Outbound Marketing: Become a MONSTER of automated prospecting and content

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outbound secrets
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You want to know how to succeed with your marketing strategy outbound ? To understand what makes entrepreneurs successful in 2021? Toinon and Benoit explain in 3 key points in a live what it helped them achieve and how you can boost your sales thanks to Outbound strategies. From 🌱 to  🌳.The 3 pillars of growth: Audience, Copywriting and Automation. How to master these 3 pillars?

  • What’s new in Btob Outbound,
  • Solid gold growth hacking techniques,
  • From methods reproducible and scalable !
  • Answers to all your questions,

In less than 15 minutes! It’s all here!

Two outbound experts talk about their success

  • Toinon Georget CEO of Waalaxy LinkedIn + Mail automation tool released in 2021. 💥

Discover Waalaxy 🪐 sortant en direct

  • Benoit Dubos , CEO of Scelezia – Btob consulting and training to boost your growth🚀

Discover Scalezia 🌳 sortant en direct

What is the next level?

Toinon and Benoit:

Driven by the passion to pass on our knowledge to other entrepreneurs motivated as ever, we thought about the best way to reach as many people as possible, with accessible content and repeatable methods.

From 🌱 to .

We’ll make your business hungrier than ever and conquer the market together.

From 🐟 to 🦈. Our goal? To help you grow we decided to create Level Up’s. These are webinars that give you all the keys to replicate our successes and those of the best startups of the year. In short, everything you need to start growing your business NOW.

It’s time to acquire new leads and turn your leads into customers. Shall we get started?


The 3 steps of the Outbound strategy


The first thing you need to know is that you should not rely on Outbound, but on a marketing strategy diversified . Try to look at the company as a human body, each organ represents a strategy. Even though Outbound will be the heart of it 🧡 you need all organs to work in harmony.

You will also need to think about incorporating other techniques. Fortunately this top level is the 1st of many, and we’ll explain it all to you 

#1 Find and segment your audience

In this article you’ll find 4 powerful ways to segment your audience.

  • Informational targeting on LinkedIn (the data that the user has entered on their profile).
  • Behavioral targeting on LinkedIn (the user’s actions: profile visits, likes, posts).
  • Google Dorking (finding free information on Google).
  • Open data (get maximum data enrichment).

Information targeting on LinkedIn

LinkedIn is THE btob Network on which you can find :

  • 740 million people.
  • 120+ million users per day.

People connect very regularly to their profile In France: 4 million users connect every day and update their profiles. This is the Btob social network to be on.

Classic LinkedIn or Sales Navigator?

Sales Navigator

Think about it: it’s not about the price of a tool, it’s about your return on your investment. Sales Navigator is a must-have, you just have to know how to use it. There are 3 types of filters to help you segment your prospecting:

  • Liquid filters.
  • Flexible filters.
  • Rigid filters.

What are the best filters?

The most interesting are the rigid filters. These are binary filters. Either they work or they don’t. The segmentation will then be much more accurate. The higher up the pyramid you go, the less accurate it becomes. So consider segmenting from the bottom up, moving from rigid filters to liquid filters.

But be careful with liquid filters: they are not at all qualitative. For the same reason as mentioned above, they lose accuracy. We do not recommend using them. Rather, opt for for other searches. 😉

How much should you segment?

Segmentation is as important as your copywriting. The more precise you are in your searches, the more you can personalize your automated approaches. The goal is to think in personas. You will be delivering a message to a certain audience. That audience is NOW what you define it as.

If the targeting is bad, the message will be bad.

💥Important💥

You should have less than 2500 results with Sales Navigator (only 1000 with the standard search). Beyond this number, Sales Navigator does not show you the results you have obtained and therefore, you “lose” these prospects.

Good practice > We even advise you to go well below this 2,500 mark by using the additional (flexible) filters and to repeat on several campaigns by changing one or two variables at a time.

Hack #1: Boolean operators

To help you segment your searches, you have a great ally: Boolean operators.

Access any filter where you can write what you are looking for.

You can refine your search with:

  • “OR” and “AND” to include parameters.
  • “NOT” to exclude.
  • Parentheses and quotation marks () “”.

Example : You are looking for sales people.

Write:

Commercial OR Sales NOT Sales Assistant.

Explanatory tutorial here 👈.

Essential resources for your outbound sales

Because in the word “summary” there is “summary”. I’m not going to explain everything in this live, but the essentials of the tools that were mentioned 🔥

Online tutorial training:

Hacks offered:

Behavioral targeting on LinkedIn

What is it? Find new new customers by contacting prospects who perform an engaging action on LinkedIn. There are 3 forms of action:

  • A visit to your profile.
  • Liking one of your posts or the post of someone who has the same target as you.
  • A comment on one of your posts or the post of someone who has the same target as you.

The best, as you will have understood, is that a prospect comments on your post or that of a competitor.

Toinon:

Someone commenting on your LinkedIn post is already a prospect of interest.

They are interested in you or what you offer.

You are already creating a connection and a trusting relationship.

All you have to do is contact them.

Moreover, this proves that:

  • The prospect is active on the network.
  • They are interested in what you do or in your industry.

You can therefore perform an ‘auto-import’ and insert them directly into a campaign. What is also useful with this technique is that you can go and acquire leads on the posts of your competitors 🔥

There are tools like ProspectIn or Waalaxy that allow you to automate this acquisition of leads .

Google Dorking for your exit

Well, LinkedIn is great, but it’s not the only option.

You can target through Google, for free through this wonderful hack. It’s pretty cool.

Are you ready? You’ll find:

  • Qualified leads,
  • Email addresses,
  • Phone numbers .

But how? Thanks to Booleans (those little words really are magical ✨) We call it Google Dorking. Google Dorks are combinations of keywords recognized by the search engine, they help you segment on Google.

How do you use Google to target your prospects?

cibler vos prospects google

Simply go to Google and integrate a dork in your classic search.

You can use several dorks:

  • site:
    • All the information you find will be on this site. Example: site:linkedin.com/en
  • ~
    • A tilde (~ ) must be added between the site and your search on the site, to indicate more precisely to Google what you are looking for on this one. Example: site:linkedin.com/in ~ CEO
  • AND, OR, NOT
    • By using these Boolean operators, just like on LinkedIn, you can see who is using certain keywords on their profile. The location must be enclosed in quotes. Example: site:linkedin.com/in ~ CEO AND “Paris, France” AND Internet.

How to retrieve your prospects’ contact information from Google?

To retrieve emails or personal phone numbers, just add a boolean afterwards site:linkedin.com/in ~ CEO AND “Paris, France” AND Internet AND “@gmail.com” OR “+33”. Needless to say, this is not RGPD and it is often prospect’s personal emails, rather than their professional ones. We have a more qualitative technique. It involces the use of our email finder, which we’ll be sharing with you very soon. Continue reading 😉 

Essential resources for your Outbound strategy with Google Dorks
  • Instant data scraper : A free tool that allows you to download in CSV or XLSX format your Google search and thus clean up your data scrapping very quickly.

The Open Data tool in 1

  • societeinfo is a very complete tool that allows you to scrape all the legal information of companies and enrich them with information found on the web and social networks. You can also add an overlay to find all email addresses and phone numbers. In short, with this tool you can know everything about a company and its teams.

You can also use booleans on this tool 😎

Enriching e-mails and phone numbers

As you have seen, we can find e-mails via Google Now. However, there are other tools that allow you to find business email addresses and check their reliability. Dropcontact is the most reliable tool on the market in 2021. 🧺 Resources:

At Waalaxy, the tool is directly integrated in our automated prospecting solutions, just follow a short tutorial, and BAM, you are connected. You can then segment, find leads and enrich your emails in a single campaign . 🚀sortant avec waalaxy

#2 Succeed in your writing

Benoit:

A bad prospecting message is when while reading your message, I feel that you are trying to sell me something, while apologizing for existing.

LinkedIn Copywriting to boost your Outbound

We don’t need to repeat the importance of LinkedIn here. So instead, let’s look at how to write your prospecting messages. We will focus on 3 points: The method, the templates, and the length of the content.

The method that works on LinkedIn: VS4C

So, let’s get back to the basics. When writing a first prospecting message, you will need to include all of the following points – no exceptions.

What is the VS4C method?


V for Value = What you bring to the market

S is for Sincerity = Showcase your personality and authenticity.

C is for Clarity = We need to understand in a few powerful words what you do.

C is for Conciseness = Very short messages.

C is for Targeting = Speak the language of your target.

C is for Confidence = Inspire confidence by taking care of your profile and your storytelling.


Every time you start writing a new message for your campaigns, make sure all SV4C elements are included.

Be original in your prospecting efforts

Toinon:

If you’re lazy about writing your own messages, change your business.

In SEO, we realize that there are thousands of searches per month for the queries “LinkedIn message templates.” Be aware that if you copy and paste a message from the Internet, you are not the first to do so. In fact, you’ll end up like thousands of others using “the best 2021 template” and that template will be meaningless.

Anything that is duplicated loses its authenticity and subsequently its results.😪

Find someone in your company who can write. If that’s not you, who cares, but do something unique for each of your campaigns. As Benoit says:

F*ck Average.

Short and effective messages

We’ve seen in our statistics that 300 characters is enough to sell. Not only are they enough, but they convert twice as much as longer messages. You need to generate interest in 300 characters.

Your Cold Emalling is successful thanks to these techniques

A quick reminder of the vocabulary of Outbound: A cold email is an email sent to someone who does not know you. You address a contact “cold”, hence the term “cold” and you try to establish the first links with them. For cold email, several tools exist, such as Waalaxy, and Lemlist. 

The CPSC framework

Works best if you offer “vital” products for the business, it will really make a difference.

  • Introduction 🐱👤 From where you contact him and why.

Good practice > put on a custom Icebreaker or not, it’s up to you. Some people are fans, some are not. But it should be easy to set up. Explaining the context is key. Emphasize that you care about your prospect – we’re all narcissists, we love that.

Example of a personalized Icebreaker: Hey, I saw you commented on Benoit’s post on automation.

Example of a non-personalized Icebreaker Hi, I’m reaching out to you via LinkedIn.

  • Problem 😫 I would like to know what you are using for (…) We offer solutions for (…).

Good practice > Awaken a problem in a very quick and subtle way.

Example: I’d like to know what you use to automate your prospecting and if it’s effective?

  • Solution 💡 At (…) we help (…) + social/technical proof.

Good practice > Take the best sales person in your company, or the one who knows the user’s needs best = they are the same as your prospects! He/she will help you find convincing sales arguments.

Example At Waalaxy, we help over 9,000 customers contact up to 1,000 hot prospects per week in 10 minutes per day

  • Call to action 🚁 Clear and brief.

Good practice > You’ve already done everything right. Don’t sound desperate, play it cool.

Examples:

Do you want to know more?

Shall we discuss it?

Results after Benoit’s tests :

The CPPC framework

Works best if you offer products that are “nice to have” for the company. That is, they are strategic to have, but not mandatory (This will allow them to perform).

  • Introduction 🦸 From where you contact them and why.

Good practice > same as for the CPSC framework.

  • Proposal 🐱🏍I work at (…) we help (…) + social/technical evidence through: presenting your solutions.

Good practice > you showcase your products. Make sure you speak the same language as your prospects and don’t lose them in the misunderstanding of your own jargon. Keep it simple!

Example: At Waalaxy, we help over 9,000 customers, contact up to 1,000 hot leads per week in 10 minutes per day with our multi-channel automation tool (LinkedIn+Email), a Mail Finder to find lead contacts and automatic imports that automatically feeds their hot campaigns 🔥

  • Projection 🧚 More specifically, we (add a value proposition).

Good practice > Keep their problem in mind, so they project that their life should be easier with your tool.

Example : Concretely, our customers save 70% of their time as they automate the whole process with our tools and boost their sales by 40% in 3 months

  • Call-to-action 🚁 Value proposition reminder + call-to-action.

Good practice > Be careful not to be too “pushy” with your reminder. You don’t sell at any price, you subtly offer a choice. Outbound has changed its face and softened to meet the trend 😌

Example: I have detailed content on our best prospecting tips. Do you want to discuss it?

Results after Benoit’s tests : Even more Outbound Frameworks tested and approved .

Empathy is priceless, but it pays off!

Whether on LinkedIn or by e-mail, always remember not to write as a salesperson, but to write the message you would like to receive if you yourself needed a solution. Put yourself in your prospects’ shoes and your campaigns will be more successful. To help you write, here’s a little technique, Benoit and Toinon use:

  • Write in one go,
  • Let 24 hours pass.
  • Reread your message,
  • Delete 20% of the content.
  • Restructure.
  • Send it!

Sequencing your emails to boost your outbound

You will observe one important thing in your marketing campaign. The open and response rate to your emails does not decrease. That is, if you have a sequence of 5 actions, each marketing email will have a similar rate, or at least, IT CAN have the same rate if you work equally well all your emails.

Example: 15% response at each step.

Sequencing your emails can clearly help you boost your sales, but also gain awareness. This is Zajonc’s cognitive bias, called “simple exposure,” which means you enter your prospect’s brain and they store you in a small space of their memory. You’re already creating a connection, provided their experience is positive. Hence the importance of careful copywriting  😎

It’s the same thing on LinkedIn, so set up a content strategy! If you publish a lot on the network, your contact will be more inclined to reply to you, because they feel they already know you.

Which sequence for your e-mailing campaign?

After having tested several hundred marketing sequences, this one seems the most relevant:

  • Email 1: Icebreaker 🧊 For example, you can use the CPPC frame.
  • Email 2: Press twice 💪 Very short follow-up (D+2/3). Example: Hello {Firstname} Did you receive my email?
  • E-mail 3: Document 📄 A document with high added value, which provides solutions to their needs + reminder Call to Action .
  • Email 4: Short Reminder 🏌️ Ask for feedback on the document in question.
  • Email 5: Breakup 💔 You didn’t get a response, you close the exchange. Example: I understand this might be a difficult time. How about I get back in touch in 2 months?

Good practice > each email has a unique purpose in your commercial prospecting. Don’t send your target prospect into a labyrinth where he/she has to download the document, buy the tool, watch the video… your writing must be centered on an objective, an action to be taken 🎯 

How to test an email marketing sequence before launching?

Some best practices to help you get started 🎁

  • Start with sequences of 3 emails maximum, don’t complicate things right away.
  • Test on targets. B2b well-segmented targets (200 to 300 contacts maximum before launching into larger volumes).
  • A/B test as much as possible the objects and the content of the emails.
  • Check your Analytics and conversion rates. Readjust everything (retargeting, optimization…) and re-launch.
  • Select and replicate the best ones.

Benoit:

The question about Outbound is not whether you should use it, it’s how you should use it.

Even in B2c you can go out and find partners and journalists, network and boost your e-reputation, in short, the outbound will always serve you well.

#3 Automate your prospecting

First of all, be aware that digital automation is not for everyone. It can’t be repeated enough, but if you have few prospects and a niche business, it is in your best interest to hunt on LinkedIn (and other channels), but not to automate your actions. On the other hand, if you have large reachable volumes in the B2B sector, the following will speak to you! With marketing automation, you will:

  • Save time and efficiency.
  • Scale up faster and smarter.

Some best practices to get you started 🎁

    • Don’t complicate your lead generation right away. Start with a single-channel, then move on to multi-channell strategies, when you already have good results on LinkedIn or by email.
  • Think about security first: watch your deliverability. If you don’t follow these steps your emails will automatically arrive in spam folders. Follow these steps to avoid having your LinkedIn account banned at all costs.
  • Ockham’s razor: always go for the simple stuff. We aim to do as little as possible, not to work harder ??

Tools to automate your outbound in 2021

  • Waalaxy ex ProspectIn – (l’ marketing tool marketing tool – LinkedIn + Mails) See the demo 🎬 DropContact is integrated into the tool that allows you to automatically retrieve emails from your prospects.
  • Lemlist – (Emails) View demo ??
  • Mailingvox – (Direct response/ SMS ) Send an automatic voice message to the answering machine of your prospect. How does it work?
  • Zapier/intergromat – (integration + multi-channel) Integrate multiple web applications See the demo ??
  • Hubspot/pipedrive – (CRM) Visit the site .

Best practice > For successful marketing: don’t take on too many tools, use the best ones Don’t complicate your life.

How to evolve your Outbound?

Some best practices to get you started ??

  • Increase your volume gradually.
  • Model your funnel. (Customer conversion tunnel).
  • Use a CRM .
  • Use the right tools (Zapier, Drop contact, Waalaxy, Hubspot…).

Conclusion: the 3 points to be an outbound monster

In this live summary, you have found out how to:

  • #1 Find and segment your audience 🔍- Find your audience on LinkedIn with Sales Navigator and Boolean searches.
  • #2 Succeed with Copywriting ✍ – Paid LinkedIn writing techniques, frameworks that work best via email, and email sequences that turn prospects into new customers.
  • #3 Automate your prospecting 🤖 – The best tools and best practices for launching automatic actions without losing quality.

You’re ready to smash the world of Outbound marketing to become ultra efficient.

From 🌱 to 🌳

From 🐟 to 🦈

With 👽 and 👾

See you soon for the 2nd Level Up!

Live level Up 1 🔥

Categories: Ultimate guide

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