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  • Matt Aird

How to set-up an outbound program from scratch



Thought about doing outbound?


Don't know where to start?


Don't have the time to make 100 calls everyday?


Don't have the budget to hire a dedicated rep?


Outbound sales doesn't have to mean hours upon hours of dedicated effort.


Or mountains of bodies hitting the phones.


Modern tools and processes mean we can do more with less.


That's the idea behind our MMP Prospecting System. It's designed to give you the framework to get results from outbound in less time (1 hour a day).


Here's how you do it.


Outsource List Building


Gathering accurate contact information for the people you want to speak is vital.


You can't do outbound without it.


But it's also a relatively easy thing to outsource.


You have a couple of options here.


Partner with a premium data provider like Sales Science and get verified contact information (video on how we do that here)


Or hire a lead generation contractor on Upwork or Fiver. You should be able to get basic contact information here for around $0.50 per lead. Just make sure they have access at a very minimum to Linkedin Sales Navigator and email verification systems.


Create an Automated Email Sequence


Cold email will be the workhorse of your outbound campaign.


It's easy to scale, allows us to see who has more interest and is a great way to get conversations started.


Here's how you set it up.


Create a sequence of 3 emails.


You should start by offering your prospect something valuable.


Here's an example from a campaign we ran recently:


Hey {{ contact.firstname }},


Crazy times…


I've been thinking about how I can help.


And we’re pretty good at building prospecting lists. (you know... names, email addresses phone numbers, that kind of thing)


So I thought I’d offer to build a list of 50 prospects for you.


Completely free of charge.


At the very least you can add them to your custom digital marketing audiences or your outbound cadences.


Just book a time to meet with me here so I can get an understanding of who you’re looking to target.


Best,


The point of this email was to start a conversation. If they wanted to take me up on the offer they had to book a time in to speak with me.


I get something and they get something in return.


You don't have to provide services for free, you could create ebook, interview a bunch of industry experts on Zoom and share those, send over a creative and insightful infographic the options are endless.


You can then follow this up with other 2 other emails over 3 days explaining how you could hep them to solve a specific problem. (I break this down in detail in the video at the top).


Space these 3 emails over 30 days and you're good to go.


Track Email Engagement and Follow Up Priority Prospects


To send your email use a tools like Hubspot Sales Hub or Woodpecker.co or Reply.io that way you'll be able to track 2 very important things.


Link Clicks and Email Opens.


When this data starts to come through you can start to build out a list of 'Priority' prospects.


With your priority list you should:

- Connect with them on LinkedIn

- Once they accept your request send them a personalized video message DM

- Call them every day for 10 days (ideally from different numbers)


This will create sales opportunities.


How to Scale it


You can scale this approach by building multiple email domains and setting up multiple accounts at those domains so you can send more email.


Most email providers have daily sending limits per account but this is an easy way to get around them.


So get to it.


Start prospecting.


Start booking meetings and gaining context.


As always if you want any help, give me a shout.

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