whatever you're “Just send them a note one off outside of the drip.” Alrighty, Nick, how can people help us off here? Direct your eyes and your mind and your thumbs or your mouse to today's show notes because we are giving away Charlie's drip campaign. Yes, for free. All you got to do is follow the link and download it and you will be booking more meetings with a lot less effort. Thanks for listening. We'll see you all next week on 30

   In Trigger-based personalization

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