data.com connect presents: josh krafchin - how to close cold email & advertising leads

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How to Close Cold Email & Advertising LeadsTips and tricks

Outbound lead sources

Cold email prospectingAdWordsFacebook AdsLinkedIn AdsTwitter Ads

Outbound leads are usually

SkepticalPressed for timeShopping aroundTough to impressHard to pin down

The Bottom Line1.Know how the lead was captured and react

accordingly2.Respond immediately3.Create a Virtuous Feedback Cycle Between

Sales and Marketing4.Get expectations in line

Different types of entry point1.Consultation/contact request2.Free trial sign up3.Content sign up

Know your lead source!

Respond immediately

1.Send a calendar invite with the mode of communication

2.Ensure a remind goes out a few minutes prior to the meeting

3.If at any point you don’t hear back, call them.

Respond immediately

Ask questions that help them, not you

1.What are your core success metrics and how are you performing against them?

2.What is missing or under-performing that, if solved, would make a significant difference for your business?

3.What would make this call the best use of your time?

Get sales and marketing in sync1. Make outcomes and pipeline progress visible to all

stakeholders2. Make sure the ad creative is transparent to sales3. Have open, non-judgmental conversations with direct

feedback4. Don't be afraid to cut low-quality lead sources5. Don't be afraid to work leads yourself

Get expectations in lineLeads from outbound may close less frequentlyBut some should be closingCold email prospecting often beats paid adsYou need to be aggressive (in a nice way)You have to be at the top of your game

Follow upSet up a follow up meeting with calendar inviteSend a meeting recapAnswer any and all questionsDrip interesting contentFollow up by all available means, if appropriate

Contact MeJosh Krafchin@cleverzebojosh@cleverzebo.com