When it comes to inside sales, veterans and newcomers alike struggle with the same thing: prospect outreach. Outreach is the critical connection between a lead in a pipeline and a new customer. We’ve got the insides sales solution to help you make that connection: an intentional outreach cadence.
The Five-Part Outreach Approach
Effective prospect outreach comes from a combination of tested cadence and templates coupled with careful personalization. Your jumping-off point is a carefully crafted email and call cadence to keep prospected engaged and moving through the sales funnel.
The key to effective outreach is two-fold: sincerity and personalization. Each message should convey your genuine interest in getting to know a prospect and helping them achieve their goals. Personalization goes hand-in-hand with this sincerity to discover more and aid them in their efforts.
Essential Outreach Templates
Our proven outreach approach has warmed up previously cold sales pipelines time and again. The spark is in the dedicated outreach structure coupled with a focus on prospect, rather than salesperson, benefit.
1st Attempt: Introduction
This is your first email contact, following a phone call. Start with a call first, keeping both email and phone options open till you discover the prospect’s preferred communication method.
In this email, reference your call or voicemail and add two to three bullet points of impressive results or differentiating services you offer. Conclude by asking if you can send along other helpful material. This focus on providing something for them, rather than a call or meeting that would mostly benefit you, establishes your sincerity emphasis on helping.
2nd Attempt: Curiosity
The prospect knows who you are at this point. Your goal now is to keep communication going and try to find out more about their specific needs.
This is (your name) from (your department) at (your company).
As a reminder, (your company) works with similar companies like (client examples), and we have been helping others in the area meet their marketing goals.
As we understand, you are the (Title), and we’re curious to learn about any marketing strategy, implementation, or design challenges you are currently facing and share how (your company) has helped similar businesses like (examples in their area) by providing custom solutions that deliver results.
We’re interested in learning about your existing customer experience, as well as sharing with you our innovative solutions.
Do you have any time in (month) for a phone call?
Looking forward to connecting,
3rd Attempt: Email Forward
Your third contact is more of a nudge. There are a multitude of reasons why a prospect hasn’t responded at this point, and you don’t want to alienate them with pushing too hard. A simple forward of your last email brings the information to the top of their inbox without being too aggressive.
Not sure if you got my last email, are you interested in having a conversation?
Have a great rest of your day!
4th Attempt: Reciprocity
Now it’s time to provide extra incentive for the prospect: give them something, such as an eGuide or product sample, that will benefit them whether or not you work together. This pure gift shows your company’s expertise and your genuine interest in helping.
You can add in a soft ask to connect, such as “if you’re available in the coming weeks, we’d appreciate the opportunity to meet and share more on how we can help you meet your marketing goals.” However, remain focused on providing a benefit for them.
5th Attempt: Hail Mary
This is your last-ditch attempt (for now). There is such a thing as too much outreach in a given time period. If a prospect hasn’t responded at all by now, chances are low they’ll respond after a sixth, seventh, or eighth contact. Throw your Hail Mary pass! If the prospects responds, move them along in the sales journey. If they don’t, move them to your re-engage list to start contact again at another time.
As a follow up to my previous messages, are you still (title) at (Account Name)?
I was hoping you could help me out and direct me to the correct person at (Account Name) who would handle marketing in your (branch name, location, etc.).
Thank you, (Name), we appreciate your help.
The Ultimate Sales Solution from NuGrowth Solutions
We know these sales outreach cadences and templates inside and out. With over 70 years’ combined sales experience, the experts at NuGrowth Solutions have the templates, tools, and training you need to bring your sales experience from zero to sixty in no time.
Find out more about what we have to offer your business: get in touch by filling out this simple contact form or call us at 614.304.3916.
Sarah Deak is a veteran copywriter and content strategist with NuGrowth Solutions. She likes to look for the unexpected angle and uses her background in education, business development, and marketing to create interesting and informative pieces to equip readers with actionable data