My top 3 prospecting tactics of 2023

In today’s newsletter, I’ll share my top 3 prospecting tactics of 2023. I tried over 23 different outbound messages and tactics in 2023, and the following ones got me the most replies and meetings.

Let’s dive in.

Tactic 1: Direct Approach

The Direct Approach can be used as a LinkedIn connection request, a direct message, or even an email. I personally booked 12 meetings with this framework, when I was looking for sponsors for my content.

Here’s how it is structured:

• Trigger: {First Name} mentioned that your worked together on {Common Work}.
• Opposed: Would you be opposed to {desired outcome}?

Example:

• Trigger: Joe, Morgan mentioned that you worked together on a campaign.
• Opposed: Would you be opposed to putting Kaspr in front of my 40k+ audience?

This framework is effective because it begins with a personalized element (the trigger), piques the curiosity of the prospect by presenting an opportunity to solve a problem, and encourages a response if the prospect is interested.

Tactic 2: Do the maths

Do The Maths is an amazing framework, inspired by a post from Kaitlin Conner.

Here’s how it is structured:

• Trigger: {First Name}, noticed {quantified public information}.
• Quick pitch: We help {similar businesses} reduce {key metric}.
• Calculation: With a typical {cost of key metric}, this would mean going from {current state to better state}, resulting in {quantified savings}.
• CTA: Worth a chat?

Example:

• Trigger: Mary, noticed you have over 50 open positions on your job portal.
• Quick pitch: We help tech scale ups reduce their new employee churn from 30% to 10% or less.
• Calculation: With a typical cost of mis-hire around $30,000 per employee, this would mean going from 15 mis-hires to 5, resulting in $300,000 saved.
• CTA: Worth a chat?

This framework works so well because it shows your prospect that you have done your homework, and you have a quantified idea of their problems. If they are trying to solve this problem, your message will stand out.

Tactic 3: PS

PS is a framework I heard about in this post from Charlotte Johnson.

Here’s how it’s structured:

• Question: {First Name}, curious to know how you’re preventing {problem with negative consequence}.
• Teaser: If you’re interested, I can share a {resource to solve negative consequence}.
• CTA: Sounds interesting?
• PS: Saw you’re {personal information on LinkedIn profile}.

Example:

• Question: Eric, curious to know how you’re preventing your new hires from taking too much time to go through their onboarding.
• Teaser: If you’re interested, I can share a short, 3-step playbook on fixing your onboarding process.
• CTA: Sounds interesting?
• PS: Saw you’re also a sommelier. Big fan of wines from Languedoc-Roussillon myself. Ever tasted one?

This frameworks is really powerful because you can mention something personal in the PS, without having to worry if it is relevant with the problem of your prospect. It humanizes your outreach, and makes you stand out.

These are my top 3 outbound prospecting tactics of 2023. They contributed to the following outbound prospecting results in 2023:

• Prospects contacted: 633
• Prospects replied: 294 (46.45% reply rate)
• Meetings booked: 66 (22.45% meeting rate)
• Opportunities generated: 34 (51.52% opportunity rate)

If you’re interested in discovering the exact system I used to get these results, then join over 130 salespeople in the waitlist of my 2024 course, The Prospecting Engine.

Hope this helps.

Cheers,

Thibaut