data.com connect presents: josh krafchin - how to close cold email & advertising leads
TRANSCRIPT
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How to Close Cold Email & Advertising LeadsTips and tricks
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Outbound lead sources
Cold email prospectingAdWordsFacebook AdsLinkedIn AdsTwitter Ads
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Outbound leads are usually
SkepticalPressed for timeShopping aroundTough to impressHard to pin down
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The Bottom Line1.Know how the lead was captured and react
accordingly2.Respond immediately3.Create a Virtuous Feedback Cycle Between
Sales and Marketing4.Get expectations in line
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Different types of entry point1.Consultation/contact request2.Free trial sign up3.Content sign up
Know your lead source!
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Respond immediately
1.Send a calendar invite with the mode of communication
2.Ensure a remind goes out a few minutes prior to the meeting
3.If at any point you don’t hear back, call them.
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Respond immediately
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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 your time?
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Get sales and marketing in sync1. Make outcomes and pipeline progress visible to all
stakeholders2. Make sure the ad creative is transparent to sales3. Have open, non-judgmental conversations with direct
feedback4. Don't be afraid to cut low-quality lead sources5. Don't be afraid to work leads yourself
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Get expectations in lineLeads from outbound may close less frequentlyBut some should be closingCold email prospecting often beats paid adsYou need to be aggressive (in a nice way)You have to be at the top of your game
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Follow upSet up a follow up meeting with calendar inviteSend a meeting recapAnswer any and all questionsDrip interesting contentFollow up by all available means, if appropriate
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Contact MeJosh Krafchin@[email protected]