The B2B Revenue Executive Experience
The B2B Revenue Executive Experience

Episode · 3 years ago

Become 3x More Effective with Video Prospecting w/ Jason Bay


If you don’t know who you’re prospecting--if you don’t speak their language and understand their pain points--you won’t make any headway.

One way to cut through the clutter is with personalized video directly to a named prospect whose pain points you understand.

On this episode, I interview Jason Bay, cofounder and CRO of Blissful Prospecting, everyone’s favorite topic--I mean, least favorite topic--prospecting.

What we talked about:

  • Do most of your prospecting with video
  • Guidelines for creating authentic videos
  • Overcoming video prospecting barriers

Checkout these resources we mentioned during the podcast:

  • Jason’s a definitive guide to video prospecting made just for my podcast listeners at
  • The Blissful Prospecting website, which is full of more free resources

For the entire interview, you can listen to The B2B Revenue Executive Experience.


If you don’t use Apple Podcasts, we suggest this link.

Rod I thinking, because it's definitely the way to go. So these types of videos don't need to be like, overly produced, you don't need to be in a super nice office and, frankly, you don't have to be that goodlooking either. You're listening to the B Tob Revenue Executive Experience, a podcast dedicated to helping executives train their sales and marketing teams to optimize growth. Whether you're looking for techniques and strategies, were tools and resources, you've come to the right place. Let's accelerate your growth in three, two, one. Welcome everyone to the BB revenue executive experience. I'm your host, Chad Sanderson. Today we're talking about everyone's favorite topic, prospecting, and in fact, just before we hit record on this episode, I was talking to a client who literally sounded as if they were ready to give up on the day when it's only eight thirty in the morning, because they had to start today with prospecting. So to help us with this we have Jason Bay, founder and Crow of blissful prospecting. Jason, thank you so much for taking time and welcome to the show. I'm looking forward to appreciate you have me on Chad, it's going to be a good time. So you've listened to the show, so you know kind of the drill we always have to start with. I want to call it oddball or off the wall question, but just a the helps people get to know you a little bit better. So, looking back over your career, is there a defining moment or an event that provided insights you continue to leverage today or perhaps change the trajectory or perspective of your career that you can share with the audience? Yeah, definitely. So I was a freshman in college about twelve years ago and I ended up working with a company called college works painting, and essentially what we did was they said Hey, here's how to good door to door sell house painting services, all that good stuff. Ended up working with them for about six six or seven years, became a sales director and I left at the end of two thousand and thirteen because it's like hey, I know how to train sales people, I know how to do some of the marketing stuff that works well in this industry. I want to go work with other companies. So this is sort of my first adventure on my own without a system that was given to me to just execute as a salesperson. So I was really excited, just like everyone else is when they start their first business. And one of the immediate roadblocks that I had was, you know, outside of ward of math and referrals and sort of telling everyone of my network that, Hey, I'm available for hire, I want to help help you grow your sales team and, you know, help with all this demand generation and all that stuff. I didn't really know how to do outbound and do the equivalent of going door to door selling consumer based, you know, services. So the first thing I started doing, just because I'm a nerd like this, is, Hey, let's let's find a book on how to do this right, and one of the first books, I'm sure you're fairly familiar with, is predictable revenue by Aaron Ross. Absolutely sound like, Oh my God, I found the guy that's saying hey, this is this is kind of easy. You just start sending cold emails and they can cold calls and all this other stuff at... for sales force. Why wouldn't it work for me? And I started doing that and I felt like I had this like master plan that was going to really change my life and give me the ability to not have to go back to the corporate world and get a job again, and I just sort of learned the hard way by failing a bunch of the beginning with hey, if I just queue up a bunch of emails in a generic email templet that I found online somewhere and send it out the thousands of people, good way to make a lot of people angry and it's it's a it's a really easy way to annoy a lot of people and ruined your reputation and all that other good stuff. And I was like, you know what, I'm probably not giving this the attention it deserves and approaching this the right way. And really what I figured out through trial and error for a couple years was, well, who by reaching out to? How do I understand what they want and how can I sort of position how I can help them with our consulting to really start a conversation with them and actually learn a little bit more about hey. What are they trying to accomplish? What are their challenges? What language do they use? And that's where we started. blissful prospecting was we just Ed us a lot of that BETB company. As as I was connecting with we're like, Hey, that was a cool cold email that you sent me. Can you do that for us? Can you teach us how to do that? And that's where we just learned a lot about. Well, Hey, most sales people, when it comes to prospecting, the thing we always hear is, you know, no one likes to do it and everyone knows the need to do more of it. So absolutely that was that was how we started busiful prospecting, and so talk to a little bit more about blusiful prospective. Do you guys train the teams to do it or do you do it for them? But we're both. What does that look like? So we do both. We we call it done with you prospecting, because we used to call it done for you, and people had this sort of mindset. A well, okay, they're just going to do all the prospecting for us. Yeah, we'll just run the sales appointmments. And it's very hard when you're doing prospecting for a company because you have to learn all about their industry. So you got to know their personas in their prospects. Oftentimes we have to know it better than them because they don't actually really know their personas and have ideal client profiles. So that's that's toff. But for the right client will do the prospecting with them. So everything up to the point of running that first meeting. So we'll set it up for their SDR or acount exact or whatever. My beat it's running the first meeting. And then what we've been doing a lot lately, just because people have been coming to us, is working with both individual reps and sales teams on how to apply our messaging, your methodology to figuring out, Hey, do you know your prospects like really they're sticky challenges that they're working with and how does that translate into a couple sentences in an email or what you might see in a video or your match and a cold call? Excellent. Yeah, it's all about it's but understanding the person you're going after right and quick, powerful succinc so let's... real honest. So, audience, you need to understand how how Jason and I connected. He actually used his techniques and sent me a video based email. And anybody who listens, no, I get a lot of I get a lot of crap. I got a lot of crappy prospecting stuff and this one was spot on. Best use of video I've seen in a prospecting email hands down. It was exactly targeted towards me. It was perfectly done, well executed. Doesn't hurt that Jason's a goodlooking dude. I'm like myself. So amazing to see that work. So video in prospecting is something that a lot of people talk about but, like you when we were talking about before, we have record. Not a lot of people do it well, and so would love to hear kind of your perspective on the video prospecting side of it. What's working? Why did you you know? Why have you seen that be more effective? Are there, you know, tips and tricks that you would recommend? You know, how does that play and all of this for you? Definitely, and I appreciate the kind words. I've never never said that. No one's ever told me I got a meeting because of my lucks. So I appreciate that. That wasn't what you got it. That wasn't why I got it. Is is helped right, not like looking at me, there's is not happy and email boxes. So I think a good place to start. As you know, why video one of the things that a company called A Bridge Group. If you guys haven't checked them out, they do a lot of really cool studies on STRs and account executives and and, most importantly, like what type of activities are these really successful companies that do oupnd like, what are they doing? And one of the things they found one of their studies that sort of prompted me to really think more about video was that email automation is such an easy thing to do these days and it's so cheap to do through even a tool like male shape that you can pay twenty bucks a month for and do that sort of stuff. Linkedin automation is really easy to do these days. I'm sure you get a lot of messages on Linkedin that are automated, no personalization. So what that does is it creates a lot of clutter. It creates clitter in people's email inboxes and it creates clutter in their linkedin in boxes. So what they looked at, though, is that companies that started using video and found a way to cut through the clutter in an email by using something that's so obviously personalized that you have a much higher success rate of getting a meeting and sales loft and help spot. They done tons of studies on this stuff and it's they found that it's actually about three to four times more effective at getting a meeting. So you might convert two out of every one hundred people you set up for a meeting when you do outbound to maybe six or eight or ten buying incorporating video. So video is going to help you cut through the clutter. It's a way to stick out and in my opinion it's a lot easier to do than actually write the personalization because I can pop on real quick. Takes Forty five seconds, that sort of thing. So the case for video is a really obvious one, in my opinion, in terms of how to do it. I think this broke it down it a couple parts. So the when...

...we use video, the timing is usually after we can see if the prospect has shown some sort of engagement. So if you're using a sales engagement platform like sales laft or outreach or mixmax or whatever you're using, typically you'll get to see if people are opening up emails and you can sort prospects by their engagement. So, for example, if I said a hundred cold emails last week, what I might look at is, Hey, I got a fifty percent open rate and out of those fifty people that opened it, ten of those people opened it like half a dozen times, or even maybe a dozen times, which is an indicator that hey, there might be interested in what's in there, they might be fording it around, and let me send a video to them. So it's the videos kind of triggered based on their engagement. So that's one way to do it. So any extra time that you can spend personalizing and doing extra stuff, only do it on prospects that are showing engagement. And then the other use case for videos sort of how I reached out to you. If you have a really high value prospect, like I know there are very limited number of sales podcasts I want to get on, so I'm willing to do a video on the very first email because I want to make a really good first impression, it were. Yeah, so those are the two scenarios that I would use. If you have like a list of dream clients or logos that you really really want to work with, like, it's definitely worth sending a video on the first you know, so it's time. So if we're doing more of an account base sales approached like this as a strategic account. That's a good use case for it. Otherwise, if we're doing more remarket based or broader approach, then we really want to make sure we're leveraging that time around people that have expressed some interest. Definitely. And so so here's the so you said it's easier than email. Now, anytime I've tried to do video, and I this is more about me so in anybody else. So taking with a great sult, any time I've tried to do it, I will. I'd watch the video back and I go, yeah, I can't handle that. I didn't pronounce that Word Cris Blue Enough for so that forty five seconds turns into two hours sometimes to do a video that I'm comfortable with. So what are the you know, what are the kind of the guidelines that you would give to people if they're going to start jumping into this? Is there, you know, is does it have to be, you know, high production, high value, no high impact, Michael Bay type stuff, or is raw and authentic okay and acceptable? Ron I thenting. It's definitely the way to go. So these types of videos don't need to be like overly produced. You don't need to be in a super nice office and frankly, you don't have to be that goodlooking either, you know. So there's hope, Chad. So what I always say is the messaging is way more important than the medium. So if you don't have something good to say, like videos not going to be your saving grace. But there's a couple things that you can you can do it really increase your chances of getting a response back. So I would break this in a couple of categories. We can talk about the messaging here in a second, but there's some generic things that you can do in terms of like...

...make sure that you have a tool like vid yard you a loom is another tool that you can use like it's actually has a workflow for you to be able to just open up your Gmail or your outlook and then embed a video right into the email. So make it easy. The other thing that you want to make sure to do, because these tools are going to embed a thumbnail into the email, is I always like to take a piece of paper or a whiteboard write the person's name on there. So I just like High Chad exclamation mark and I'll hold that up and wave and let and look and make eye contact with the camera. That's really important, and that'll capture the thumbnail that goes into the email. So when the person opens up the email, they're going to see that I'm waving at them and I have their name written down on a whiteboard. So it's very obvious that it's personalized. The reason why you want to make eye contact with the camera is that it's gonna, you know, this is really a good best practice for video calls to it's going to feel like you're talking to the prospect instead of at them, and you really want them to feel like, oh, this person's talking to me. The other thing too, and this is a very obvious thing, but a lot of people get super serious when they're prospecting for some reason. Like smile. Smiling comes through in your voice. It's like it looks more friendly, like be very approachable. No different than if you're at a networking event or a conference. If you walk around with a huge grant on your face and and you're smiling, you're just more approachable. People are going to want to be more open to talking to you. So those are the best practices in terms of the the setup and sort of what to do in terms of what to say. The framework that I follow is is pretty simple. I want to, in about forty five to sixty seconds, show that, hey, I have some sort of personalization in here, and this is the same framework for an email. I want to include my value prop and then I want to have a call to action. So the way that I do this and what I say is you might sound something like h Ad Jason here. One is sent over a quick video to you. The reason I was reaching out actually is it I really noticed like you're really into podcasting and I particularly like this episode where you talked about this thing. And, Oh, by the way, I included a couple links in the email here where you might be interested in checking out a few interviews I was on. I was wonder know if you're accepting any guests at this time. I thought we might be able to talk about video prospecting and them might be valuable for your audience. Let me know if that's something you want to chat with more and happy to coordinate a time and if not, you keep up the good work. You know, something like that. So I have some sort of personalization that I showed you that I listen to your podcast or like, if I'm selling sales training to someone. I might be hey. You know, listen to this recent podcast where you guys talk about the importance of closing this way. Really resonate with that approach. The reason I'm reaching out is we actually work with reps that are having challenges with getting people to open their cold emails and then respond to them, and they're wasting a lot of time writing all of these emails when they could be spending that time talking to prospects. Wasn't sure if that was a challenge that you have right now, but if it is,...

...would love to share some ideas with you. You know, so you have that value prop and some sort of sticky challenge, if possible, in there in a couple sentences and then your call to action and then you sign off and send the video. Should be able to do that in about forty five seconds or so. So these forty five seconds kind of the ideal length. Have we seen any stats or results on, you know, where you start to lose people or response raids based on length of the video itself? Definitely so. The cool thing about a tool like fid yard is this going to tell you exactly how far people get when they watch your videos. Most of the videos I sent, if the person's watches the video, they watch almost a hundred percent of the video and I've noticed when it goes over sixty seconds, people tend to really kind of fade off or they don't really watch much of it at all. So what I see is, Hey, I click play and I see this is a three minute video, I watch a couple seconds of it and that's it. Or I watch the first forty, five or sixty seconds and I exit out and don't respond. So attention span is very short. It's no different than if you're sending a cold email. My opinion it should be three to five sentences Max. Okay, three too excellent, and so that. So I want to go back to something said. The message is more important than the medium. A lot of the sales people that we, you know, we all come into contact with, if they didn't, you know, grow up going hey, I'm going to be a salesperson and master all the skills to be able to be the best sales person in the world, which requires, you know, spelling, grammar and the idea that how to put a message together right, the the polished presentation to some extent. How how do you suggest, I mean that three to five sentence staff. I really like that. But how do you suggest the individuals that maybe do default to that type of communication, whether be written or video, either one that they may have, you know, some hesitancy towards? How do you recommend they kind of overcome that or develop the best practice so it's not as painful or a barrier to them to do the prospect that we all know is necessary to be effective? Yeah, so I think there's a couple things in that question. So I'll start with the first one, around sort of mentality of approaching prospecting in terms of understanding your prospect and I keep talking about this because in the training that I've done, especially the one on one work with like an individual rep that needs help in this area, is to actually really don't understand what their prospects challenges are. So when you're doing prospecting, you really shouldn't experience a lot of rejection in the form of why the heck are you reach out to me like that? That is not relevant for me, like you shouldn't be experiencing that type of job. You should be experiencing yeah, it shouldn't be that and a lot of people get like dude, stop even like Yep, not interested and now's not a good time. That's the type of rejection you should be getting and you should be getting responses, though. So the way that you can do this. I want to give an like a really sticky example here. Chad so, like, if we're going to look at deep he's of sales, for example,...

...and will just use because we both work with sales teams right and into training and that sort of stuff. If I was like then, let's pretend you'r a VP of sales and this could be an email or cold call or whatever. If I was like Hey, Chad so, you know a lot of VP's of sales like yourself or telling me that the reps are not hitting quota, I wanted to know if you be interested in chatting. I have a few ideas for you. YEA, how compelling is that versus hey chat? You know, I was reaching out because a lot of you piece of sales are sharing challenges with other sales managers, like not actually spending time training their reps, and the frustrating part that they've shared is that what that's causing is reps not hitting their quotas. Reps quitting and what they are looking for is a way to easily train them that doesn't take a lot of time. I wasn't sure if that was a challenge that you're having at this time, but if it is, would love to share some ideas with you and your team. Like number two is obviously much more compelling because it's it's sticky. It's an actual challenge in the words and verbiage they might use. It's not this generic we're not hitting our quota or we're not as profitable as like everyone has those like really generic, general challenges. Sure, so you really need to get very, very tangible, and the way that you can do this as a wrap or just with your sales team is when you're doing these discovery calls and you're really digging into their challenges, like ask them questions like well, Hey, you mentioned that your reps are not hitting quotas, but like can we dig a little bit deep there, like what does that mean? Yeah, what happens if this continues for the next six months? Like what happens? How does this affect like you, like are do you have any sort of external pressures or pressure from management to do this? Like what's going on? And you're going to be so surprised at what people say. They're going to give you all kinds of like really really sticky things that you can use word for word in the email. So to kind of bring that full circle and answer your question of like people that are a little hesitating around like how to approach messaging. Well, if you really spend the under the time to understand your prospects challenges and how they buy your products and services, the messaging actually becomes relatively simple. It's a lot of work to get all of that stuff, but that's the thing that you're going to use to connect to your product or service to the prospect absolutely absolutely love it. I mean the challenge is a lot of sales people that you can almost have to build that into like the way you approach a client or the way you approach a prosimic like that, capturing of you know, what is it? WHAT'S THE WHY? Why are they trying to solve these problems? Why are these problems important? You know, the generic things as you talked about, everybody has, but you really have to make it about that individual. I saw a rapport from I can't remember, see me about personalization and email being slightly more effective when you were specific about industry personalization over, especially in a cold one, especially over just starting it to hate Chad, who happens to love Harley Davidson's right... Granted, that would get my attention, but you know, in a general sense, if we're showing that we understand them in the environment that they work in and have a way to get that in front of them, then we're going to be much more likely to connect human to human. Then we are something that's autogenerated and, you know, obviously not personalized. Yep, agree a hundred percent. And another best practice here is like, when you're writing your messaging, whether that's a you know, a talk track for a cold call or your videoscript or whatever like, actually go on Linkedin and find a prospect that you would actually reach out to, get that person's name and the Hey, I'm going to write this to Mike. He's a director of sales. I'm going to write this message to him right now, even though I'm writing a like a template that could be personalized and will be sent to hundreds of people. Like, let me write this to an individual, and then you have something that can scale and doesn't look like this like one too many outreach because your prospect needs to feel like a one to one message. But if you do this, I promise is as a rep, you're going to feel so much more comfortable reaching out to people because you're going to feel like you know them. It's no different than, like when you go to a meet up group and, like I'm really into music. If I went to a meet up group and I play guitar as well, with a bunch of people that play guitar, like I already speak their language, I feel very comfortable going there because I can be like hey, dude, do I have this amplifier and you know it's it doesn't do all the clean sounds play heavy stuff rock and and they'd be like yeah, they totally know what I'm talking about. You know, if you're reaching out to someone you don't really know who they are, of course that's going to feel really uncomfortable because you can't speak their language and then you have to sell them something. You know what I mean? It's like, holy crap, right, that's that's a really big ask of yourself. So one last thing I would share around. This too, is like, if you work at a relatively large company, you might have someone you know. If you're selling to marketing people, for example, see if you can interview some people at Your Company in the marketing department. Amen. That is one of the things I never understood, since people, well, I don't know how to get the attention of a marketing professional. Well, I think I know somethings where you may have access, one where you guys have a marketing team, because have a freaking marketing team, dude, you know, and it should approach it like, Hey, you should try to like prospect to them. If it's a relatively large company, you might have to like practice prospecting to them. And what's the value for them? Right, you know, like a really earn a meeting. But that's you have to have these convers and it just talking to existing clients too. Is Is there another one that you can do? But you got to get beyond what the challenges and like really think about, hey, why is that important? You know, why do you why do you use our product or service? Like, where were you at before you used it and what caused you to change? You just got to get all that stuff and just get really intimate with who your prospect is. Otherwise this video stuff, it doesn't work. I've had a podcast before, Chad, so I know like podcasters right. I know you get hit up a lot. I...

...know that if I include I don't know if our if my email sequence got to this, but I knew that if I suggest actual topics for us to talk about, that's like eliminating three quarters of the work for you. You know, you'll have to like research me and like think about what. What does Jason Specialized like? I'm eliminating all that work for I know that that's something as a podcaster, do you have challenges with. I also know that you get hit up by a ton of people, you know. So just knowing those things and including in the outreach is really, really important and powerful. It was very well done. I mean, I don't anybody who's, you know, spend time when we've been through my classes, knows me, knows I'm a little bit of a curmudgeon. So I'm not afraid to say something something sucks. In fact, I always love it when I'm teaching a class and I get a really crappy cold email. I use it in classes an example or I get a cold call in class, I'll pop that up. So breaking that's fun. Yeah, so it's like because, at the end of the day, all it takes is slow down, apply yourself, focus, understand the other person. Dot Moving so damn fast, and I think that's what the vast majority of people struggle with, is it's we're inundated with all of this input, the data, from slacked email to facebook, snapchat, whatever it is, and it just makes it's you know, we're doing a lot of rapid eyeblinking, trying to take it all in rather than so I'm really thinking about the other individuals we're trying to to connect with. So, okay, so we've talked video, we've talked to email, but we all have heard the team term cadence or sequence, depending on whether he's using outreacher, sells off the inside tells, whatever. What have you found, from a sequence or cadence standpoint, that has a fandacy to make them more effective? Is it something along the lines of using multiple channels, so video in an email versus the phone call, versus a social engagement versus maybe snail mail or direct mail piece? What have you found to be the most effective word, is it better to just stay in one channel and just shoot out video and email? So this is a really great question and this is the part unfortunately, the changes like all the time time. So I think that, like the best way to approach this is to really look at Hey, I'm going to need to test whatever is recommended and these tools allow you to do that and actually get data and just go with what works for you. But there's some some guidelines in inside Salescom had a really good it was like an ebook called the definitive guide to cadence. He and most of the stuffs. It was like a hundred and five or hundred seven activities per day that they were talking something I can I can I know which one you're talking about. I can REMAC and see the chart down the side of the page. Yeah, there was they had that, they had activities and then they also talked about what they learned from analyzing I think was forty foot seven thousand outbound cadences with like four hundred thousand activities or something like that. Some some crazy big number. But the the way to approach this. Firsts is multichannel is definitely more effective than single channel. So if you're just sending an email...

...and you're not coupling that with phone, you're missing out on what they mentioned that we know something very similar. It's about two and a half more times success rate if you're using two channels instead of one. So if you're getting like a two percent conversion, one percent conversion into meetings off your cold emails, like if you just couple that with phone, you're going to get like four or five percent conversion rate. And the reason for that is that it's not that people are going to be picking up the phone a lot. You don't know like the prospect of what their preferred method of communication is. socials really big to today as well. So I recommend, like you're going to do anything, I do email and phone first and then I throw a social in there too. So if you're not at least doing multichannel, you're missing out of time there in terms of a number of touches. The sweet spot that they recommend, and I recommend something just a little bit like longer in my experience, but most cirt cadences of three weeks long and I think that's a little too short to jam and you have twelve activities and it depends on who you're reaching out to, because you don't want to come off as really desperate. And if you're reaching out to a really busy person, like a C level type, I just I don't know, and it depends on what you're selling. It's just so that's a lot of activity in three weeks. So typically what we recommend is spreading the cadence out over thirty to forty five days and you're going to want to you at least ten to folve touches over those thirty to fourty five days, and what that might look like is five to six touches the email, three touches via phone, so calling if you can get a hold of the person or obviously leaving a voice tomail if not, and then using two to three touches over social that's sort of the generic formula that I found is a good starting place. And then you can look at your personas and I might change you know, and in one of the things is if the persona type is maybe a very technical person, engineering, like that sort of thing, that is in front of their computer all the time, they might be way more receptive to email. But in my experience lit these technical people don't like social right, you know. So I'm not going to spend a lot of time on Linkedin. Versus, if I'm reaching out to people in marketing and sales, I know these people typically are on the phone a lot, especially sale people, so phone is going to be an easier way to maybe catch these people. There's also a generational thing too, were a lot of the studies that these, you know, sales engagement platforms have shown is that, hey, people in their forty, fift s and s are yeah, they kind of prefer phone, you know, and that's not true for everyone, but like most of them prefer phone over email, you know. And then the younger people not so much on the phone, in their twenties and s R. and again, that's just what they saw in a steady not that doesn't fit for everyone, but point being, you gotta try this stuff and if you're not doing at least email and phone, you might be missing out on people that just don't respond to cold emails but they'll pick up the phone or vice versa. So that's how I would approach cadences. Love it. I love it all right. Let's Change Direction here a little bit. We ask all of our guests two standard questions towwards the end of each interview. The first is simply as a crow, as... executive, that makes you a prospect, the person for other sales people. And I always like to understand if somebody doesn't have a relationship with you, doesn't ever referral in, what, for you personally, has the best impact of capturing your attention and helping someone earn the right to get fifteen to twenty minutes on their calendar. Really it's empathy. So is it really clear in the email copy or the video that they send or whatever it is, that this person understands us? So what I cannot stand is, like in Linkedin we mark ourselves as a marketing and advertising like that's the category. So in someone sends me an email for marketing agencies and like well, we're not a marketing agency. I guess we're kind of a prospecting agency and we do training. But right there that's an indicator that this person's just using a lot of merge tags and they don't really they did take the time to understand like what we actually do. Right. So if the person is very clearly shown in a sentence or two that they've connected their product or service and there's an actual, like reason why they see us potentially getting value from it. That's the biggest thing that sticks out to me. The other thing, too, is if they have done any type of personalization at all. So, like, honestly, even if it was, hey, I notice you went to organ State University. So did I like some sort of indicator, I don't know, by you. I just hardly any of the emails, maybe one percent of the cold emails I get, have any personalization in them outside of like first aim and company merge tag. So any of that type honestly sticks out to me. And then what is even more compelling this, like I said, when the person is taken the time to actually connect their product or service to a challenge that we might be experiencing in our company. Excellent. Know who you're going out there mayke it personalized, do your homework. It's pretty basic stuff, it is and it's amazing. I mean it's basic, but what? Maybe I'm just wrong, maybe I'm Jada, because you and I have work in the same spaces. The organizations that excel are the ones that double down on the foundational, basic stuff in a market where today they can be so easily distracted by shiny objects or some new tool that promises to be a silver bullet and it's not right. The basics and the foundational methodologies and the approaches that we know have worked for years are actually working better now, even more effective now, because of the noise that we see in the market. So the basic it. You know, hey, I'm a big believer and, you know, keep it simple and go back to you know, go back to basics. So all right, last question. We call it our acceleration insight. There's one thing you could tell sales or marketing professionals, one piece of advice, assuming they listened, that you believe would help them hit their targets, work seed. And what would it be? In why? Don't treat prospects equally? So to do this in two ways. So I'm writing this sound. Yeah, so you need to do this in...

...two a so the first way is you should have some sort of way you prioritize accounts that you're going after. You can call it accounts, be accounts, see, etc. You need some sort of hey, these are the like a hundred companies that, if we work with them, these are like the logos, these are the fortune one thousands or whatever, your dream clients and then your be ones are more of the ones you can do a volume play with you as a sales organization or is a salesperson, a very limited time and approaching it in terms of how can I you know what is the eighty percent of things that I can do to like really are a twenty percent, excuse me, of things that I can do to really drive eighty percent of my results. So part of that is, Hey, I'm only going to spend a lot of extra time personalizing stuff if it's at a dream account. And then the other part to that is only doing the extra effort on personalization and the extra activities to people that are actually engaging with what you're doing in a great way. To this is why I like starting out cadences with emails, a couple emails if possible. Is I'm only going to really call the people that open up my emails, because ideally you should have at least a fifty plus percent open rate and you should keep aaby testing your subject headings in until you get fifty plus percent. A lot of times are our clients like they'll have like sixty five, seventy percent open right, like you just got to keep baby testing. But what you're going to find, like I mentioned earlier, is that there's going to be like ten, fifteen, twenty percent of those people that open the emails a ton but they don't respond to them. Those are the people I'm going to call, because the cold call at that point is more of like a warm call. It's like right, you know, Hey, Chad, this is Jason with blissful prospecting. Does does that sound familiar? And they might say no, why are you calling? Or they might say, Oh, yeah, I got your email. Now you have like an in and there's at least some sort of familiarity there. Right. And if I'm going to especially take the time to send a video, I'm not going to send it to everyone and less they fit that dream client profile. But I'm going to spend that extra time because, again, as a wrap as it, still see me a very limited resources and you only have a certain amount of time that you can do this type of stuff. So why not spend the extra effort on people that are actually engaging with what you're sending them? Well, love it. I love it. Great Advice. Great Advice, all right. Reason, if a listener is interested in talking more about this or learning more about blissful prospecting? Do you prefer they hit you on linked in? Is Our special place? You want to go on the website? Where should we send them? Yeah, so there's a couple places. The first one I would go to we actually created a definitive guide to video prospecting and you can get that at blissful prospectingcom slash chat. So I just create a special link for you guys and what that's going to have is what toll you should use, what you should say and the sort of all the things outlined that we talked about today in something you can read in like five or ten minutes. So I definitely recommend checking that out and then just go to our website. From there there's tons of free resources. We have a newsletter, we have another guide on cold email using something that we came up with called the reply method. You're just going to get a really good feel for kind of the stuff that's out there. That's like free and you can decide, hey, do I resonate with this or...

...not, and if you do, you you know, we might buill to help you guys out. For Jason. Thank you so much for being on the show today has been an absolute pleasure, awesome. Appreciate you having me on chat. All right, everybody that does it for this episode, do you know the drill be to be REV exactcom share with friends, family, Co Workers, drop us a review on itunes and until next time. We have value selling associates with nothing but the greatest success. You've been listening to the B Tob Revenue Executive Experience. To ensure that you never miss an episode, subscribe to the show and Itunes or your favorite podcast player. Thank you so much for listening. Until next time,.

In-Stream Audio Search


Search across all episodes within this podcast

Episodes (256)