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  • #5509196
    Establishing a way point
    Sam Randazzo
    Participant
    Dec 9, 2021

    Hi everyone,

    I just enrolled in the program, and I have only been at my job for six months; in that time, I have received little training on outreach and have not been very successful.

    Now we are supposed to send a minimum of 400 emails a month (which I do), but I have only had one sale result from this. So a big reason I am taking the course is to improve my outreach.

    I am trying to establish waypoints, but I am not sure if I should do an exact % of what I have done so far, or maybe I should go with the standard on my sales team.

    What would you recommend is a good way to set up a reasonable goal and realistic waypoint when your outreach has not been successful and needs to be improved?

    #5509197
    Will Barron
    Keymaster
    Dec 9, 2021
    Will Barron Dec 9, 2021

    Hey Sam,

    I’m sorry yo hear that you’re not getting the training you want from the company your work for. We’ll get you rocking and rolling instead :)!

    Some data for you to gather –

    Are people having better results on your sales team?

    Can you share an example of the type of cold email you’re sending?

    Do you have an example of the emails they’re sending?

    Where is the bottleneck in your performance VS the highest performer on your team? (i.e. are they sending the same amount of emails but booking more meetings? Are they booking the same number of meetings but closing more on the phone? etc)

    #5509198
    Sam Randazzo
    Participant
    Dec 9, 2021
    Sam Randazzo Dec 9, 2021

    Hey Will, Thank you for taking the time to respond; I have been an avid listener for the last two years.

    Please see below for my answers.

    Some data for you to gather –

    Do people have better results on your sales team?

    Yes, our top salesman. He typically has a 30 to 40% close rate. We are client managers as well, so he only holds on to around ten clients at a time. So he doesn’t prospect as consistently.

    Can you share an example of the type of cold email you’re sending?

    This was my most successful one.

    Hi <<Recipient.FirstName>>,

    I was on a video chat with a coworker (which is pretty much everyone now), and he mentioned <<Recipient.CompanyName>>. So I checked out your website and loved your PANTS.

    I decided to reach out because your business has the potential to be doing very well on social media marketing and, we are always looking for the right potential partners to grow with.

    We have partnered with Disney, Loreal, and Blue Apron to deliver scalable ROI and stopped them from leaving money on the table.

    If this is not a bad time for you to talk, let me know what your schedule looks like this week.

    Cheers

    Do you have an example of the emails they’re sending?

    Hi NAME,

    I was on a video chat with my coworker earlier (as many have been right now) and she brought up eSalon, so I figured I’d reach out.

    Monkedia implements advanced marketing and customer journey optimization strategies, resulting in scaleable ROI.
    I would love to know if you would be available for a quick call with my Manager, Nathan Thompson, to discuss your plans for eCom growth in 2021?

    Thanks so much!

    Hey NAME

    I am a part-time Worship Pastor in Halifax, NS and I wanted to reach out as I work full-time for a Dallas TX based digital marketing company called Monkedia. We work with many other Christian Brands and organizations like Hillsong, Messenger International (Lisa and John Bevere), Truth to Table (Havilah Cunnington), etc. We are the best at what we do. We also work with some of the biggest brands in the world (Disney, ESPN, Infiniti, etc.). I would love to chat with you about how we can help YouVersion scale.

    Check out this case study. We helped grow Greenlight’s user-base 3,635% which lead to 20M in Series A Funding! https://monkedia.com/case-studies/greenlight/

    Let me know what you think. I’d love to set up a call if you’re interested.

    God bless

    Where is the bottleneck in your performance VS the highest performer on your team? (i.e. are they sending the same amount of emails but booking more meetings? Are they booking the same number of meetings but closing more on the phone? etc)

    Unfortunately, I say both, but I would say my ability to book more meetings if I had to choose. As of right now, everyone I was hired with has only closed one deal combined from cold emailing, and the majority of the sales come from referrals and meeting booking services we use.

    The best salesman was able to book people and flip them, but he has been at the company for 2 plus years.

    We only use email, no linked in or calls.

    #5509200
    Sam Randazzo
    Participant
    Dec 10, 2021
    Sam Randazzo Dec 10, 2021

    Hey will I was worried I posted my answer wrong so I did it again.

    Hey Will, Thank you for taking the time to respond; I have been an avid listener for the last two years.

    Please see below for my answers.

    Some data for you to gather –

    Do people have better results on your sales team?

    Yes, our top salesman. He typically has a 30 to 40% close rate. We are client managers as well, so he only holds on to around ten clients at a time. So he doesn’t prospect as consistently.

    Can you share an example of the type of cold email you’re sending?

    This was my most successful one.

    Hi <<Recipient.FirstName>>,

    I was on a video chat with a coworker (which is pretty much everyone now), and he mentioned <<Recipient.CompanyName>>. So I checked out your website and loved your PANTS.

    I decided to reach out because your business has the potential to be doing very well on social media marketing and, we are always looking for the right potential partners to grow with.

    We have partnered with Disney, Loreal, and Blue Apron to deliver scalable ROI and stopped them from leaving money on the table.

    If this is not a bad time for you to talk, let me know what your schedule looks like this week.

    Cheers

    Do you have an example of the emails they’re sending?

    Hi NAME,

    I was on a video chat with my coworker earlier (as many have been right now) and she brought up eSalon, so I figured I’d reach out.

    Monkedia implements advanced marketing and customer journey optimization strategies, resulting in scaleable ROI.
    I would love to know if you would be available for a quick call with my Manager, Nathan Thompson, to discuss your plans for eCom growth in 2021?

    Thanks so much!

    Hey NAME

    I am a part-time Worship Pastor in Halifax, NS and I wanted to reach out as I work full-time for a Dallas TX based digital marketing company called Monkedia. We work with many other Christian Brands and organizations like Hillsong, Messenger International (Lisa and John Bevere), Truth to Table (Havilah Cunnington), etc. We are the best at what we do. We also work with some of the biggest brands in the world (Disney, ESPN, Infiniti, etc.). I would love to chat with you about how we can help YouVersion scale.

    Check out this case study. We helped grow Greenlight’s user-base 3,635% which lead to 20M in Series A Funding! https://monkedia.com/case-studies/greenlight/

    Let me know what you think. I’d love to set up a call if you’re interested.

    God bless

    Where is the bottleneck in your performance VS the highest performer on your team? (i.e. are they sending the same amount of emails but booking more meetings? Are they booking the same number of meetings but closing more on the phone? etc)

    Unfortunately, I say both, but I would say my ability to book more meetings if I had to choose. As of right now, everyone I was hired with has only closed one deal combined from cold emailing, and the majority of the sales come from referrals and meeting booking services we use.

    The best salesman was able to book people and flip them, but he has been at the company for 2 plus years.

    We only use email, no linked in or calls.

    #5509201
    Will Barron
    Keymaster
    Dec 13, 2021
    Will Barron Dec 13, 2021

    OK, those emails suck. We can work on them :).

    — majority of the sales come from referrals and meeting booking services

    Can you hit your quota by dropping the cold emails and doubling down on what is working?

    — We only use email, no linked in or calls.

    Are you not allowed to prospect on LinkedIn or call potential customers?

    Let me know the answers to those questions and then we can build out a plan for you.

    #5509202
    Sam Randazzo
    Participant
    Dec 13, 2021
    Sam Randazzo Dec 13, 2021

    Hey, will,

    OK, those emails suck. We can work on them :).

    – that gave me a good laugh this morning, I completely agree.

    Can you hit your quota by dropping the cold emails and doubling down on what is working?

    – if Improved my flip rate I would say yes, although part of my KPIs is 400 emails a month so I have to send them regardless. If I have to send them I would like them to work at one point. But the short answer is yes.

    Are you not allowed to prospect on LinkedIn or call potential customers?

    – yes but we can do anything we want for prospecting as long as we hit 400 emails a month.

    #5509203
    Lauren Bailey
    Participant
    Dec 13, 2021
    Lauren Bailey Dec 13, 2021

    – yes but we can do anything we want for prospecting as long as we hit 400 emails a month.

    I think that you need to do some experimenting!

    Do you have access to the numbers of the people you’re sending prospecting emails to?

    And here’s my shot at a better prospecting email…

    Hi NAME,

    We work with COMPETITOR and they look like they’re in a similar market to you.

    We’ve also just increased the user base of Greenlight by 3,635%.

    Would it make sense to jump on a quick call so I can explain how we did it? #

    No sales pitch. Just an opportunity to connect and hopefully I can add some value.

    Thanks,

    NAME

    #5509204
    Sam Randazzo
    Participant
    Dec 13, 2021
    Sam Randazzo Dec 13, 2021

    Hey Lauren,

    Thank you so much for the email template. I appreciate you taking the time to send it over. Would you mind if I asked what subject line you would recommend going with that email template?

    I use linked in Zoom where I work, so we usually have a 30 to 40% chance it will include their direct number. I have created a list of phone numbers to try calling but have no cold calling experiences and no training.

    I am working with some who have done it in the past to get better before I start calling.

    #5509222
    Will Barron
    Keymaster
    Dec 15, 2021
    Will Barron Dec 15, 2021

    I use linked in Zoom where I work, so we usually have a 30 to 40% chance it will include their direct number. I have created a list of phone numbers to try calling but have no cold calling experiences and no training.

    I am working with some who have done it in the past to get better before I start calling.

    OK, I think you’ll have some quick wins by reading through this and putting together a simple selling cadence – https://app.salesman.com/COLD%20OUTREACH%20CADENCE%20GUIDE%20-%20SELLING%20MADE%20SIMPLE.pdf

    It should include at least one phone call – Nothing scary, just “Hey is that X? Great, I emailed you last week about Y, it’s just a quick call to see if it was of interest to you?” then shut up and let them answer.

    It should also include adding everyone you email on LinkedIn and sending them a message.

    You’re going to find your rates of success with the same cold emails go up dramatically with those extra touches.

    A KPI of 400 emails a month is only around 16 a day and so you should have the time to fit the extra touches in.

    Don’t over-complicate things but try that for 30 days and see how much fuller your pipeline is with qualified prospects.

    As for your original question, your way points should then be based quarterly on the activity you think you’re going to have to do to hit quota.

    Make sense?

    #5509223
    Sam Randazzo
    Participant
    Dec 16, 2021
    Sam Randazzo Dec 16, 2021

    Hey Will,

    Makes sense I will start to try that out.

    Thank you so much!

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