3 Awesome Sales Outreach Ideas
After reading a statistic recently that 90% of prospects don’t respond to any B2B cold outreach I’ve realised that we need to up our game as salespeople. Over the past few months, I’ve gathered some great ideas from people I’ve met on my sales calls, at meetups and at conferences. I’m going to share 3 of those with you today.
Braydan Young, Head of Growth at Sendoso, says “as email response rates have gotten worse and worse, sales and marketing are looking for new ways to connect with their prospects and customers. Sending someone a coffee, gift, or lunch helps you appear more human and not someone who is just trying to sell them another solution. You begin to build a relationship with them.”
Break The Mould - Do Something Different
Nathan Lippi, Revenue Engineer at PandaDoc, says, “standing out as a salesperson is all about breaking the pattern that people are used to, but 90% of salespeople are doing what everyone else is doing. Emails and phone calls are important and useful. You can break the pattern with these mediums as well, but if that’s all you’re doing, you might struggle to get noticed.”
Nathan provides some supplementary ways to stand out:
Dress differently at conferences. Recently at the Revenue Summit in San Francisco, Nathan went around asking people to sign his jacket as part of a contest. Everyone ended up knowing who he was by the end of the conference!
Give out a unique business “card” that will never be thrown away. Jeffrey Gitomer gives people coins with his face and contact information on them.
Send a good ‘ol fashioned handwritten note. At Letter Friend, they help people send real handwritten notes with a nice visual metaphor like some wildflower seeds (“grow loyalty”).
Use Personalised Video
Ryan O’Hara, VP of Growth and Marketing at LeadIQ, says “when you do prospecting, you’re not just competing with other sales people for your prospect’s time. You’re competing with the marketing machines out there. Try and beat the machines by being more thoughtful than they can. Beat them by making your work personalized, creative, and entertaining.”
So what does Ryan decide to do? He records himself playing the piano and singing personalized songs for his prospects through the video tool Viewedit. This has actually resulted in a 40% conversion from cold outreach into meetings!
If you want more tips like this about B2B sales to check out our blog. We are looking forward to seeing you all at next year's expo.
You can find the original version of this post written by Carol Luong here.