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Data.com Connect Presents: Josh Krafchin - How to Close Cold Email & Advertising Leads
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How to Close Cold Email
& Advertising Leads
Tips and tricks
Ask questions that help them, not you
1.What are your core success metrics and
how are you performing against them?
2.What is missing or under-performing that, if
solved, would make a significant difference
for your business?
3.What would make this call the best use of
Get sales and marketing in sync
1. Make outcomes and pipeline progress visible to all
2. Make sure the ad creative is transparent to sales
3. Have open, non-judgmental conversations with direct
4. Don't be afraid to cut low-quality lead sources
5. Don't be afraid to work leads yourself
Get expectations in line
Leads from outbound may close less frequently
But some should be closing
Cold email prospecting often beats paid ads
You need to be aggressive (in a nice way)
You have to be at the top of your game
Set up a follow up meeting with calendar invite
Send a meeting recap
Answer any and all questions
Drip interesting content
Follow up by all available means, if appropriate