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In today’s newsletter, I will share exactly how I use ChatGPT to research 10-K reports and other corporate documents. By following this system, you can identify key initiatives for your prospects and start more conversations.

Here’s the step-by-step process:

Step 1: Install the AskYourPDF plugin on ChatGPT

Browsing through 10-K reports can be incredibly tedious and time-consuming. However, with the AskYourPDF plugin for ChatGPT, you can give ChatGPT the ability to browse a PDF document. Here’s how to set it up:

1. Open ChatGPT.
2. Sign up for the Pro plan.
3. Go to your settings, access the Beta features, and enable Plugins.
4. Go to the plugin store, search for AskYourPDF, and install it.

After installing the plugin, you will be able to select AskYourPDF in the conversations where you need it.

In today’s newsletter, I’m going to share why prospects ignore you, and what you can do to solve that.

In today’s newsletter, I’ll share three rules you need to follow if you want to get replies from your cold emails. By keeping these rules in mind, you’ll receive fewer rejections, start more conversations, and book more meetings.

Here are the rules:

Rule 1: Keep your subject line under 5 words

An email’s subject line has one goal: to get the email opened. If you can’t stand out in your prospects’ mailbox, they won’t open your email.

A good way to optimize your subject line is to look for inspiration in your own mailbox. What are some emails that caught your attention? What are the ones you ignored?

Emails that resemble internal communication tend to be opened more by prospects. You can also write in lowercase only to increase the chances of getting your emails opened. Here are a few examples of subject lines from my own mailbox:

• thoughts?
• thurs
• call today
• you joining?
• tomorrow

Rule 2: No more than 125 words

If your prospects have to scroll to read your email on their phones, then it’s too long. The goal of a cold email is to get a reply, and prospects often stop reading an email if it’s too long. Take a look at this example email: I scanned it quickly and immediately ignored it.

In today’s newsletter, I’ll share a simple tactic to follow when you’re struggling to book meetings, no matter what you’ve tried. By following these steps, you can avoid being ignored by prospects, start more conversations, and ultimately book more meetings.

Here’s how:

Step 1: List inactive customers and lost opportunities

To get started, create a list of all customers who have purchased something from you. For instance, I have compiled a list of individuals who have purchased my AI Outreach System. I reach out to five of them every day, with a reply rate of around 40%.

Next, create a list of lost opportunities. In my experience, leads who were previously in conversation to purchase something from me tend to reply more than complete strangers.

Step 2: Build a “conversation sequence”

With your two lists ready, you can now start working on your sequences. Instead of trying to book a meeting right away, focus on restarting the conversation. Use anything that is relevant to reignite the conversation. For example, you can try something similar to what I did below:

Welcome to a special edition of the Tactical Selling Newsletter…

BIG news – I’m launching a live online masterclass.

I created it because most SDRs know they have to use a sequence to be successful, but they don’t have a system in place to build them.

That’s usually because:

1. Building a sequence is overwhelming – Where should I start? What channels, how many touchpoints?…
2. They don’t know if the sequence will actually work – I don’t want to spend hours building a sequence, only to get no replies…
   
3. They need to be creative, but they don’t know where to start – How can I try new stuff without wasting my time?…

This online masterclass answers all the above and teaches you how to build a sequence skeleton, how to identify prospects’ problems, and how to use them to build messages that get you replies (some of my customers get reply rates above 30%).

If you’re interested in building an outbound sequence from scratch, then this is for you.

And because you’re a subscriber to my newsletter, you get a discount code. Use “AP4Z5U9” at checkout and you’ll get 20% off (valid until Saturday).

You can reserve your seat here (the live masterclass will start at 4:00PM Paris Time on the 5th of July).

Cheers,
Thibaut

PS: This masterclass is limited to 50 people. It will be recorded if you can’t show up, and you’ll receive an invitation with the login credentials as soon as you book your seat.

In today’s newsletter, I’ll share the exact process I follow to create an outbound sequence from scratch.

In today’s newsletter, I’ll share how to properly use calendar links to book meetings. By following these steps, you can avoid turning off prospects and discover a better way to use these productivity tools for sales.

Here’s the step-by-step process:

Step 1: Understand when to use them

Meeting links should not be included in your outbound sequences. The purpose of a sequence is to get a reply, not to book a meeting. If you include a meeting link in your cold message, you increase the likelihood of being marked as spam, which can significantly reduce your reply rate.

Instead, keep the meeting link as a facilitation tool once a meeting has been agreed upon. For more information on crafting messages with a 38% or higher reply rate, check out this article.

Step 2: Navigate the conversation

Before asking for a meeting, your goal should be to get a reply. Once you receive a reply, your goal is to schedule a meeting. You can achieve this by following this 4-step process:

• Step 1: Use a problem question with the formula “How do you avoid/prevent problem.” For example, “How do you prevent your team from turning off prospects with pushy outreach?”
• Step 2: Offer a reciprocity resource, such as a marketing material turned into a prospecting asset. For instance, “If you’re interested, I can share a 5-step sequence that typically gets over a 38% reply rate.”
• Step 3: Ask for feedback. If the prospect responds, share the resource, wait for two days, and use the following formula: “What do you think of the resource? Is it useful for your team?”
• Step 4: Use a negative-reversing question. For example, “Would it be a bad idea to have a quick call so I can give you a few tips on how your team can use this sequence?”

Go check this detailed article for a tactical guide on how to navigate conversations.

Step 3: Share your availability

If your prospect responds, you can share your availability by using your meeting link. I recommend giving your prospect the option to share their own calendar link or availability, as some may prefer not to share their data.

Alternatively, you could try Mixmax’s sales engagement platform for free. They have a cool feature that allows you to share your availability directly in your email, which I was told could increase your booked meetings by 57%.

That’s how you can use calendar links to book outbound cold meetings.

I hope this helps!

Cheers,

Thibaut Souyris

In today’s newsletter, I’ll share how I turn a marketing resource into a prospecting asset in less than 6 minutes.