outbound gospel - poznan sales camp
TRANSCRIPT
BY: SYED ASAD
Outbound Gospel
Want to buy?
It’s only $49 plus you get an autograph from yours truly - Syed
BACKGROUND
Who the hell am I?
BACKGROUND
BACKGROUND
No, That’s not us rolling in the plains of Pakistan!
What you will learn?
Outbound reach out
Outbound sales process
Do & Don’ts of follow ups
Musketeer rule of outbound reach
How to ask and receive feedback
Outbound Sales
Why Outbound reach out is important for startups?
Outbound Sales
If your product genuinely solves a problem for someone, reaching
out via email/phone is a legitimate, ethical and effective way to make someone aware of
your service.
Question Time
What is a Lead(Persona)?
Qualification
How to Qualify a Lead?
BudgetAuthorityNeedTiming
Closing
Always go for the close
Do you want to buy or not?
Outbound lead gen sources
Data.com
Data Miner/Web Scraper
Inside View
Quora ( The new guy on the block)
Lead 411
And the king of em all LinkedIn
Outbound Sales Process
Preparation
Prospecting
Sales Process
Define Ideal Client
Searching for leads
Create a list
Send cold email – follow upInteract with the lead
Qualify the lead
Schedule a demo
Create an Opportunity
CLOSED WON
Outbound Email Process
1. Cold email (first contact)2. 1st Follow up – after 48 hours of the first email3. 2nd Follow up – after 72 hours of the 1st follow up4. 3rd Follow up – After 48 hours of the 2nd follow up5. 4th Follow up – After 72 hours of the 4th email
Musketeer reach out
Gatekeeper
Prey
Deflector
Support Target
Influencer
Musketeer Approach
Work the company not the prospect.
Golden Rule
Follow up like a CHAMP!Never.Ever.Stop!
It is not your customer’s job to remember you. It is your
obligation and responsibility to make sure they don’t have a
chance to forget you
- Patricia Fripp
Why is follow up important?
2% sales are made on 1st contact 3% sales are made on 2nd contact 5% sales are made on 3rd contact 10% sales are made on 4th contact 80% sales are made on 5 -12 contact
Champs only zone!
Proper follow ups = Revenue, Referrals & Partnerships
Do’s of Follow ups
• Prioritize follow ups• Set a goal(ask yourself: are you seeking
a sale or a referral?• Be creative and personal• Connect online(LinkedIn, twitter)• Be yourself(make genuine connections)
Don’ts of follow ups
• Fail to follow up• Be Impersonal(A generic follow up email
is equivalent of spam!)• Start Selling(Don’t go from hello to buy
my stuff)• Add to email list• Use childish email addres(Hotmami24 or
bigdaddy4U went out with myspace)
48% of people NEVER follow up
Masakra, no?
ONLY 12% of people Follow UP >3 Times
Which group are YOU In?
Be timely, consistent, Be You, Be AMAZING!
I love Cold calling!
How many of you believe in the effectiveness of cold calling?
I love Cold calling!
It’s the cold that is dead, not the calling!
You need giant cojones!
Sales questions for your prospects
On average it takes 8.4 tries to reach a live person on phone.
My advice?
Don’t fuck it up!
How to receive feedback?
How many of you have trouble taking feedback?
How to receive feedback?
And how many of you ask for feedback?
Want to improve in sales or in any area of your life?
Ask for feedback!
Let’s look at an example of useful vs useless feedback.
Imagine you’ve painted a picture, and ask someone for feedback.
Low-quality feedback: “This looks great, I really like what you did there!”
High-quality feedback: “I really like how you chose those bright colors, and then broke it up with this really strong dark black. I think the area
where you could improve the most is if you paid more attention to the way
the lines flow. Right now, there’s some disharmony in this, and it
doesn’t look like you intended that, but that’s just a result of a lack of
attention to detail.”
Sales Philosophy
Wolves don’t lose sleep over the opinion of sheep
Want to know the key to success in sales?
Consistency
Do or do not. There is no try.
Stay unemotional about it. Sales is a number’s game!
Don’t wish for it, Work for it!
