Outbound with purpose
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Outbound is not just about activities. Know your numbers and get better results by focusing on targeting, messaging, and smarter activities.
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Outbound with purpose
- 2. HELLO! Ryan Reisert Sales Acceleration Consultant Sales Development Coach Ryan@ZenProspect.com @rreisert 2
- 3. Outbound Data 3 Jeb Blount - ● 20-50 touches to engage a prospect who does not know your brand. (2-5%) ● 5-20 touches to engage prospect who has some familiarity with brand buying window dependent. (5-20%) Forrester - ● 2-4% will engage cold outreach ● 10-15% will agree to second meeting https://www.amazon.com/Fanatical-Prospecting-Conversatio ns-Leveraging-Telephone-ebook/dp/B01617VD3I
- 4. Average Results 4 100 Activities / Day => 3 conversations => 0.375 Meetings / Day ~7.5 Meetings / month
- 5. Activities Targeting Messaging What can we control? 5
- 6. 6 So what happens? Either
- 7. 7 Or worse
- 8. WHY? 8
- 9. Targeting 9
- 10. Why your best customers initially started working with you? What business problems were they facing? What business results were they looking to achieve? What pains are they likely to experience by sticking with the existing solution or choosing a competitor? Which opportunities might they miss because they are not your customer? Messaging - Do you Know... 10
- 11. 1. Business Drivers - (Revenue, Time, Risk) 2. Movement - (Increase, eliminate, accelerate) 3. Metrics - (Time frame, $, %) Sample Value Propositions Web Marketing: We help retailers increase their online sales conversion rates up to 58% and their average order size by 25%. https://www.jillkonrath.com/value-proposition-kit Messaging - Personalized Value Propositions 11
- 12. Smarter Activities 12 Quadruple Taps - Social, Email, Phone, Voicemail Keep it consistent and relevant with follow up Don’t Give Up - (20-50 touches)
- 13. Improving Results 13 100 Activities / Day => 5 conversations => 0.75 Meetings / Day ~15 Meetings / month
- 14. Homework 14 What are your numbers? #1 Reps numbers? Interview a customer Craft your personalized value propositions for each persona
- 15. Questions? 15