60 Actionable Prospecting Tactics that will Increase Your Outbound Opportunities with Ryan O'hara of LeadIQ from The Sales Development Conference 2020 @tenbound

1. 60 ACTIONABLE
PROSPECTING TACTICS
THAT WILL INCREASE
YOUR OUTBOUND
OPPORTUNITIES

2. WHO IS THIS CLOWN?
4 MONTHS OF PROSPECTING

3. WHO IS THIS CLOWN?
4 MONTHS OF PROSPECTING
48% REPLY RATE!
84% OPEN RATE

4. LET’S GO!!!!!

5. TACTIC #1: WHEN A PROSPECT
ASKS YOU TO SEND MORE INFO,
ASK THEM WHAT KIND OF INFO
WOULD BE VALUABLE TO THEM.

6. TACTIC #2: HYPE YOUR TOUCHES!

7. TACTIC #2: HYPE YOUR TOUCHES!
I’M GOING TO
SEND YOU THE
GREATEST
EMAIL EVER

8. TACTIC #3: LIVE UP TO THE HYPE
You are a HUGE
disappointment
Ryan!!!

9. TACTIC #4: KEEP IT REAL HOMIES
DON’T DO GIMMICKS

10. TACTIC #4: KEEP IT REAL HOMIES

11. TACTIC #5: MAKE YOUR SUBJECT
RELATED TO WHAT YOU TALK
ABOUT IN THE BODY OF YOUR
COLD EMAIL.

12. WHAT MAKES A GOOD SUBJECT LINE?
#6: Good subject lines should be personalized, and vague.
#7: Good email subjects should set the expectation of your cold email’s
body.
#8: Good subject lines should be more about the prospect than you.
#9:Good subject lines don’t use “marketing speak.”
#10: Lastly, a good subject line should be something you’d you want to
receive in your inbox.

13. TACTIC #11: DON’T BE A CREEP...
LINE UP YOUR VALUE PROP BASED
ON YOUR RESEARCH!

14. TACTIC #12: DON’T FAKE
PERSONALIZATION.
BE SPECIFIC WHEN YOU REACH OUT.
"Hey Ryan, I noticed we have some shared connections. I'm
looking to grow my network of professionals. I’d love to
connect "

15. TACTIC #13: TALK ABOUT WHAT YOU
FOUND RESEARCHING YOUR PROSPECT

17. TACTIC #14: START YOUR SENTENCES
LIKE THIS...
I saw you…
Read your post about...
Noticed you had talked to Sarah a few months ago…
I heard you
Specific name told me X about you

18. TACTIC #14: START YOUR SENTENCES
LIKE THIS...
I saw you…
Read your post about...
Noticed you had talked to Sarah a few months ago…
I heard you
Specific name told me X about you TACTIC #15:
BE DETAILED.

20. TACTIC #16: DON’T PITCH IN YOUR
LINKEDIN CONNECTION REQUESTS.

21. TACTIC #8: DON’T PITCH IN YOUR
LINKEDIN CONNECTION REQUESTS.

22. TACTIC #17: INSTEAD, REFERENCE
SOMETHING PERSONAL ABOUT THE
PERSON OR HOW YOU FOUND THEM.

24. TACTIC #18: USE ANOTHER CHANNEL
FIRST WHEN YOU GET ACCEPTED ON
LINKEDIN TO PITCH.

25. TACTIC #18: USE ANOTHER CHANNEL
FIRST WHEN YOU GET ACCEPTED ON
LINKEDIN
TACTIC #19: MAKE YOUR FIRST TOUCH
YOUR BEST ONE.
HYPE IT WITH YOUR FOLLOW UP.

26. TACTIC #20: SAY YOUR NAME LAST WHEN
YOU LEAVE A VOICEMAIL.

27. TACTIC #20: SAY YOUR NAME LAST WHEN
YOU LEAVE A VOICEMAIL.
TACTIC #21: TALK ABOUT WHAT YOU DID
IN AN EMAIL OR VOICEMAIL DURING YOUR
FOLLOW UP.

28. TACTIC #22: BE YOURSELF.

29. TACTIC #22: BE YOURSELF.

30. TACTIC #22: BE YOURSELF.

31. TACTIC #22: BE YOURSELF.

32. TACTIC #22: BE YOURSELF.

33. TACTIC #22: BE YOURSELF.

34. TACTIC #22: BE YOURSELF.
TACTIC #23: PUT YOURSELF INTO YOUR
PROSPECTING AND FIND COMMON GROUND.

36. TACTIC #24: DIRECTOR LEVEL OR BELOW,
FOCUS ON YOUR PROSPECT’S OWN
INTERESTS VS THE COMPANY’S

37. TACTIC #25: WHEN ASKING FOR A
REFERRAL, ASK FOR A SPECIFIC PERSON.

38. TACTIC #26: MEASURE YOUR REPS’ PROSPECTING
EFFICIENCY SCORE.
Number of Responses
Number of Touches
Number of Opportunities
Number of Responses
= PESX
Prospecting Efficiency Score
RESPONSE RATE QUALIFICATION RATEX

39. Number of Touches
Number of Opportunities
= PES
Prospecting Efficiency Score

40. TACTIC #27: LEAD EVERY TOUCH WITH
WHY THE PROSPECT IS SPECIAL TO YOU.

41. TACTIC #27: LEAD EVERY TOUCH WITH
WHY THE PROSPECT IS SPECIAL TO YOU.

42. TACTIC #28: PROSPECT YOUR LINKEDIN
ENGAGEMENTS

45. OMG...IT’S A
PROSPECT

47. TACTIC #29: ASK OPEN ENDED QUESTIONS!

48. TACTIC #30: ************
PART 2 AT 12:10pm pst
@ LEADIQ BOOTH

49. TACTIC #30: PROSPECT WITH VIDEO
#31: IF YOU MAKE A LONGER PROSPECTING VIDEO,
USE LESS TEXT IN YOUR EMAIL.
#32: IF YOU MAKE A SHORTER PROSPECTING
VIDEO, USE MORE TEXT IN YOUR EMAIL
#33: PUT YOURSELF INTO YOUR VIDEOS
.

50. TACTIC #34: PROSPECT OFF CUSTOMER’S
LINKEDIN CONNECTIONS

53. TACTIC #35: PROSPECT COMPETITORS/PARTNERS LINKEDIN
CONNECTIONS

54. TACTIC #36: MAKE CONTENT WITH YOUR PROSPECTS

57. #37: PROSPECT THOSE ENGAGEMENTS
OMG...MORE PROSPECTS

58. OMG...MORE PROSPECTS

59. I’M A JERK!

60. TACTIC #38: MAKE YOURSELF A
MEDIA PERSONALITY

61. TACTIC #39: USE MEDIA FRIEND THEORY

64. MEDIA PERSONALITIES

65. TACTIC #40: CONSISTENTLY POST AT LEAST
ONCE A WEEK TO INCREASES OPEN RATES
AND REPLY RATES ON COLD EMAIL.

67. TACTIC #41: ANSWER THESE 4 QUESTIONS
WITH YOUR OUTREACH

68. TACTIC #41: USE THESE 4 QUESTIONS WITH
EVERY OUTREACH
#42: HOW AM I SPECIAL TO YOU?
#43: WHY ARE YOU CONTACTING ME?
#44: WHO ARE YOU?
#45: WHAT DO YOU WANT ME TO DO?

69. TACTIC #46: TALK LIKE A HUMAN BEING

70. WHAT’S LEADIQ?
LeadIQ is an innovative cloud based big data solution that helps
dynamically change global communication in the ever changing
market using synergy through thought leadership and
partnerships with the on-demand markets of lead generation.

71. What’s a LeadIQ?
LeadIQ is a cloud based big data solution that helps dynamically
change global communication in the ever changing market using
synergizing thought leadership through partnerships with the
on-demand markets.

72. TACTIC #47: AVOID WORDS LIKE:
● REGARDS
● DEAR
● PARTNERSHIP*
● MARKETING WORDS
● INC./CORP
● SCALE
● PLATFORM
● SYNERGY
● “CLOUD BASED”
● BUZZWORDS

73. TACTIC #48: USE A P.S. ON COLD EMAILS

74. TACTIC #49: MAKE AN EMAIL SIGNATURE VIDEO

75. TACTIC #49: MAKE AN EMAIL SIGNATURE VIDEO
#50: WHEN THEY
CLICK THE VIDEO,
CALL THEM!

76. TACTIC # 51: S
TACTIC # 54: B
TACTIC # 52: L
TACTIC # 53: A

77. TACTIC # 51: SHUT YOUR MOUTH
TACTIC # 54: B
TACTIC # 52: L
TACTIC # 53: A

78. TACTIC # 51: SHUT YOUR MOUTH
TACTIC # 54: B
TACTIC # 52: LISTEN
TACTIC # 53: A

79. TACTIC # 51: SHUT YOUR MOUTH
TACTIC # 54: B
TACTIC # 52: LISTEN
TACTIC # 53: ACTUALLY CARE

80. TACTIC # 51: SHUT YOUR MOUTH
TACTIC # 54: BE CURIOUS
TACTIC # 52: LISTEN
TACTIC # 53: ACTUALLY CARE

81. TACTIC # 51: SHUT YOUR MOUTH
TACTIC # 54: BE CURIOUS
TACTIC # 52: LISTEN
TACTIC # 53: ACTUALLY CARE

82. TACTIC #55: ASK YOUR PROSPECT IF YOU CAN
TEXT THEM AFTER THEY AGREE TO A MEETING.

83. TACTIC #56: DON’T INTRODUCE YOURSELF IN
COLD EMAILS.

84. TACTIC #56: DON’T INTRODUCE YOURSELF IN
COLD EMAILS.
TACTIC #57: DON’T LIST OFF ALL YOUR CURRENT
CUSTOMERS.

85. TACTIC #56: DON’T INTRODUCE YOURSELF IN
COLD EMAILS.
TACTIC #57: DON’T LIST OFF ALL YOUR CURRENT
CUSTOMERS.
TACTIC #58: DON’T EMAIL CASE STUDIES OR
WHITEPAPERS.

86. TACTIC # 59: DO THE 10 MINUTE GAME

87. TACTIC # 60: BE LIKABLE

88. QUESTIONS?