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Quality Outbound Engagement Methods

I know for myself it has been difficult to try and think of different and unique ways of outbound prospecting that adds both great value to the recipient as well as creates great results for the sales rep.

What experiences have worked great for you in getting more and quicker responses from outbound leads, as well as those receiving emails, phone calls, linkedin messages etc.

Are there subject lines that you cant resist and have to open?? Also for those receiving emails, linkedin messages, or phone calls, what are you more likely to respond to first??

Thank you so much for your thoughts, experiences and input!

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    • Profile picture of Colin Campbell
      @colin-campbell
      ( 2.1k POINTS )
      1 month, 2 weeks ago

      Hey @lebaron07!

      Not specifically answering all your questions, but you might find this study we did interesting. We reached out to hundreds of B2B buyers to ask about contact preferences and found some interesting things. I’ll find that link and drop it for you somewhere.

      I’d recommend focusing on building a process that allows you to repeatedly test and improve whateve methods you’re using, so you develop your own approach. The problem with finding hot subject lines that work great for others is that… everybody will find out about them eventually, and they’ll stop working.

      There’s a good thread about the process of doing that all here:

      We recently invested into a sales cadence software and have had very little success in getting things off the ground. We’ve tried constructing a few cadences (following Sam Nelson’s Agoge Sequence) but have had 0 responses following a 15 day test and 30 prospects.We might have too little of a sample size (that’d reassure me as well!) but…[Read more]– Simon Bergeron (@simon) May 19, 2020

      • Profile picture of Tate LeBaron
        @lebaron07
        ( 440 POINTS )
        1 month, 2 weeks ago

        @colin-campbell Thank you for the study! I look forward to diving into it and testing some different things out! Thats very true about subject lines haha. Thanks again!

    • Profile picture of Jack Veronin
      @jackveronin
      ( 1k POINT )
      1 month, 2 weeks ago

      @lebaron07 We have been having a ton of success latching on to a competitor in the subject line. WE generate millions of pipeline a month off a title line like “Alternative to {COMPETITOR}”

    • Profile picture of Jack Veronin
      @jackveronin
      ( 1k POINT )
      1 month, 2 weeks ago

      We latch on to the biggest one out there. The reason why is it informs what you sell no matter if they use the vendor in your headline or not.

      • Profile picture of Tate LeBaron
        @lebaron07
        ( 440 POINTS )
        1 month, 1 week ago

        That makes total sense, love how it really can open up their mind that you sell the same thing and then expounding on why they should choose you. Great Insight @jackveronin thanks!

    • Profile picture of Jeff Reynolds
      @jreynolds
      ( 0 POINTS )
      1 month, 2 weeks ago

      Do a double tap call. It works well.

      • Profile picture of Tate LeBaron
        @lebaron07
        ( 440 POINTS )
        1 month, 1 week ago

        @jreynolds Interestingly enough I have tried that and it is awesome how many people will pick up. I mean for me personally if someone calls back to back it registers in my mind that its someone important, and a lot of times people will say that. Definitely agree with you on that!

    • Profile picture of Ruthie Nissim
      @ruthie
      ( 0 POINTS )
      1 month, 2 weeks ago

      “ The problem with finding hot subject lines that work great for others is that… everybody will find out about them eventually, and they’ll stop working.”
      SO TRUE @colin-campbell

      • Profile picture of Jake Dunlap
        @jakedunlap
        ( 600 POINTS )
        1 month, 2 weeks ago

        @ruthie – so you don’t use them? Of course you do, and then you switch, and do it again, and again forever

        • Profile picture of Ruthie Nissim
          @ruthie
          ( 0 POINTS )
          1 month, 2 weeks ago

          @jakedunlap
          Okay, here’s the gist, but again, the idea is that once everyone starts doing this, we are all shooting ourselves in the foot.

          I use the same one 95% of the time. And I don’t know why, but for 6+ years, the data remains irrefutable: it has consistently proved to have a significantly higher open rate than all the thousands of others I’ve tried, so it remains my go-to. It is, in this EXACT format, “time next week?” (No, bolded or italicized, just did that to make it more clear for you guys).

          Even when I capitalize the T in ‘time,’ shockingly, it lowers the response rate. I have a few theories as to why it works so well:
          1) It’s short
          1) It doesn’t read “this is a sales email”
          3) It’s not deceptive; yes, they need to open the email to see what I’m asking for time for, but I’m not leading them astray. I believe most think “I have to glance at this” as it almost is so informal that a colleague could sent it.

          The one that has averaged a 81%, yes, 81% open rate is more powerful:
          “Thur @ 10am” Or “next Tues @ 4”
          They usually open this because if you think about it, you’d also naturally ask yourself “what’s Thursday at 10?”

          Again, not deceptive. I get right to the point and and it’s clear I’m asking for a a brief chat on Thur at 10 or ask if another day / time is more fitting for them. My goal is admittedly to get them to open it. Then a lot of time goes into the body, because the daunting task of getting them to opening it is more than half the battle.
          So it has to be a value-based, brief, create enough curiosity without revealing too much, personalized, etc.

          NOT a fan of questions; if it works for you, great. Doesn’t work for me and I delete emails that ask questions in the subject line. I know immediately it’s a sales email.

          Also a big fan of using their name; this has also yielded pretty high response rates. SAY MY NAME. Hope this clarifies.

          • Profile picture of Ruthie Nissim
            @ruthie
            ( 0 POINTS )
            1 month, 2 weeks ago

            If you switch and switch, you won’t get good data on what’s working. I do this for a couple months every year to ensure I have the data to compare what’s working and what’s not. But, without fail, even when testing new ones, again, remains the same.

          • Profile picture of Ruthie Nissim
            @ruthie
            ( 0 POINTS )
            1 month, 2 weeks ago

            @jakedunlap
            If your company doesn’t offer any email tracking like Yesware or Sales Enablement like Outreach, that’s no bueno. I get so much value from the data that the companies that don’t provide this, I pay out of pocket because the ROI is worth it.

          • Profile picture of Tate LeBaron
            @lebaron07
            ( 440 POINTS )
            1 month, 1 week ago

            @jakedunlap thank you so much for you post on amazing email headlines! I agree that I would think it is more likely something a friend would put as a subject line rather than a typical sales email. I will try not to overuse as to not shoot ourselves in the foot, great insights and ideas. Thank you so much! Also @jakedunlap do you have an ideal email length? I feel like a couple short paragraphs works great. thoughts?

        • Profile picture of Tate LeBaron
          @lebaron07
          ( 440 POINTS )
          1 month, 1 week ago

          Ya I was on a webinar put on by Sales Hacker actually on Video prospecting ( https://www.youtube.com/watch?v=tR77KeQrU1Q )
          and something that it talks about is how some subject lines or whatever thing you are testing can be hot for a few months but you will always have to continue to change things up.

    • Profile picture of Shubham Sood
      @shubhamsood97
      ( 1.3k POINTS )
      1 month, 2 weeks ago

      Hey @lebaron07
      For me, Cold Emailing has definitely worked out well in the past so far. But before emailing any prospect, I narrow down my focus to the specific target audience I am trying to reach out to. That allows a response from the prospect, with rigorous follow-ups(4-5 mails( from my end.

      • Profile picture of Tate LeBaron
        @lebaron07
        ( 440 POINTS )
        1 month, 1 week ago

        Thanks @shubhamsood97, I think I could definitely be better at narrowing down my target audience whether that is the industry and even down to who in the company should I try to contact and talk to.

        • Profile picture of Shubham Sood
          @shubhamsood97
          ( 1.3k POINTS )
          1 month, 1 week ago

          Do that and you’ll get results quicker than most of your competition. All the best!

    • Profile picture of Jake Dunlap
      @jakedunlap
      ( 600 POINTS )
      1 month, 2 weeks ago

      Time to Connect – (Date) – always gets 30-40% opens

    • Profile picture of Sara Pion
      @spion
      ( 380 POINTS )
      1 month, 2 weeks ago

      If you don’t already, using corporate gifting can be super helpful with getting attention. Lots of vendors allow you to send an email with the gift so it can work as outreach but if you can make the gift super personal to the other person, it can help you create a real relationship right off the bat.

      One thing our team likes to do is in their email sequence, the first touch is more of an intro to the company and the pain we solve. Then the next email is more info plus a heads up that they’ll be sending over a gift. THEN the third email is the gift so the accept rate is higher and the prospect gets something of value out of the interaction. Having the gift be super personal too helps with accept and meeting booking rates.

      • Profile picture of Tate LeBaron
        @lebaron07
        ( 440 POINTS )
        1 month, 1 week ago

        I have heard of corporate gifting but havent yet tried it, maybe after hearing it twice I need to try it out!

        I love the idea of having more of an intro and covering pain points we solve! Really appreciate you explaining the action flow of emails that you send and in what order! Thank you so much @spion

    • Profile picture of Belal Batrawy
      @belal
      ( 0 POINTS )
      1 month, 2 weeks ago

      Here’s a free, ungated resource for some creative outbound messaging (with 6 email templates):

      https://docs.google.com/presentation/d/1pORcPACz4jYnsFY1cRPCJ5eCsAUQ4BXoof4Pox_ymkU/edit?usp=drivesdk

      It’s also for free on my LinkedIn profile in the featured section. Several companies have already used these like Oracle Netsuite, SugarCRM, and Leadsift with very positive results. Good luck out there @lebaron07

    • Profile picture of Volodymyr Oleksiienko
      @v-oleksiienko
      ( 0 POINTS )
      1 month, 2 weeks ago

      For us the key to successful outreach has been in meaningful, personal engagement across different channels.

      This means:
      Meaningful – It’s all about adding value at every step, whether it’s relevant content or spot-on offer that is tailored to the prospect’s needs. Don’t even try to sell with your cold email – that won’t happen! Instead, try to connect first and nothing breaks ice better than a thoughtful advice or genuine intention to help.
      Personalized – Adding {First Name} variable to your email simply won’t cut it! Get creative, find a specific hook to catch the attention of each prospect. I would suggest adding a well-research, 100% custom snippet to your first cold email (at least) in a sequence. Other options include personalized video intro or a link to dynamic landing page.
      Multichannel – Don’t limit yourself to email only. LinkedIn offers so many opportunities for quality engagement! And don’t disregard cold calls – those can still be useful if you know how to use them. Also, sending a handwritten note (at least in the pre-COVID era) could add a personal touch to your outreach efforts.

      But if you are looking for QUALITY in your engagement methods, you should first of all make sure you’re reaching out to the right people – ICP-wise.

      The quality of your list and its segmentation is vital, otherwise you won’t be able to come up with an appealing and effective outreach strategy – part of your contacts will fall off because they are simply a bad fit for what you’re offering.

      Hope this helps!

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