New year, new plans, new beginnings.
A new year is a new beginning. It is like a new birth. As the New Year begins, we need to change our life, start on a new path, do new things, and say goodbye to old habits, problems and difficulties.
Often, we start making new plans and new resolutions. We might feel joyful, inspired, and hopeful, but sometimes also apprehensive.
The question is whether we will continue and persevere or quit our plans and resolutions.
Will we revert to our habitual behavior and continue living the same life without making any changes or improvements?
I am a human who truly believes that every day is a new chance. Once I am up, my mission to achieve my goals starts.
Oh, fun fact about me. I love lists. I keep lists about literally everything.
And, of course, I have a list of business and personal goals. And I keep adding new things to both. It’s what keeps me going through all the craziness. And sometimes, when life gets heavy, and I want to give up, I look at those two lists and smile.
I see how much I have achieved so far, so it would be nonsense to give up now.
At moments like these, I realize that I don’t need new goals or dreams.
What I need is a new plan. New strategy.
In the initial phase of a business, a lot of planning is required. While a plan clarifies the goals, the strategy helps execute and reach the vision.
When I formulate a strategy, it helps me understand my strengths and weaknesses. This way, I can capitalize on what my team and I are good at and improve our weaker aspects.
It ensures that every aspect of a business is planned. This means more efficiency and better and more effective plans. Everyone on the team knows what they need to do, and the capital is appropriately allocated.
It can help businesses gain a competitive advantage over others in the segment. It also makes them unique in the eyes of their customers.
What is a B2B Outreach Strategy?
A B2B outreach strategy is a set of tactics designed to attract new clients. Your outreach strategy may consist of a single action or a combination of several tactics, depending on the complexity of your sales organization.
There is no one-size-fits-all approach to developing an effective b2b outreach strategy. Your structure will be determined by your business needs, the nature of your product or service, and the company you intend to target. That being said, some common goals guide the development of many, if not most, outreach strategies are constructed.
These include goals such as closing deals, initiating new relationships with prospects, building trust with your audience, educating leads on your offerings, or simply making the first contact with potential clients.
Many people associate the term “outreach” with outdated models like cold calling and door-to-door visits, but modern sales teams aren’t limited to those outdated methods.
Today’s sales teams can easily conduct more versatile, wide-reaching outreach thanks to access to various channels such as LinkedIn, email, phone, and other social media and marketing campaigns.
Salespeople and their managers are typically the teams most involved in conducting sales outreach, but nowadays, assisting outreach isn’t always limited to the sales org — marketing teams occasionally provide additional insight to flesh out better-informed, more effective outreach efforts.
Now that you know what a B2B outreach strategy is, we can move to the next step.
The Right Strategy for B2B Outreach Messages
Once you know your target audience and campaign goals, you can strategize how best to create the message sequence. The main elements of a good B2B outreach message strategy are:
- The number of messages.
- The structure of the messages.
- The outreach channels you will use to reach your prospects.
Other things to consider are the time delay between your messages and the supporting marketing material (social proof) you can provide your target audience during your outreach messaging campaign.
Based on your research and knowledge of your target audiences, you should be able to estimate the number of conversation starters that you need to set up (without pitching) to achieve your campaign goals.
Next, you must figure out the time between each message in the sequence. Based on the knowledge of your target audiences, how long should the delay between the messages in the sequence be?
The time delay does not have to be fixed, meaning one message every three days or one message delivered every 5 hours. The delay between messages is determined by the target audience.
Once you’ve figured out the number of messages and the time delay between them, you can focus on clarifying how to communicate your conversation starters.
Once you’ve figured out how to communicate your conversation starters, you need to decide which channels to reach out to your prospects. Will it be LinkedIn only, email, first one, then the other channel, or will you use them both simultaneously?
If you choose the last approach for your outreach channels (LinkedIn and email simultaneously), you need to ensure that both channels work in synchronization with each other. To make this successful, you need to set up the message to be:
- Complimentary on both channels, but
- Still able to stand alone – if someone sees only the LinkedIn outreach messages or only the emails.
This section aims to make you think about and identify the strategic elements for your outreach message strategy. By reading this blog post, you will know the number of messages you need to create and the time delay before sending each one of them. You will also learn to start conversations by preparing four different messages. Lastly, you will uncover which is the best type of free value you can provide your prospects and the best channels for you to communicate with them.
Successful Sales Techniques that Produce Results
How then could we encourage prospects to meet with sales if they weren’t prepared? The solution was to create repetitive outreach that was focused on our client’s strong content strategy.
The Nurture Phase
You need to maintain the conversation and make sure your business remains top-of-mind with prospects in order to move them to the last step. You may utilize content to promote engagement, advance understanding, and ultimately convert informed prospects in this situation. Prospects can be nurtured through a variety of methods, but one efficient one is focused email outreach.
Example Lead Nurturing
This is how an email nurturing campaign may appear: a potential customer visits your website and downloads a case study. Send a follow-up email with more relevant content now that you know they are interested in that particular type of information, product, or service. Show them that you are aware of their preferences and that there is more to come.
Engagement with Sales – When is a prospect ready to communicate with the Sales Team?
They are what we like to refer to as “burning hot” when a prospect has expressed interest in certain lower-funnel pieces of content, such case studies or product demos. and perhaps prepared to begin conversing with a salesperson. Ensure that your sales team has an up-to-date list of all contacts who have repeatedly expressed interest in your offerings.
How to Increase Audience Size
Companies can expand and grow a broader audience by using existing content. Create nurture programs with educational and engaging material after investigating the businesses and decision-makers in your target demographic. Regular audience development efforts reach new customers and maintain the top of the sales funnel full.
How often should you following-up on LinkedIn outreach?
How frequently should you write to your prospects? It’s a question that we have been asked a thousand times.
To get the best outcomes, it’s crucial to adopt a systematized approach and an organized follow-up technique. No matter what type of lead generation campaign you are running, if you want to be as effective as possible and maximize your return on investment, you need to have a good follow-up strategy.
What is the most effective method for following-up on LinkedIn outreach with prospects? Every excellent question has an answer that depends, but I believe the following prioritized framework is a solid plan to use as a road map for following up with your new LinkedIn contacts.
We structure our follow-up sequence according to the list below, and we’ve been getting great results with our prospecting.
- The highest priority is to respond to compliments.
- High Priority: Sending messages to inactive new connections.
- Following up on warm leads is a moderate priority.
- Lowest priority: pursuing chilly leads.
- Favorable Reactions (Highest Priority).
The pinnacle of LinkedIn prospecting is these. You’ve reached out to someone with a high-quality, sincere, and personalized connection request, and they’ve responded positively by showing interest in learning more about whatever it is you’re giving. This is how we define a positive reaction.
Keeping in touch with warm leads
This is the time to contact someone who has shown some interest but you were unable to confirm a specific call in their schedule for some reason. Every time someone says, “Sounds nice, can you send me some additional information to firstname.lastname@example.org” or “Yes, let’s chat,” the conversation ends abruptly. Another possibility is that you scheduled a call with them, but they were unable to make it due to a circumstance on their end. This really does take place.
Following-up for LinkedIn outreach with cold leads
You’ve done your homework, sent a personalized follow-up, and issued a personalized connection request. The prospect has not yet replied. If you are new to outbound prospecting, this might be very frustrating. Since you are unable to see the results of your efforts, you begin to doubt if it is worthwhile to continue following-up on LinkedIn outreach.
It is, indeed.
Embrace the procedure. Create a method for prospecting, following-up on LinkedIn outreach with leads, and reinforcing engagements. O Although you should always be searching for ways to make your process better, you should also be methodical and disciplined in your approach. The variables should be under your control, and any changes should be followed by measurements of the results. If not, how would you know?
Reaching out to new connections that didn’t respond
This won’t always be the case, even if you’ve done your research, done your homework, and created a high-quality tailored request that should, in theory, really resonate with a prospect. Many people are content to expand their network and never communicate with you again. Some people are lazy and won’t respond when asked or engaged in conversation.
This isn’t a problem, though; in fact, it’s a chance to prove to the prospect that you are different from the other emails in their inbox and are worth their time. You’ve already got one foot in the door; all you need to do now is say something memorable to catch their interest. Personalization.
Although there is no precise science on the best method to personalize, one thing I constantly consider is how I would like to be prospected if I were on the other side. The lead generation sector has a terrible notoriety for using a “spray and pray” strategy, bombarding consumers with offers that are irrelevant to them and generic messaging that aren’t tailored to their needs. All you have to do is be human, look for an area where you and the prospect have something in common, and relate to that.
The art of the follow-up requires both time and bravery. Because they don’t want to “irritate people,” many sales representatives won’t follow up repeatedly. This cannot prevent you from continuing. You prospects will appreciate it if you follow up if you truly believe in your good or service.
Always try to provide some form of extra value. You may accomplish this in a number of ways, such by offering extra details, sharing material (such as a blog post, webinar, or podcast), or simply saying something amusing and unique to catch their attention and make them want to learn more.
Automate as much as you can
The correct automation solutions may boost productivity and save critical time by eliminating the unnecessary footwork involved in the more repetitive, rote processes related to sales outreach. Automation is quickly becoming a mainstay of sales organizations’ operations, and for a good reason.
Depending on your specific business needs, there are a variety of paths you can take, but you should at the very least investigate common tools that assist with tasks like email automation or scheduling meeting reminders, as well as pipeline analytics tools that show you how leads react to what you send them.
These affirmative responses usually have the following wording: “Sounds amazing, can we schedule a call/schedule a demo/get some time this week?” You merely need to collect the prospect’s email address or phone number at this stage because you have a lay-up. Happy selling once you have their contact information and a time that works for both of you.
Our prospecting consists largely of responses of this nature. Depending on how thoroughly you’ve investigated your target client and used that data to compile a list of highly relevant prospects, this number will rise. The significance of having high-quality contact information for any kind of outbound lead creation cannot be overstated.
One for the road
Anyone may improve their outbound prospecting skills by using the techniques described in this article, going from zero to hero in no time. It won’t be simple, and you’ll need to have persistence, patience, and a good outlook. You must choose a long-term strategy, start looking for possibilities, and begin developing your pipeline.
No matter what kind of lead generating or company development activities you’re launching, you’ll still need to put in a lot of effort if you want to see meaningful progress. You can utilize all the tools, technology, strategies, trips, and hacks in the world, but if you don’t follow up, deals will be lost. What you put in, you get out.
It won’t happen overnight for you to move from having no connections, no network, and an empty pipeline to having a vast network and a full pipeline, but if you start working hard today, you can probably schedule a meeting for tomorrow.
Are you interested in finding out more about how you may up your email and LinkedIn outreach game? Contact us and let’s take your outreach to the next level.
Dancho is a serial entrepreneur, founder & CEO of BizzBee Solutions, proud father of two boys, and a ‘kafana’ enthusiast. He’s also the author of Amazon’s bestseller, ‘Sweet Leads.’ Dancho believes in building relationships with people and is inspired by growth. His ‘ZZ framework’ and formula for growth have brought 500+ clients the results they sought.
Eager to learn more? Follow Dancho on LinkedIn and Facebook.
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