The goal is for them to do the initial prospecting and qualifying leads so your sales team can spend their time pitching product each day
Art of prospecting
- Planning & Setup
- Full Market Assessment
- - Identify tech and tools they use on their website e.g. a plugin or system that they use
- - Free. Looking for around 5000 for a 3 month campaign
- Prospect Identification
- - Done from scratch. Make sure that it works. 99% deliverability
- Technical Setup
- - Looks like the campaign is coming from you
- - First email
- - Second is "did you see the first email?
- - Third chaser is "Can I get a referral?"
- - 3rd chaser = a humour email
- Exceptional messaging
- - A writer is assigned to you. They write email that is concise with a sense of urgency.
- Daily outreach
- Tracking & Chasing
- CRM Integration
- Obsess & Optimise
Email Examples:
Costs
2 GPB per prospect so 1000 contacts per month is 2k per month
Setup costs 1500 GBP - writing email templates, set up GDPR
Tools they use:
Hubspot to track and manage leads coming in.
Guidelines
- We don't contact more than two people from the same company in the same day
- Polite Decline - even if we get a polite decline, we will still reach out to other people
- Positive Response - If there is a positive response, we will NOT contact anyone else in the business
- Deferred interest - request for more information OR fix a date to contact in a future date
- Referral
Questions
- Title - how are you getting the right "mini title" data?
- Can we get rid of the unsubscribe?
- Cannot do this due to GDPR
- How are you getting to the contacts?
- We build lists through LinkedIn
- We are building the list on the go
- Uploaded 200 contacts daily. Can make adjustments or can be auto-pilot
- LinkedIn criteria
- Industries
- Sizes
- Titles and seniority
- Geo-location
- STV is not a polite decline - how come?
SoPro's value-add
- We can do the contacts sourcing as well OR clients provide the contacts. 95% of our clients will help us build the contacts.
- We can do all the messaging OR you can provide it.
Messaging
- What makes people wanting to buy from you?
- Why you?
- Tone, style and brand
- Your Marketplace
Data sources
We share the data with you
We setup auto-forwarding so we know when to stop the campaign.
- We manually look at the response
We can integrate the campaign data
- We use a push integration only to push data to our CRM
Follow-up
- Best practice approach - contact them 4 times (1st email + 3 follow-ups). 8 days apart.
- DNS code added to our servers. We send it from SoPro's servers
Recommendation
- Hubspot
3K contacts for a 3 month campaign
- Send 1K a month or 50 new contacts a working day
Pricing
- £1.5K setup fee
- Individuals contacted - £2.5 per individual contacted regardless of 4 or 6 emails.
If you re-contact them, you charge another £2.5
We build the data very quickly and rapidly.
- Names
Absolutely min of 3 months before contacting them. Ideal is 6 months.
Follow-up
- All emails under 30 seconds
- 1st email - 1st and 2nd key points
- 2nd email - change tack
Whoever it is simulating, we will go and view the profile. Fully automated.
Team size
- 60 UK
- 150 Macedonia
Market experience in broadcaster
- 100 emails out
- 14 -responses
- 10 no thanks
- 4 let's talk
What changes things:
- Who we are going after
- Size of the company
- Industry
Toughest industries
- Pharma & FS
- Sector, size, who is looking for
- Business going through or deceleration
Globally, we are contacting 1.2M contacts am onth
Integration with our CRM