“Most effective techniques I’ve found for increasing the effectiveness of my prospecting campaigns without spending more time, is to not treat every prospect equally.” – Jason Bay in today’s tip 132
Do you treat every prospect equally?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jason Bay. Jason is the Co-founder and Chief Revenue Officer at Blissful Prospecting where they help B2B reps, SMBs and non-profits remove the stress from prospecting. Here he is with today’s tip:
Jason Bay: One of the easiest, most effective techniques I’ve found for increasing the effectiveness of my prospecting campaigns without spending more time, is to not treat every prospect equally. Now I know you’re probably thinking “Hey Jason, I have a quota to hit and these are all cool companies that I want to work with” and like “Hey, I feel you.” But the reality is that you only have so much time in a day, and especially in a week where you can spend prospecting, because hopefully you’re doing sales calls and other things like that. So what I’m suggesting is to not treat every prospect equally because statistically only 20 to 50% of people, or even opening up the emails that you’re sending them, 50% of your good. And yet we continue to spending all of this extra effort calling these people and trying to hunt them down, sending videos, hitting them up on social, when in reality if we doubled down and spent more effort on the people actually engaging with what we sent them, the likelihood and the conversion rate is going to increase because oftentimes those people are sending emails around internally and all they need is just a little extra push to get on the phone. So what I suggest, if you have a cadence set up, and let’s say you’re sending a couple of emails, week one and week two, you’re hitting them up on social and calling them and whatever it might be is I would use your sales engagement platform. So anything that you’re using, you know, whether it be Mixmax Outreach, SalesLoft, or whatever it is to send your outreach. All of these tools have a way of knowing if people are opening up emails. So when you send a couple emails in that first week in week two, only spend time actually calling people and sending videos and hitting them up on social if they’ve already opened the emails that you sent them. Now, a lot of times what you’ll find is that if you send out a hundred emails in a week, you might have a 20 to 50% open rate, but maybe five or 10 of those people opened your email half a dozen times. Those are the people that I would focus on sending a one to one personal video through a tool like Vidyard, or you could send them a LinkedIn message or add them as a connection or like or comment or whatever it might be. So spend all of the extra effort on the people that are most receptive to what you’re doing and you’re going to see quite a dramatic increase in your success rates of getting them to want to hop on a call with you.
Scott Ingram: You can connect with Jason on LinkedIn to follow their cold email breakdowns and weekly content to help grow your sales pipeline. For links to Jason’s LinkedIn profile to Blissful Prospecting and to all of the different tools that Jason just mentioned click over to DailySales.Tips/132.
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