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Tactical Selling

I’m now an Intro expert

I’m now an Intro expert

Today’s newsletter is a bit different. It’s almost the end of the year and I thought I’d share a quick update I’m really excited about. A few weeks ago, I stumbled on a post from Justin Welsh, where he shared his Intro link.

Image #1

If you don’t know about Intro, it’s a marketplace where you can book a 1:1 video consultation with top experts from all types of industries. When I saw Justin’s profile, I thought this concept was a great idea and I immediately tried to create a profile.

But there was an issue.

You have to apply to become an expert on Intro. So I submitted my application, without much hope.

And after 2 weeks, I received this email:

Image #2

I was over the moon. When I joined the call with Austin, I learned that there was 18.000+ people on the waitlist to become an expert, so I’m super flattered I got invited.

But you may wonder why I’m so happy, when I already give 1:1 video consultations. I’m actually focusing on something a bit different than sales coaching with Intro.

For 6 years now, I’ve been working for myself and building a life a lot of people are dreaming to build. I work when I want, where I want, and I don’t have a boss telling me what to do. I was able to build my work around my life, and not the way around.

These Intro consultations are priced way higher than my sales consultations because I want to work with people who are serious about building a life in their own terms. I understand that not everyone is ready to do so, and that’s absolutely fine. If you’re not serious about escaping the hamster wheel, please don’t book a session.

But if you feel ready to bet on yourself, I’d love to give you some guidance on what you can do, right now, in a 1:1 consultation.

Hope to see you in there.

Cheers,

Thibaut Souyris

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Tactical Selling

How to avoid burning out as a remote salesperson

How to avoid burning out as a remote salesperson

In today’s newsletter, I’ll share a simple tool to help reduce the risk of burning out when working as a remote salesperson. 2024 hasn’t been easy, especially for remote salespeople. Around 2/3 of salespeople are expected to miss their sales targets this year, adding a lot of pressure to their lives.

We’ve all been there. You wake up one day, and you instantly start getting anxious. You know you have a ton of things to do, but you have no clue how you’re going to do them when there are so few hours in the day. Even worse, you know that your to-do list is growing bigger every day.

You start your day with this dark cloud over your head. You can’t stop thinking of what have to do, which makes you less present and more anxious. I know about it because I experienced it when we moved to Mexico in September.

This is where a Mind Sweep will help. A Mind Sweep is a simple exercise I discovered when I purchased Notion Mastery, a few years ago.

Here’s how it’s done, step-by-step:

Step 1: Capture your thoughts

Start by writing down all of your thoughts. You don’t need to get them structured, or prioritized. Just list everything you have on your mind. It can be professional or personal. It doesn’t matter, as long as you’re capturing it.

I don’t know about you, but I often get stressed or anxious because I know I need to do something, but I’m afraid I’ll forget to do it. Something simple like paying the electric bill, or following up with a customer. I know I need to do it, but if I don’t write it down, or act on it, I start worrying.

As the day goes by, I feel anxious, but I forget why I’m anxious. I spend more time thinking of why I’m anxious, and I can’t remember why. Then I become angry, stressed, and soon enough, I’m unbearable.

By capturing your thoughts, you go from worrying about what you have to do, to knowing that your thoughts are captured, and you just need to go back to your mind sweep to see what you have to do.

Here’s an example from my Mind Sweep for Sales:

Image #1

Step 2: List projects and tasks

When you’re done capturing your thoughts, you can start breaking them down into projects and tasks. Projects include multiple tasks and they are bigger initiatives. It’s always important to use action verbs and being really specific with your tasks.

Something like “reach my quota” isn’t specific. “Build a 30-day plan to close Q4 at 110%” is specific.

Here’s an example of what I captured above turned into projects and tasks.

Image #2

As you can see, some of the tasks and projects weren’t even captured initially. That’s the power of turning ideas into projects. It helps you go deeper and create a complete to-do list.

Step 3: Prioritize projects and tasks

Now that you have clear projects and tasks, you can start prioritizing them. I like to use two types of prioritization frameworks. One for for projects and another one for tasks.

For projects, I’ll use Top Prio, Mid Prio, Low Prio. This gives you a clear indication of where you’ll need to focus in the next 30 to 90 days. When you’re done prioritizing projects, you can use the Now, Next, last framework for tasks.

Here’s an example to help you understand:

Image #3

This is how I turn an immense to-do list into a concrete plan. A Mind Sweep is an exercise I recommend doing as soon as you’re feeling anxious or stressed because of your workload. You can use this Mind Sweep for Sales I have created, or use my link to grab Notion Mastery if you want to do a complete overhaul of the way you manage your life.

Hope this helps.

Cheers,

Thibaut Souyris

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Tactical Selling

A simple framework to prioritize inbound leads

A simple framework to prioritize inbound leads

In today’s newsletter, I’ll share a useful prioritization framework if you have to deal with inbound leads. It comes from a 1:1 coaching session we did with a customer who is dealing with an important flow of inbound leads.

It may come as a surprise, but inbound leads aren’t always worth pursuing. This framework will help you understand where to put your effort.

Here’s how, step-by-step:

Step 1: Score your leads

Before contacting a lead, you need to give it a score. A score is related to the behavior of your lead. Everything from website visits, webinar signup, demo request, and so on.

There are countless intent-signals and triggers you can use to score a lead. For example, your marketing team may send you unprioritized leads lists with details about their activity. A lead who signed up for a webinar 3 months ago has a low score. They most likely aren’t in the market for your solution.

On the contrary, a lead who visited your website 10 times in the last week, downloaded more than 3 resources, and has been viewing the pricing page a few times has a high score.

Step 2: Grade your leads

Second dimension of our matrix is the grade of a lead. The grade has to do with the profile of the lead. Look at the firmographic and demographic data about the lead. What company are they working for, what’s their job title, have they recently switched jobs?

All this data will give you a good understanding of the quality of the lead. For example, an intern at a shady company on the other side of the world has a low grade. On the contrary, the CRO of a multi-million dollar tech company has an excellent grade (if you’re selling to this type of people).

You can build an ICP Matrix if you want to have a benchmark to help you grade leads.

Step 3: Prioritize your leads

Meet the Inbound Lead Prioritization Matrix

As you can see, the vertical axis represents the score of the lead. Bottom is low, top is high. The horizontal axis represents the grade of the lead. Left is low, right is high.

Let’s work with 4 different examples.

In our first situation, you receive an inbound lead that has requested to be contacted for a demo. Upon additional research, you find out that this lead is working for a tier 1 account.

  • Score: High
  • Grade: High
  • Priority: Contact 1st (top right quadrant)

Now you receive an inbound lead who attended a webinar 6 months ago. You do some additional research and find out that this person is the CRO of a tier 2 company.

  • Score: Low
  • Grade: High
  • Priority: Contact 2nd (bottom right quadrant)

You receive an inbound lead who is requesting to be contacted for a demo. After some research, you see that the lead is an intern for a company without a LinkedIn profile

  • Score: High
  • Grade: Low
  • Priority: Contact 3rd (top left quadrant)

Finally, you receive an inbound lead that has downloaded an eBook a year ago. This lead is an individual contributor for a company outside of your ICP.

  • Score: Low
  • Grade: Low
  • Priority: Contact last (bottom left quadrant)

With this matrix, you’re able to take an inbound lead list and assign a priority to each lead based on their demographic and behavioral data. This will help you focus on deals that will create more impact and get you closed to reaching your targets.

Hope this helps.

Cheers,

Thibaut

P.S. I’m doing a Black Friday deal for my first online course, The New Outreach System. It’s the first online course I launched, but I realized my customers were able to book more meetings because this course was focused on the fundamentals of human psychology, not AI tools and gimmicks. Grab it for 50% off before Friday with code “LO2140K”.

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Categories
Tactical Selling

How to book meetings at in-person events

How to book meetings at in-person events

In today’s newsletter, I’ll share a simple tactic you can use if you want to book meetings at in-person events. Q4 is usually jam-packed with trade shows and events. Marketing teams spend a ton of money to get a booth, yet most sales reps don’t maximize these events for pipeline.

The system I’m about to share is one that a sales rep I coach has been using successfully at Web Summit to book 8 meetings. He even managed to close two deals, while he was at the event.

Step 1: Build your profile in the event app

When you go to an event, there’s usually an app to help the attendees get to the location, understand the schedule, and communicate with other attendees. Most salespeople sleep on the opportunity to use this app to book meetings.

Instead of just using the app to plan your event, take some time to build your profile. It’s usually similar to a LinkedIn profile, with a picture, a headline, a bio, and a a few options to get in touch with you. Get all these elements right. You can apply the concepts in this free guide to help you.

Step 2: Build your list of prospects

Now that your profile is ready, you can start building a list of prospects to contact. Just like any other list, start by updating your Ideal Customer Profile. Find the types of companies you’d like to contact, and find the ATL and the BTL you’d like to start conversations with.

When this is done, you don’t have any excuse to start prospecting. You have a list of people who will be in the same room as you (even if it’s a big one), so you can get to work.

Step 3: Send a short, direct message

This is where most people who use the event app make a mistake. They craft a cookie-cutter message and they send it to everyone. They pitch their company, and ask for a meeting at the event.

Stop that immediately.

Instead, write a short, direct message. Something like: “FirstName, when can I come to see you at your booth?”.

You’d be surprised. The rep I’ve been coaching for that event was able to book 8 meetings. He did his homework, he built his profile in the app, he created a list of prospects, and he sent them this message.

As a result, he was able to get a 30%+ reply rate, he was able to start conversations, and he navigated them to book meetings.

Step 4: Meet at the event

I’ve been to a few trade shows myself, and I wasn’t prepared as I should be. I was wandering around, looking for people to approach, without meetings lined up. I ended up collecting a few business cards here and there, with almost no opportunities generated.

That was back when I was starting my career as a sales rep. Luckily, my coaching customer didn’t do the same.

With all the meetings lined up, he showed up to booths at Web Summit, had a ton of conversations, and he was even able to close two deals, while being at the event.

He didn’t approach people to pitch his product, instead he tried to understand their plans for the rest of the year and for 2025. Conversations flowed naturally, he was able to find problems, quantify them, and craft a solution with his customers.

And this is how you can book meetings at in-person events. Use the event app, build lead lists, send them a short, direct message, and have natural conversations with them at the event. This will help you maximize the opportunities from events, so try it next time you’re at one.

Hope this helps.

Cheers,

Thibaut Souyris

P.S. If you’re interested in getting coached individually like my customer, I’m opening a few coaching slots. Right now, I’m working on a weekly 1:1 coaching, unlimited WhatsApp async conversations, and custom projects when necessary. I charge €600 per month or €1.500 for 3 months, cancel any time. If that’s interesting to you, you can book a quick chat so we can see if we’re a fit.

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Tactical Selling

How to reorganize your day as a remote salesperson

How to reorganize your day as a remote salesperson

In today’s newsletter, I’ll share how you can organize your day as a remote salesperson. When working remotely, self-discipline is critical. If you can’t stay organized, you’ll spend your day procrastinating, and your results will immediately suffer.

Good remote sales jobs are hard to come by, but they still exist. If you want to find or keep a good remote position, you need a system to understand what to focus on to be successful in your professional and personal life.

Here’s mine, step-by-step:

Step 1: List your projects and tasks

Selling remotely isn’t just about running discovery calls and sending Docusigns. There are tons of different projects and tasks you need to execute to make sure you perform. There are also tons of projects and tasks that won’t help you.

The first thing you need to do is to list the projects and the tasks related, so you can have an idea of the ones that are important.

Let me give you an example. We recently moved to Mexico with my wife and my son, and the first few weeks have been super hectic. Between the move, furnishing the house, and starting new businesses, I kept getting behind my work, so I decided to list the projects and tasks that were important to make sure I could keep selling. Here are 3 projects I worked on:

Restart prospecting routine

  • Define daily ritual
  • Catch up on follow-ups
  • Add new daily prospecting blocker

Revamp content strategy

  • Review top-performing content
  • Build video recording studio
  • Add new content planning and building blockers

Launch weekly mentoring offering – Send me “Mentoring” on WhatsApp if you’re interested

  • Survey newsletter subscribers
  • Prospect existing customers
  • Build mentoring packages

Step 2: Do an audit of your day

Now that you know what projects you need to focus on, you can start auditing your day. It’s often the last thing you’ll want to do when you’re busy, but I guarantee it will help you get more clarity and reduce the stress related to your work.

To audit your day, write down everything you’re doing in a given day (you can do more than one day to get a better view of what you’re working on). Do include all the personal tasks that fill your day. If you’re working remotely, your personal and professional life will often blend. For example, here was a typical weekday for me, before reorganizing my day:

  • Wake up and take calls, catch up on messages before my son wakes up (15 min max)
  • Comment and catch up on my LinkedIn post while preparing breakfast for my son
  • Bring my son to his kindergarten
  • Clean up the kitchen, take a shower
  • Go back to working (it’s already 10AM by the time I get started)
  • Go down to grab a coffee
  • Work a bit
  • Eat lunch
  • Try to work and realize I’m too tired
  • Take a nap instead

When you do this, you start seeing patterns and realize how much time you’re wasting by switching tasks. In my case, I realized that:

  • I was working 2 hours max, because I kept getting interrupted
  • I was not present for my son when he was waking up
  • I would do sport irregularly
  • After 2PM, I’d be so drained by the constant task switching that I wouldn’t be able to get back to work

I was basically letting my work permeate into my personal life, making both less enjoyable.

Step 3: Reorganize your day

With this audit, I had a clear vision of what was wrong. I understood why I felt like there wasn’t enough hours in my day. That’s when I made a few changes that have drastically improved my efficiency and the pleasure I took from working from home.

Here’s how my day looks like now:

Image #1

As you can see, I’ve done a few major changes. My mornings are purely focused on my personal life. From 7:00 to 8:00, I take care of my son, I leave my phone in my room, and I’m trying to be fully present for my son and my wife.

Then I bring my son to his kindergarten, go the gym, and I’m back home at 9:00. From 9:00 to 13:00, I’m fully focused on working. I start with my prospecting routine, take a few calls, and work on building content for my subscribers.

Then I grab lunch, and the rest of the day is focused on running side businesses, taking care of my home, and spending time with my family.

Since I’ve reorganized my day, I’m a lot more productive, I’m more present for my family, and I have a strong sense of achievement that I had lost because of the changes in my life. I encourage you to do the same if you want to keep enjoying your remote sales position (and keep it).

Hope this helps.

P.S. If you need help running this process, I’m opening a few 1:1 remote sales productivity sessions. As I’m just launching this offering, you can grab it for $150 instead of $300 (be quick, discount ends tonight at 11.59PM Mexico City Time).

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Tactical Selling

How I use LinkedIn and WhatsApp to book meetings faster

How I use LinkedIn and WhatsApp to book meetings faster

In today’s newsletter, I’ll share how I use LinkedIn and WhatsApp to book more meetings, and to book them quicker. LinkedIn and WhatsApp are quickly becoming my favorite duo, as I have found a way to combine these two channels to turn replies into meetings.

Here’s how, step-by-step:

Step 1: Start conversations on LinkedIn

LinkedIn is the best channel to find triggers and prospects. They leave their digital footprint everywhere.

Post likes. Profile views. Event attendance. You can use all these interactions as triggers to start conversations.

For example, when a prospect likes a post about multi-channel outreach, you can use it as an excuse to start a conversation.

Something like: “Mary, saw you also liked Morgan’s post about his Captain Boomerang Play. Ever thought of using this play on WhatsApp?”

If you need inspiration, here’s a list of 26 cold outreach message templates.

Step 2: Move conversations on WhatsApp

Most people won’t reply to your outreach. And it’s absolutely fine.

But some will.

LinkedIn is a busy place. Your prospects keep getting pitch slapped. Your conversations on LinkedIn often end up nowhere.

This is where moving the conversation on WhatsApp makes sense.

Use a variation of this message: “Mary, thanks for your reply. Opposed to sharing your WhatsApp so I can show you how I use this channel to book more meetings? I found voice notes to be easier to consume.”

Step 3: Drop a voice note

Some people won’t be fine to share their WhatsApp with you. Again, it’s fine.

But some will.

When they share their WhatsApp number, don’t send them a lengthy text message. Instead, use the voice note feature in WhatsApp. You will find it at the bottom right of your screen. It’s a small microphone icon.

You’ll get a lot more replies with voice notes over text messages. When you use this feature, you humanize your communication.

It also increases the chances of your message getting heard, and getting replies. Most prospects are super busy, and answering by typing a text message is a major blocker for most people.

And this is how I use LinkedIn and WhatsApp in combination to book meetings. LinkedIn is the prospecting channel, and WhatsApp the conversation channel. If you want to try it, drop me a voice note on WhatsApp.

Hope this helps.

Cheers,

Thibaut

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Tactical Selling

Why automation killed conversations

Why automation killed conversations

In today’s newsletter, I’ll share why I think automation killed conversations. If you’re using automation to book outbound meetings, and you’re barely getting replies, this will help.

Automation is a great way to save time, and scale your outreach, but salespeople often use it in a way that hurts their performance. They create a sequence, add a bunch of templates, hit start, and get no replies.

Here’s what I think about that.

The observation

The first automation tool I used was Yesware.

It was in 2015.

At the time, you could create a sequence, enroll prospects, and your entire prospecting was on autopilot. It was a great time.

But salespeople abused these automation tools. Under the pressure of shareholders interested in multiplying their investments’ valuations, sales teams started sending thousands of outbound messages everyday.

Prospects got tired of being bombarded with crappy cold outreach messages. They got overwhelmed. They stopped paying attention.

Then came additional spam filters from email service providers, daily limits, and now email is barely usable for outbound prospecting.

What to do instead

If the situation I described above is familiar, you’re not alone. Here’s what you can do about it:

Step 1: Automate what you can

Take a step back and put yourself in the shoes of your prospects. Imagine being on the receiving end of a cookie-cutter outbound sequence. What’s your first reflex?

I personally scan all the emails, LinkedIn messages, and texts I receive and I can say within a second if it’s automated or not. 100% of people who send me automated messages end up blocked and in my spam filter, just like Lynette:

So, what can you do about it?

It’s simple; stop automating email sending. Use automation to remind you of your tasks, but for nothing else. I personally use Amplemarket to help my with my prospecting, and the only automation is a workflow that adds a follow-up task after 2 business days if the prospect didn’t reply.

Step 2: Do your homework, every day

Now that you have a list of follow-up tasks, you can use your brain for what it’s been designed for; make connections between the data you have on your prospects and the problems your solution solves.

For example, if you sent a connection request to a prospect as the first step of your sequence, and they didn’t reply, you can go back to their profile, and see if they accepted the request.

Scroll through their profile, and look for triggers you can use to catch their attention. When you find a good trigger, use a catchy, short message to get their attention.

Step 3: Alternate channels

Getting replies is all about standing out in the mailbox of your prospects. When everyone is using emails, use LinkedIn. When everyone is using LinkedIn, use your phone. When everyone is using the phone, try WhatsApp.

The best way to get replies from prospects is to use multiple channels in your prospecting sequence. Combine LinkedIn, email, WhatsApp, cold calls so you can catch prospects where they hang out the most.

For example, a lot of people are not active on LinkedIn. They have a profile, they log in once in a while, but they won’t reply to the best cold outreach if it’s only on LinkedIn. Keep trying new channels and new media to get noticed and to start conversations.

Prospecting has never been about scale and automation. Prospecting is about starting conversations, one person at a time.

Hope this helps.

Cheers,

Thibaut Souyris

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How I closed $5,000 with WhatsApp

How I closed $5,000 with WhatsApp

In today’s newsletter, I’ll share how I close deals over WhatsApp. I’ve been using it to start conversations with old prospects, negotiate deals, and send offers.

Here are my stats after 3 weeks of using it:

  • 14 conversations started
  • 10 meetings booked (71.4% meeting rate)
  • 6 opportunities created (60% opportunity rate)
  • 3 deals closed for a total of $4,925 (50% win rate)

I’m pretty excited about it. It’s a great tool to build rapport, and get direct access to my customers. I send them text messages, voice notes, videos, and documents.

Here’s my exact process:

Step 1: Move the conversation on WhatsApp

Most of my conversations on WhatsApp happen with people who I already know. Old customers, lost opportunities, people in current opportunities, and so on. Instead of communicating with them by emails, I ask if they agree to share their WhatsApp number with me.

Some don’t and it’s fine. Most of them do.

When they do, I drop them a quick voice note to incentivize them to use WhatsApp as a communication channel.

Step 2: Run discovery calls

I have recently stopped running calls on Zoom, Meets, or Teams. Prospects are too distracted. They stay focused for 3 minutes, and then, they get dissipated.

Instead, we agree on a date and time to chat, and I call my prospects on WhatsApp. People are less distracted, they stop switching tabs, and they pay attention to the conversation. Most of them take the call on their phones, so they tend to stand up and walk.

It’s more dynamic.

If we need to do a screen sharing, we use Meets or any other tool, but we stick to WhatsApp to keep each other in the loop.

Step 3: Create an async communication channel

This is where WhatsApp becomes so powerful. Instead of sending long emails, hoping I won’t get ghosted, I drop a voice note or a text message. The format forces me to send short, direct, informal messages.

It’s a great way to bring energy to my deals and keep them moving. If I don’t get a reply, I call the prospect. They can still ignore me, but I have an arsenal of tools I can use to keep the conversation moving.

Step 4: Close the deal

Finally, I use WhatsApp to close the deal. Nowadays, I work on a more transactional type of sales, which means I use payment links instead of contracts. I use Wise, Stripe, or Paypal so I can get paid quickly.

It’s a an excellent way to accelerate deals. For example, I was speaking with a customer yesterday, and I sent a €1,000 Paypal link and got the money on my account in less than 10 minutes.

I understand this may not work for bigger deals, but using WhatsApp is a good pattern interrupt, and something you can’t afford to ignore. My wife closed a €42,000 deal on the last day of Q3, and it all came down to using WhatsApp to get a reply when emails didn’t work.

These are 4 steps I follow to close deals using WhatsApp. If you’re like me (addicted to the feeling of closing deals), then WhatsApp is a great way to reduce your sales cycle length. You’ll get answers faster. You’ll qualify and disqualify quicker.

Hope this helps.

Cheers,

Thibaut Souyris

P.S. When you’re ready, here are 3 ways I can help you:

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How I use WhatsApp in sales: 5 concrete use cases

How I use WhatsApp in sales: 5 concrete use cases

In today’s newsletter, I’ll share 5 concrete use cases for using WhatsApp in sales. Since I moved to Mexico, I’ve noticed that people are using WhatsApp for everything. From buying cars to signing up for insurance, it’s everywhere.

In the meantime, prospecting tactics that worked great a few months ago are not working anymore. It’s harder than ever to get noticed, which is a great opportunity to add WhatsApp to your sales tech stack.

Here are 5 concrete use cases you can use, right now:

Reengaging with old prospects

I wrote a detailed guide on how I booked meetings with old prospects using WhatsApp. Instead of using emails to communicate, I now ask prospects to share their WhatsApp number. This allows us to have a more informal and direct communication, and many appreciate that.

My secret sauce is to use WhatsApp voice notes. It allows me to go straight to the point, without having to open my computer. I don’t need to send a long email, or record a video (go check Sendspark if you want to use video for prospecting, btw).

Since I implemented WhatsApp to reconnect with prospects, I’ve seen a crazy uptick in my reply rate, and I can even have asynchronous conversations with them.

Taking discovery calls

I have discovered this use case as I was taking a WhatsApp call with the Founder of an SDR marketplace. I was walking in the mall of Irapuato (the city where my wife is from), and I noticed how direct and efficient the conversation was.

Instead of sitting down in a Zoom meeting, trying to get the mic to work, and excusing myself for having my kid running in the background, I was super focused on the conversation, while taking a walk.

This is an incredible finding for running a discovery call. Most SaaS discovery calls end up in screen sharing and platform demos, which is the perfect conversation killer.

Now without screen sharing or camera, most people focus on the conversation, and they tend to pay more attention. No more tab switching, no more keyboard clacking.

Moving deals further

By far my favorite use case. When I finish my discovery calls, I ask my prospects if they are OK to share their WhatsApp number with me. Most are.

This allows me to quickly move deals further. I drop a voice note saying something like:

“Mary, last time we spoke, you said you needed to get the offer I shared with you in front of your CEO. What can I do to help you get it done by the end of the day?”

My wife used a variation of this with a decision-maker and she closed a €42K deal on the last day of Q3.

Sharing proposal

WhatsApp is so powerful because you can use it to share all types of documents. From PDFs, to videos, to images, it’s the ultimate communication tool. Sharing an offer on WhatsApp is a great way to get immediate feedback on an offer.

As I was writing this newsletter, I received an offer from a barber shop in Irapuato.

Image #1

Not an interesting offer for me, but I least I paid attention to it.

How many times have you been ghosted after sending an offer? Now you can use texts, images, voice notes, videos, and GIFs to get replies.

Prospecting

This last use case is also the trickier. Instead of using a landline to cold call your prospects, you can use WhatsApp to get direct access to your prospects. You can use a tool like Kaspr to find their mobile phone number (use my link to get 20% off on every purchase you do in your first year).

Once you have the phone number, add the prospect to your contact book and see if they are on WhatsApp. Give them a call (most won’t reply), and drop a voice note.

With this tactic, you’ll get a lot more replies (some may be angry ones, but it’s worth the risk).

And these are 5 concrete sales use cases for WhatsApp. If you’re having a hard time getting replies, adding this channel is a good way to start more conversations with prospects, and generate opportunities. It’s also a great way to move deals further, so don’t hesitate to ask your prospects for their WhatsApp numbers.

Hope this helps.

Cheers,

Thibaut Souyris

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Categories
Tactical Selling

I added WhatsApp to my prospecting routine, should have done it earlier

I added WhatsApp to my prospecting routine, should have done it earlier

In today’s newsletter, I’ll share how I included WhatsApp in my prospecting routine, and how you can do it too.

Prospecting has changed in 2024. It’s getting harder than ever to book meetings with prospects. Their mailboxes are flooded with crappy AI-generated icebreakers and emails. They can’t erase shitty prospecting messages fast enough.

Trying to start conversations with total strangers only is a recipe for disaster. Even if your email game is solid, you’re a cold call machine, or a LinkedIn wizard, you won’t start enough conversation to build enough pipeline with cold outreach.

That’a why I recommend adding WhatsApp to start conversations with people you already know.

Here’s how, step-by-step:

Step 1: List building

As usual, you need to build a lead list. But instead of building a list of strangers, go back to your CRM and pull a list of prospects and customers who already know you.

List your current customers, old customers, closed lost, prospects who replied to your cold outreach, and everyone you’ve been in touch with at some point.

Now, find their phone numbers, add them to your contact list, and see if they are on WhatsApp (most people are).

This is where I need to do a small precision.

If you want to use WhatsApp to communicate with your prospect, the best way is to ask them while you’re having active conversations with them. You can ask something like:

“Pierre, I found that using WhatsApp is an easy way to answer questions you may have without having to book a meeting, or send a long email. Opposed to sharing your WhatsApp number?”

Some will refuse, but a lot will be fine sharing their numbers.

Step 2: WhatsApp call

You have a list of prospects, with WhatsApp numbers. Give them a call using WhatsApp. You’ll face two situations; they’ll reply, or ignore you.

If they reply, you can use a variation of this script:

“Pierre, how are you doing? Wanted to reach out on WhatsApp since most people don’t answer to unknown numbers. Last time we talked, you mentioned [key initiative]. Is it still relevant?”

If you need more call script ideas, you can check my Prospecting Template Swipe File.

If they don’t reply, go to step 3.

Step 3: WhatsApp voicenote

This is where the magic happens. I personally filter who I speak to on the phone. If someone calls me, but I’m busy, or if I want to avoid a conversation, I’ll ignore a call.

That’s what most people do.

Instead of writing a lengthy message, you can drop a WhatsApp voice note. Humans are curious by nature and a voice note is hard to ignore. You want to know what’s behind.

You can use the same script as in step 2, and ask your prospect to call you back or drop a message back (this options often works better).

I tried this tactic last week, and I booked 1 meeting, and generated 1 opportunity. I did a detailed video if you want to learn more.

Hope this helps.

Cheers,

Thibaut Souyris

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