lead generation

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Top 5 sales triggers you can track easily and sell more.

sales triggers

Whether you are looking for a new deal or figuring out how to move existing deals forward quickly, tracking sales triggers adds momentum to your efforts.

What are sales triggers?

Sales triggers are events that signal an opportunity for cross-selling, upselling or new customer acquisition. 

In sales, timing is everything, as per Craig Elias, author of Shift Selling, your odds of closing a sale improve by 74% if you reach out to the decision-makers at the right time

Tracking sales triggers provide sales reps with unique business context to initiate highly personalized conversations at the right time. 

Sales triggers help you uncover actionable insights both at the account and prospect level.

Getting the information about an event is only half the job done as your competitors might also be receiving similar information. How you use the insights to make a conversation relevant to your prospect gives you the real edge. 

Here are 5 sales triggers you can track easily. We will also cover how to track and effectively use them.

1. New Funding round or Additional Funding.

2. Geographical Expansion/New Market Entry.

3. New Product/Service launch.

4. New Hirings.

5. Management changes

1. New Funding or Additional Funding round  

Any company raising funds is an indication of an increased budget for spending across functions. Companies’ focus areas of investing fresh money may vary depending on the stage at which they have raised new or additional funding.

An early-stage company might plan to spend more on product and services that help accelerate growth from a marketing and sales perspective, whereas, a late-stage company may look to expand to a new market or geography or build a new product line.

Based on the stage identify which companies can benefit most out of your product/services. 

How to track – 

Globally on an average 1000-1200 companies raise new rounds of funding and there are multiple sources you can use to stay fully updated – 

1. Using Google Alerts, you can set daily funding alerts globally or any specific geography.

funding alert

2. Use Easyleadz to access recently funded startups and contacts, list is updated on a regular basis and download needs a small share and love from you.

recently funded startups

3. You can use Crunchbase Pro to set alerts for receiving regular updates about funding.

funding

How to personalize messaging

Your prospects would be getting Congratulatory messages left, right and center. Congratulate them but go beyond just congratulating and immediately making your ask. 

Use insights from funding information to share how exactly they stand to benefit from your product/services at this point in time. Create urgency without being pushy.

For e.g.

It takes persistence to build a thriving and growing business, on top of it getting the validation from the investment community is commendable. I wanted to congratulate you for the recent funding round.

At this phase of the growth, businesses start adopting processes to build a scalable customer services team, with it comes to the need for implementing a scalable customer service software.

We at X  helped companies like {similar customers to the one you are approaching} at the same stage {benefits}.

2. Geographical Expansion/New Market Entry

An existing customer of yours might be having plans to start pitching their product to a new market or a foreign entity may be planning to move into the geography you already serve.

In such events budgets are already lined up for expansion and the time is right to make a move and engage the decision-makers early. 

This is also the time when companies start making new hires. 

How to track –

1. Business expansion news via Google Alerts. 

2. LinkedIn sends Daily Rundown every morning and covers majors Industry and Company events. Follow target company pages and any company related mentions or news will appear in your feed.

news alerts

3. Twitter is another free source where companies send out such announce via their official handles or you can use Twitter’s advanced search functionality to search for specific keywords.

twitter search

How to personalize messaging

Expansion to any geography or market brings its own set of challenges like identifying new vendors, hiring locally, looking for new office space, etc. 

Identify the pain points your product/service stands best to address. Be specific with how you have helped other companies post-expansion. 

If you have helped a competitor and it has been a success even better.

For e.g.

I came across the news of your companies plans of expanding to X {location/geography/market} and having an immediate conversation would be valuable.

We at {company name} have helped companies like A, B, and C in building a talented team of software developers by connecting them with top-notch talent in X {location}

3. New Product/Service Launch

Whenever new product or services are launched or about to be launched, there are budgets and resources already allocated. 

For e.g. An e-commerce company moving to an omnichannel retail strategy by opening up a line of stores.

Generally, there are two types of opportunities that open up – 

  • When there is an announcement of an upcoming launch.
  • When a company has recently launched.

Depending, in which scenario your product/service could benefit you can track either or both.

How to track

1. Use Twitter to get information about upcoming and recent launches using keywords like “recently launched” and “launching soon”.

2. Google alerts

3. Follow company pages on LinkedIn for updates.

How to personalize messaging

Product/service launches present a short window of opportunity. It’s important to do your homework before reaching out to your prospects as to how exactly your product/service can make the launch successful.

For e.g.

With the launch of your new upcoming stores across 5 major cities, I thought to drop by and ask if we can connect and discuss, how we can help furnish your stores.

We at {company name} have helped companies like A, B, and C during their pre-launch phase of expanding their stores across the country.

4. New Hirings

Information about hiring patterns of a company can uncover a lot of insights which would otherwise be hard to find. All you need to do is access job boards regularly mostly free of cost.

Tracking hiring can help you identify – 

  • Fast-growing companies. If any company in small-mid size range has a lot of job openings across different functions that is your cue.
  • Technologies used by companies. Not all technologies used by a company can be uncovered from the outside, either you ask someone or look at which roles they are hiring for and indirectly identify. For e.g., If a company is hiring for Salesforce admin (given the company is not a hiring agency or technology services provider) they ought to be using Salesforce.
  • Product/Services they may need. Depending on the role a company is hiring for and growth in a particular function will help you identify if there could be an arising need for the product/service you are selling. 

We at Easyleadz have used New job hiring for prospecting and sending cold emails to companies hiring for B2B sales, Inside Sales and similar roles. Using this approach our response rates increased by 30-40% across all our campaigns as compared to targeting companies who are not currently hiring.

job hiring campaign

For one of the campaigns, we targeted startups hiring for Inside sales roles via Angel.co and got a 28% response rate primarily because we reached out at the right time while they are expanding their sales team and trying to drive more revenue.

How to Track – 

1. Set up customized job-alerts via Angel List For e.g., If you help companies in providing talent for Data analytics, set up job alerts for the hiring of Data analytics, Big data analytics, data science, and other similar roles.

angel hiring alert

2. Use LinkedIn Job search to track the number of open vacancies for particular accounts you are looking to target and more filters to create a targeted search.

linkedin job search

How to personalize messaging

You can use new hiring as a conversation starter, it also shows your prospect you are making efforts to know more about their company than just being generic.

For e.g.

My army of robots told me that you are hiring for Inside sales at @companyname. 

I thought of dropping a quick note about how we can help your expanding sales team by providing contact details of right decision makers for lead generation campaigns.

5. Management Changes

Whenever senior management changes take places, it leads to changes in how decision making is done at any organization. Creating an immediate impact at a new job is a top priority on every new hire’s agenda and more so at the C-level. 

If you can make a new VP make a positive impact at the start of their stint through your product/service, you not only have a loyal customer but also an advocate.

Track these changes – 

  • When a new senior-level management shift happens at your existing customer.
  • Senior-level management shift happens at an account you had been targeting. 
  • A senior-level manager at an existing customer moves to a C-level position at a new firm.
  • Promotions, a bit underused but you can use it to great effect with someone in your existing network or when you come to know of a new prospect moves from managerial to executive level.

Initially build a relationship and start pitching about your product/services down a few months into their tenure. Don’t pitch just when they have joined/moved as initially mostly it is about settling down and getting familiar with the new workplace. 

Decisions worth making generally start to take priority 2-3 months down the line. It is the most opportune time to close the sale.

How to Track – 

1. Set up Job alerts for senior-level executive positions relevant to you via Linkedin or Angel List

2. Use sales navigator to track job changes at positions you want to track along with other targeting criteria applicable. Linkedin also gives you a notification when someone in your network gets promoted or starts a new 

linkedin navigator

How to personalize messaging

Don’t just congratulate your prospect, everyone would be doing that instead take this opportunity to show your prospect how you can help them make an impact in their new role.

Keeping the conversation only to a congratulatory note would be the waste of an opportunity. 

For e.g.

I wanted to congratulate for assuming the responsibility of the VP of sales at @companyname. 

Hope you are settling down well in your new role and thought of sharing a few articles which might be helpful for getting started in your new role.

[links]

Wishing you success!

Here is what to do next

1. Tell us which sales trigger you have used and how

2. If you are curious to learn more about sales triggers. You can read more in this post by Hubspot

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How to select the right B2B contact data provider in 6 steps

b2b contact data provider

Don’t like hopping around and renegotiating with different B2B contact data provider every now and then? Read on, this post is for you.

B2B contact data is the backbone of any outreach campaign be it cold emails, cold calls or social. Although accurate and targeted data helps in generating qualified leads, building accurate contacts lists is a time-consuming process. 

As per 2018 Salesforce State of Sales report, 50% of sales reps feel they spend way too much time finding the right contact information.

Hence, the right B2B contact data provider can take on the hard work leaving your team free to do the most productive task, i.e. reaching out to prospects and closing deals.

On the outside, all contact data providers may look equal but some may be more equal than others for your specific use case. They should be able to work with you as business partners rather than mere providers of contact information.

Here are the 6 steps you can follow to select the right b2b contact data provider for your company.

Step 1 – Define your lead generation process 

First, you need to work with all your internal stakeholders – outbound sales reps, inside sales team, and marketing team to identify how your lead generation process will be set up. 

Consider these key points in your discussion

  • Work out a well defined Ideal customer profile on which everyone is aligned. You can have a few variations to find the sweet spot.
  • Decide what channels you will be targeting for lead generation activities. Your ideal customer profile will give you an idea as to where your prospects are spending most of their time. If they are active on emails reach them via emails or if they are more responsive on phone call them.
  • Based on the above two define what data points you need to get started. For example, do you also need extra information like funding, hiring, management changes to qualify companies over and above the basic contact information?

This will help you in deciding 

  • Whether you actually need an outside B2B contact data provider depending on how niche or broad your requirements are.
  • How closely different contact data providers are able to align with your process in the long term.

Step 2 – Define key KPI’s to measure ROI  

Defining key KPI’s from the start will help you in measuring the ROI of your investment and understanding whether it is cost-effective in the long run to keep outsourcing contact list building to an external partner or not.

It also aligns all the stakeholders towards utilizing the data effectively and set up a consumption rate. 

To define the KPI’s work backward by first defining the number of leads you need to generate to reach your revenue goal. 

For e.g. Let’s say you are planning to run a cold email campaign and your objective is to get around 100 positive responses to fill up the pipeline of your sales team of 4.

Now set a starting value for 

  • Open rates, 
  • Response rates and 
  • Positive response rates you plan to achieve 

Based on above calculate the total number of contacts you need to procure.

calculation of contacts required for cold email campaign

Monitoring KPI’s will help you –  

  • Understand which contact data provider would be able to provide you with not only accurate contacts but contacts matching your customer profile to achieve the desired response rates. 
  • In assessing whether data provider is flexible enough should your requirements change depending on your key performance indicators.

Step 3 – Cost Comparison

Compare the cost of building prospect list in-house vs the cost of outsourcing.

Consider the following factors while doing your calculation, you can add more scenarios depending on how your team is currently building their contacts list.

cost calculator

You can access the Spreadsheet and run calculations to your specific use case.

Step 4 – Quantity of Data

Quantity of data available with any vendor would directly affect the speed, scale, and flexibility with which you can run your lead generation campaigns. 

Apart from the overall size of the database of companies and contacts consider following factors 

  • How fast are they able to scale their database i.e. number of new contacts they are able to add to their database on an average monthly basis.
  • Amount of flexibility you would have going forward in case you plan to expand your lead generation campaigns to new geographies. How much of your total addressable market can they cover?
  • Turn around time i.e. how fast are they able to provide data on the basis of your requirements.  
  • Flexibility in terms of excluding what you already have and only paying for new contacts?

A single data provider will not be able to cover your complete TAM w.r.t. geographies, in such a scenario, consider multiple vendors combining their individual geographic strength.

Step 5 – Quality of Data

Assess the quality of data as per your specific use cases and remember it goes beyond just the accuracy of email and phone numbers. 

A data vendor should be able to match your complete criteria in terms of – 

  • Type of companies you want to target 
    • Size
    • Revenue
    • Industry
  • Type of decision-makers
    • Titles
    • Seniority

For e.g., If you are getting correct emails and phone numbers of Marketing managers and your target are Marketing heads you are still hitting off the mark.

Additional key points you can consider while assessing the quality –

  • How data is processed, do they pull contacts out of static lists or do they run real-time processes for verifying contacts? Real-time processing almost always ensures 5-10% better accuracy. 

For e.g. At Easyleadz we build fresh contacts list on the basis of target requirements and run real-time verification of emails which enables us to commit 90% accuracy on our data.

  • The number of data points included in the data set. For e.g. do they provide additional information about companies like Funding, Hiring or Social profiles for contacts which can be used for running multi-touch campaigns.
  • Ask for the source of data and how often it is validated. Based on the sources and how frequently it is validated you will get an idea of how accurate data can be. 

As per Marketing Sherpa research, B2B data decays by 2.1% every month and turnover is higher for middle management compared to the top management

Depending on how fast any data vendor validates its database, will give you an indication of overall accuracy. 

  • Finally test whatever any data vendor is claiming by asking for a sample of contacts for your quality check, if they don’t provide one, it’s a big red flag.

Step 6 – Pricing and SLA’s

All said and done Pricing is going to play a huge role in your decision to go or not go with a data vendor. 

While how affordable any data vendor is will be driven by the budget at your disposal, still you can look at the structure of pricing contracts.

You can ask the following questions

Are they asking you for upfront commitment with long term contacts although the price per unit may be low or 

Do you have the flexibility of paying on the go and scaling up and down as per your requirements?

It makes more sense to pay a reasonable premium for higher accuracy instead of getting more contacts for less or the same price. 

Understand different SLA’s (Service level agreements) any data vendor operates with. For example  – 

  • How much accuracy are they willing to commit upfront.
  • How fast do they replace bad contacts beyond the committed accuracy limit?
  • Is there a refund available in case of non-fulfillment.

In conclusion, you should spend time in bringing on board a partner who can work alongside you, understanding your needs and willing to invest in your success rather than simply providing you a database of contacts.

Here is what to do next

  • Tell us how has been your experience of working with contact data providers.


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How to Set up Cold Email outreach for B2B lead gen

cold-email-outreach

The genesis of this guide comes from our experience of talking to a lot of customers who buy custom email lists from us for their lead generation campaigns. On asking them “How are you going to set up your Cold Email outreach?” most of the times reply was –

“We will use MailChimp to send emails”

That got us thinking that it’s high time we laid out the process for sending cold emails based on our personal learning and experience.

At this point you might be wondering why are these guys hating on Mailchimp, well we have nothing against MailChimp. In fact, we love MailChimp and use it ourselves for sending out newsletters and setting up landing pages. 

However, a tool is not suited for every application although it might have a certain feature.

You can chew the food on the plate with your teeth, but you can’t possibly be chewing the plate itself, even though you might be capable of it!

Tenor.com

First, let us have a look at Why Mailchimp is not the best-suited tool for running cold email outreach and then we dive into the basics of cold emailing and learning how to set up an email outreach campaign to generate leads.

What Mailchimp is suited for?

MailChimp is simple and yet powerful marketing software for – 

  • Building beautiful landing pages.
  • Building your subscriber list via Opt-In pages.
  • Running Newsletter and Email marketing campaigns for your subscribers.
  • Managing and segmenting your audience.

Why MailChimp is not a good fit for cold email outreach?

Violation of Basic Terms

First of all, MailChimp forbids cold emailing. It clearly states in its TOS that you should have subscribers in your list who have opted in and allowed you to send them marketing emails. 

Violating the policy may lead to suspension of your account.

Deliverability

This is one of the most important reasons as to why it’s not a good fit. MailChimp triggers campaign emails from shared servers which means originating IP of your message may be flagged as spam by the recipient’s email server if it has received spam messages in past from the same IP, which likely can be the case.

Without sounding too technical what it means for you as an end-user is that your email deliverability is impacted as your emails are more likely to end up in the Spam or Promotions folder.

Additionally, this lowers your open rates and hence the response rates.

No follow-up scheduling

You can’t set up scheduled follow-ups based on replies, which improves open and response rates. You will have to create another campaign and the whole process becomes manual and unscalable. We will explain this in detail, later in the post.

Why Cold Email Outreach?

Cold email outreach is a powerful technique to get in front of the right prospects. People have launched startups, grown blogs and landed their dream clients by sending cold emails.

Now let’s dive into the scenario where you are looking to generate leads for your business.

You have a list of emails and your objective is to reach out to these prospects who yet don’t have any idea about your product or services. 

What do you think should be the prime objective if you are looking to generate interest and close a sale?

It should be to get responses from a few of the prospects if not all and jump onto a discovery call to understand their pain points and challenges.

How can you achieve that or what would it require?

You can achieve that by setting a cold email outreach process that works as a growth machine to drive leads.

Now let‘s explore each step one by one.

1. Targeting and Email list building

Targeting lays the foundation to generate high-quality leads through any channel let alone cold emails. Setting up any lead generation process without getting the targeting right is like building a castle on shifting sand. 

Right targeting will drive your outreach in the right direction. So how do you get targeting right?

Start off by researching into the business needs and challenges of the Industries and companies (within those industries) who stand to benefit the most out of your products and services.

Once you have narrowed down, now look at which decision-makers would be the right prospects.

This exercise will help in 4 key areas you will –

  1. Get to know who your potential customers are and save you tons of hours which otherwise would have gone in trying to reach out to everyone.
  2. Be able to create your Ideal Customer Profile which will help you in building a targeted contacts list.
  3. Know customers’ pain points, challenges that not only the companies face but also the individuals, which can be used for crafting personalized emails and boost replies.
  4. Get better at lead scoring and comprehending reasons behind why a particular customer is buying and why not.

Now that your targeting is in place next important thing is to get the email list ready. At this step, you can go in 2 directions –

  1. Either build the list yourself using Email finder tools or
  2. Buy a list as per your targeting requirements from data providers like Easyleadz.

Either direction is fine as long as you have weighed in on the following factors –

  1. How niche or broad is your targeting criteria. (Doing In-house vs Outsourcing)
  2. Availability of time and Budget.

Learn here about Building a quality B2B email list. 

2. Writing personalized email copies

This is the step where people falter the most but the only way to become good at not faltering at this step is by repetition and experimentation. That is how we have become better here at Easyleadz. 

As is the case with building any other skill you become better at cold emails as you write more and keep on experimenting with formats and optimize  

There are dozens of email templates out there, in fact, we also share templates with our readers but truth be told simply copy-pasting a template won’t get you much success.

Instead of simply copying, make any template your own.

Meaning, understand the structure of communication and add your own personalization based on the understanding of your audience. it’s definitely hard work. 

Most people skip the hard work and then complain we are not getting responses.

Tenor.com

In the beginning, write cold emails from scratch, draft a few different versions and test them. Having said that there are few Cold email best practices that you can always follow – 

  • Personalize subject lines and test different versions. Short and crisp or long form such as asking a question like Joe, Are you looking to scale lead generation?
  • Opening lines should be engaging and warm up the reader to read through the whole email. You can be direct or quirky or clever. Try all different variations and assess what works best in your case.
  • Make it about your prospect’s problem and how you have a solution and not about your product features or bouquet of services.
  • Always close with a call to action and preferably a single one. It is necessary to direct your reader towards making a decision at the end. Never leave it. You can ask about connecting over a call or seeking their permission to send more information or simply asking them to watch a video or webinar.
  • Keep your signature short and crisp with links to social profiles preferably LinkedIn. Don’t stuff it with too much text and company logo.
  • Don’t use too many links or images in your email body. It will negatively impact deliverability.
  • Don’t include attachments as at times google’s spam filters route the mail to spam even if its a scanned attachment.

In order to dive deeper into the technicalities of writing cold emails, you can refer to

Cold Email Tutorial by Cathy Patalas.

3. Setting up Email domain – Basic checks

Next thing you need is an email domain to send emails from. It is highly advised to not send emails from your main business domain such as easyleadz.com. Instead, use an alternate but similar sounding domain for e.g. easyleadz.in. 

The benefit here is that even if people mark you as spam on rare occasions it will not impact your main business domain.

Once you have your email domain set up, create a personal email account using your name. Don’t plan to send emails from ids like info@domain.com or sales@domain.com. It lends credibility to the overall personalization you are trying to achieve with your email body.  

You can create your email account either using service from your Domain hosting service provider or use Gmail for Business or Outlook. 

We would advise using Gmail since most of the cold email automation tools allow you to quickly connect your official Gmail account in a single step without having to go into technicalities of manually configuring IMAP and SMTP settings.

Irrespective of whether you have a new email account or an existing one if you are using it for the first time to send cold emails at scale, keep in mind these basic checks – 

4. Setting up Email Outreach Tool

Now comes the step where you can automate your outreach process and generate leads at scale. So what is an Email outreach or Cold Email automation tool?

Cold Email outreach tools help you send out personalized cold emails at scale while mimicking human-like sending behavior. You can set a sequence of emails (schedule followup emails in case no replies) for each recipient and the tool automatically send follow-ups based on reply detection on previous emails. 

You would be easily able to track open, reply, click rates and optimize the performance of your campaigns.

For e.g. you can easily check which email in the sequence is getting most replies and which one is not and accordingly optimize. 

You can set up your campaigns in 2 steps – 

  1. Connect your Email account and upload an email list
  2. Create Email sequence.

First 2 steps are easy, I am going to focus on the third.

Setting up Email sequence

You might be sending cold emails to 100’s of prospects but if you are not sending follow-ups your open rate is impacted negatively by at least 30-40% and reply rate by at least 10-15% 

This campaign had only one email

This campaign had one followup email

Note the difference in open rates and reply rates

In our experience of sending 1000’s if not millions of emails on an average, it takes at least 3-4 touches to get a response. 

Here are the basics of setting up followup emails – 

  1. Setup at least 3-4 follow-ups in your campaign, although recommended, is 5-6. 
  2. Keep the flow of communication in followup emails in context to the previous email. You can even take the prospect through an awareness journey wherein the first email your CTA can be as simple as reading an informative post and then in one of the next follow-ups you can ask for a call.
  3. Wait at least 2 days before sending a followup email. Give your prospects space and time to evaluate what you are offering to them.

Now coming to actual tools you can use, there are many of them with their own unique features and value proposition. 

However, there are certain standard features that most of the tools provide – 

  • Email verification and list cleaning
  • Reporting features like Open, Link and Reply tracking
  • Personalization tags
  • Follow-ups
  • A/B Testing
  • Contact Management
  • Integrations with Third Party apps.
  • Free trials.

We are going to look at 3 of the tools we have tried and loved them –

1. Woodpecker.co

Easy to use UI even if you are new to using email automation tools. Found it really easy to get started right away without much learning curve involved. 

Pricing starts at $40 per month and you can send emails to an unlimited number of prospects. They have 14 days of free trial available.

2. Reply.io – 

Reply has been around for almost 5 years and the team has added some exciting features like Direct Calling, Gmail Plugin, and Live Tasks to make the platform more powerful over the years and enterprise adoption worthy. One thing I loved about their email composer is the ability to choose templates right from the composer itself. 

Pricing starts at $55 per month with 14 days of a free trial. In higher plans, you get a has a host of team collaboration features

3. Lemlist –

Lemlist is the new kid on the block and they have created quite a buzz with their Image and Video personalization features. Those of you curious to try out images and videos in cold emails Lemlist is your go-to platform.

Pricing starts at $29, in the base plan you can send emails to unlimited prospects with a cap on daily sending limit to 100 emails.

Here is what to do next

1. Tell us which part of cold email outreach you were not paying attention to earlier.

2. Download the PDF Version of this guide

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5 templates of email introducing a new product

introducing a new product

Email introducing a new product is one of the most cost-effective and direct ways to reach out to the right prospects. When any product is new what it needs most is a tribe of right kind of early adopters who will not only use the product but also give valuable feedback that is so sought in early stages.

Either you can wait for those early users to discover your product or you can cut it short by directly sending an email introducing the new product, making them aware of the pain points your product solves.

The situation is unique given that there is no social proof yet which can be used as a unique proposition for prospects which means either the communication has to stand out or the product or even better Both.

The main objective of sending the email is not to immediately close a sale but to generate enough interest so that your prospect responds. Once you have their attention, you and your product can do all the talking and convince them to buy.

Keeping that in mind here are 5 examples of

Email introducing a new product

Adapt these to pitch to your prospective customers.

1. Be direct with product benefits as the core of communication

Hey {firstname},

This is John, I work in {Role} at {Company name}.
I came across your company profile and thought what we offer could be of value to you. 

We have recently launched {Product} which helps in 

  • {Benefit 1}
  • {Benefit 2}

If this sounds interesting, can we set up a time for a quick call? 

{Signature}

Pro Tip: Now the most important piece in this email is how you contextualize the benefits w.r.t. The business challenges or the pain points your prospect might be having. 

2. Weave a story around your product

Greetings {firstname},

I was browsing through your companies website and thought of dropping you a note. 
You have never heard of me, I am Joe from {company name}.

While working on X we realized that {Pain point 1},{Pain point 2} could be easily resolved using a tool which helps with {solution 1}, {solution 2}.

We buried ourselves into the problem and worked hard for the past 6 months on building {product name} which can help companies like {company name} with achieving {benefit 1}, {benefit 2}

If you can give me 15 mins of your time this week, I can walk you through how we can help you achieve these results.

{Signature}

Pro Tip: Study your prospects’ pain points in depth so you can customize it as close to their objective as possible 18

3. Be direct with the fact that yours is a new product.

(and how it is better than existing solutions)

Hey {firstname},

This is Joey, I work at {Company name}.
I came across your company profile and thought what we offer could be of value to you.

Although we have recently launched our {product name} but we solve {paint point 1}, {pain point 2} better than {competitor 1, competitor 2}.

We deliver {result 1}, {result 2} by {quantiy the benefit} at 10% less cost.

In case this piques your interest enough, Can we speak for 10 mins sometime this week? 

{Signature}

4. Let a personalized video do the talking

Greetings {firstname},

Apologies for interrupting your lovely day but I wanted to show you something that can be of value for {company name}.

{Video – Personally talking about the product}

Btw, This is Joe from {company name}
Have a great day ahead!

{Signature}

Pro Tip: Don’t send a basic product demo video with voiceover, instead, talk directly with the prospect and explain to him/her what you have built and why. Put your call to action in the video itself. 

Prospects will appreciate the time you took out to create a personalized video for them.

Your hustle will reflect positively on the product and create a positive image. 

Learn more about using personalized videos in emails.

5. Break the ice with a dash of humor and make it about yourself.

Largely intended to get a meeting or demo call. A tinge of humor lowers the unfamiliarity and warms up the reader.

In business settings, people generally receive to the point, professional-sounding emails. Your email could be a positive break from the pattern and might elicit a response.

Think like a stand-up comedian!

Greetings {firstname},

I wanted to show up on your doorstep and introduce myself, alas all I could manage is this email 😛
You have never heard of me, I have not done anything newsworthy yet!

This is Joe and I lead {role} for {company name}.

We are new kids on the block helping companies in {key areas, for e.g. Customer support} but with a much more powerful solution that delivers {X}% better results.

Oh, and I wanted to ask something before I show myself out of the mailbox.
Can we get on a demo call where I can show you how we deliver better results?

Now you can go back to sipping that cup of coffee you have been waiting for.

Have a great day ahead!

{Signature}

You can try mixing and matching the content and format (text/video). Test different versions to optimize response rates. 

Don’t forget to follow up 2-3 times with your prospects not everyone might have to time to reply the first time itself.


Here is what to do next



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How to generate quality leads for travel business

If you are into corporate travel business then your sales team will be working hard to find the qualified prospects and convert them into your customers.

Corporate travel is a highly competitive space and staying relevant in this space demands lot of sales efforts and a good customer service to retain the existing clients.

You need to understand which kind of customers will be more likely to spend money on corporate travel and approach them effectively.

I am sharing few tips on how you can target the right companies for your corporate travel business.

Target IT, Pharma, Management Consulting companies

As per a report published by Business Traveler, in USA alone companies spent 45 billion USD in travel.

Information technology, Pharma, Management Consulting, Manufacturing, Construction companies spend the most on corporate travel.

So if you are a corporate travel business then you can reach out to companies in these industries and optimise your sales outreach.

Using EasyLeadz sales automation tool you can setup an EasyBot which can find companies in above segments and reach out to the decision makers over email automatically on your behalf.

EasyBot capturing Pharma companies

Target recently funded companies

Companies who have recently raised funding are the ones who will invest money into expansion and growth of the company.

They will be hiring more people and opening new offices in new locations. Hence an inherent need for more travel in coming months.

If you reach out to these companies right after they raise funding then your chances of converting them into a client improves a lot.

EasyLeadz sales intelligence tool tracks recently funded companies daily and automatically triggers a personalised email to the right decision makers, as preset by you.

List of recently funded startups

Target companies who launch new products

Companies that launch new products invest money in distributing those products into multiple regions. The people responsible for distribution travel a lot.

Track all recently launched products specially physical products and reach out to those companies at the right time.

Using a sales intelligence tool like EasyLeadz can solve your problem of finding such companies and reach out to them at scale. Thus helping your sales team to scale the process.

While doing all these targeting you will have to also work on following:-

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Cold Emails

Corporate Travel Leads

Lead Generation

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How to get quality leads for web development agency

There are lakhs of web development companies in India and United States. Everyone is competing for the same customers and trying to win more clients.

Its a tough market to be into. If you do not innovate then your revenues will not grow at a pace that you expect it to grow.

Generating high quality leads for web development agency is not hard if you understand your customers well and prepare a targeted accounts list based on relevancy and stop targeting companies randomly.

I will share some targeting criterions that will help you target more relevant companies and generate good quality leads for your web development business.

Target recently funded companies

When are the companies more likely to invest into web development or mobile app development?

The answer is : When they have money to invest and when they have a need to invest and on top of when they want their product to be revamped or likely to grow fast.

All the above factors are checked when a company raises funds. As this company will be now keen on investing money into product upgrade, technology and infrastructure upgrade and already have a need to grow fast.

Thus, targeting companies who have recently raised funding becomes the number one priority for any web development company.

You can use google news to search for such announcements daily or you can use a fully automated sales solution like EasyLeadz using which you can find recently funded companies, find the right decision makers in those companies and automatically trigger an email to the prospects.

Easyleadz – list of recently funded startups

Target companies hiring for web developers

Who else is more likely to invest into outsourcing their web development work to an agency?

The companies who are already showing an intent that they have web development projects in hand.

The companies who are actively hiring for web developers or similar roles are already investing money into projects related to web development.

Thus, they become more relevant when it comes to targeting companies for your web development agency.

Instead of randomly targeting companies if you can streamline your targeting criterion and reach out to more relevant companies then it will give you a better targeting approach and improve your response rates on your sales campaigns.

You can use either job portals to track companies actively hiring for roles related to web development or you can use EasyLeadz to track such companies and put your outbound sales on auto pilot mode.

EasyLeadz sales prospecting tool will automatically track such companies daily and reach out to the decision makers in those companies and send them an email.

Companies hiring for web developers

While reaching out to these companies there are few things that you will have to remembers:

B2b Sales

Cold Emails

Lead Generation

Sales Automation

Web Development Leads

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How To Generate Quality Leads For Advertising Business

Thousands of advertising agencies and software tools exist today and its a competitive space. Finding more clients in this space is challenge to sales representatives.

The reason most sales people struggle in finding leads for their advertising business is because they rely too much on referrals and often do random cold calling to companies.

I am going to share some tips on how you can generate high quality leads for your advertising business.

Target recently funded companies

Companies who have recently raised funding from investors will have money with them. The first thing that any company do after they have money is that they invest in marketing and growth.

So reaching out to companies at this point will lead to a higher conversion because their focus will be to grow marketing function of their organisation.

An advertising agency can reach out to these companies and customise their offering according to the business of the company and generate high quality leads.

List of recently funded startups

Using EasyLeadz sales intelligence tool you can automate the process of finding recently funded companies, find the decision makers in those companies and reach out to those decision makers over email.

Target companies hiring for specific roles

Companies who are hiring for roles like digital marketing, advertising, media planner are the ones who have already decided that they want to invest more money in advertising and marketing function of their organisation.

As an advertising agency if you reach out to these companies at the right time there will be better chances of conversion and a potential client.

Hiring is a big aspect of a company focus area. If any company is hiring for SEO it means they want to grow their SEO and have a budget allocated for SEO.

Companies hiring for marketing roles

EasyLeadz sales automation tool can find these companies on a daily basis and find the right decision makers in these companies.

Once it has found the decision makers it will start reaching out to them over email using a personalised template that you can setup in the dashboard.

Target using niche sectors like Ecommerce

The other targeting criterion can be niche sectors like Ecommerce companies. You will have to understand that the kind of companies who invest more into advertising are more consumer focussed companies and they invest heavy chunk of their money into offline advertising.

So in order to optimise your cold email conversion you can start targeting companies sector wise based on whether are Ecommerce or not.

Using EasyLeadz sales intelligence tool you can find list of ecommerce companies and automatically reach out to the decision makers in those companies over email.

List of e-commerce companies

Key to generating good quality leads is understanding your Ideal customer profile and having a good email subject line and a well defined cold email template.

Once you have these things in place you can then focus on improving your cold email deliverability and use a proper sales follow up sequence to improve your response rates.

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How to get leads for chat support tool

Every day the job of the sales person is getting difficult because of low attention span of customers.

Sales people reach out to 1000 prospects and get only limited replies and often get disheartened.

There can be many reasons for not being able to generate good quality leads, few of them are:

  • Not defining your ideal customer profiles
  • Not having a well targeted B2B list
  • Poor quality database
  • Not having an effective email template and follow up strategy
  • Not improving your targeting consistently based on results

We at EasyLeadz too faced this challenges in initial days, that’s why we built our own tool EasyBot which can research companies for us, find the right decision makers and initiate a conversation with them over email.

Based on our experience of working with many chat support tools I am sharing some effective tips that can help you generate quality leads for your chat support tool business.

Target recently funded companies

The reason why recently funded companies are relevant to any chat support tool is that these companies have now money in their bank and they can invest this money in improving their customer support function.

Now, if you are a customer support or chat support tool provider then reaching out to these companies can improve your chances of generating a quality lead.

There are many ways to track such companies:

  • Crunchbase
  • Google news articles
  • EasyLeadz automated sales intelligence tool

If you go to Crunchbase then you can find daily alerts of funded companies globally. The only challenge will be that in their free plan you cannot setup email alerts or download the list.

You will have to manually go every day (infact every few hours) to track these companies.

Crunchbase

The other method of tracking recently funded companies will be setting up Google news alerts.

You will receive notifications whenever there is a keyword mention like “startup funding” in google news. The problem with this approach is that you will miss lot of these companies as not everyone gets a news article coverage for their funding announcement.

Google alerts for recently funded startups

The third approach is using EasyLeadz sales intelligence platform that will automatically track recently funded companies and even find the right decision makers in these companies and reach out to them over emails with a personalised email template that you can edit.

Recently funded startups EasyLeadz

You can filter companies based on industry, their headquarters and employee size. There are advanced filters like Ecommerce, SAAS and technology used by the companies.

Once you setup an EasyBot – it can literally work like your sales person 24/7 and start finding funded companies daily and reach out to the decision makers over their emails via your connected email account.

We use the same method to reach out to B2B companies who have recently raised funding as they will now spend more money on sales and can use tool like EasyLeadz.

Target companies hiring for complementary roles

The other effective strategy is to track companies who are hiring for roles that are complementary to your business.

In your case a company that is hiring for chat support or customer support or customer service roles are more relevant.

Why you should care to track such companies?

Its simple. If a company is hiring for customer support than it clearly means they have more need for customer support and this company is already having a budget to afford a person for customer role and is determined to address challenges in customer support function.

A company that is already investing money in this function is the one who is more likely to invest money in a tool for customer support.

You can use following methods to track such companies:

  • Google job search
  • Job portals like Indeed, Naukri
  • EasyLeadz sales automation tool

In Google job search enter roles like customer support, chat support and track such companies daily. After tracking these companies you can also use free email finder tools to find the email id’s of decision makers in these companies.

Reach out to these companies to identify whether they have a need for a chat support tool or not.

Google job search

The challenge will be if you want to further narrow down your search and do it daily then it becomes too much manual work for any sales person to do.

The other option is to go to job portals like Indeed or Naukri.com and track companies who are hiring for customer support roles.

Job portal Indeed

The challenge will still remain the same i.e how to do it manually at a scale and narrow down your search by size of company, industry of the company, location of the prospects, further advanced targeting criterions like SAAS, Ecommerce and many more options.

Third option is to use Easyleadz sales intelligence and automation tool to track companies who are hiring for customer support role and setup an EasyBot to capture those companies daily.

Once EasyBot captures these companies it will start finding the right decision makers as per your defined criterion and start reaching out to them over email with a personalised email template added by you.

EasyLeadz hiring intent signals

Target companies by technologies they use

The other targeting criterion is by identifying what kind of technologies your customers are using.

By technology I mean if they are already using your competitors chat support tool then you can reach out to them.

You can always customise your email campaign based on this particular targeting criterion and include in your email copy more information on how you are better than your competitor’s chat support tool.

There are two methods to find such companies:-

  • Builtwith technology finder tool
  • EasyLeadz sales intelligence & automation tool

If you have a tool which is similar to Intercom then you can search for which companies are using Intercom already by using Builtwith or EasyLeadz.

Once you have that list you can find the right decision makers either over Linkedin or use a free email finder tool like EasyEmail finder.

After you have the list then you can start reaching out to these prospects over email and follow up if they don’t reply you back. This too can be automated using several tools like Replyup or Mailshake or EasyLeadz.

Builtwith Intercom

Builtwith is a great tool which can be used for your initial research.

The only challenge will be to automate this process because once you have the list of companies after that you will have to apply several other factors like location, job roles, company size, industry, company type in order to narrow down your company targeting.

The other option is to use EasyLeadz sales intelligence tool to automate this process of finding companies using Intercom and reach out to the decision makers over email.

Companies using Intercom

EasyLeadz will keep tracking such companies and reach out to the right decision makers all by itself thus saving you tons of manual research.

Target companies by their business model

Depending on what type of companies are your existing users you can narrow down your search criterion by targeting companies based on their business model and reach out to right prospects.

If your chat support tool is used by B2C companies like ecommerce companies then you can track ecommerce companies and reach out to them.

If your chat support tool is used by mostly technology companies like SAAS companies then you can just focus on SAAS companies in order to generate more effective leads.

This can be further narrowed down by the industry of the company like if your chat support tool is more relevant to fashion based ecommerce companies then you can do that.

In order to target ecommerce companies or find list of SAAS companies you can use EasyLeadz sales intelligence tool.

Ecommerce companies in USA

EasyLeadz sales automation bot – EasyBot – will automatically find more ecommerce companies and start reaching out to them over email and follow up with consistently to generate more leads on its own thus saving you manual hours you may otherwise spend on researching companies.

SAAS companies in USA

Thus, the need to do manual research can be eliminated by using sales automation tools or you can still do the same thing manually by using free information providers like Google and generate more quality leads for your chat support tool.

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How to create your Ideal Customer Profile

A well defined Ideal Customer Profile can make or break your business. Businesses take months if not years to create an Ideal Customer Profile.

But what is Ideal Customer profile anyway?

Ideal customer profile defines the kind of customers who are most fruitful revenue generating buyers for your product or services.

They are the ones because of whom your business is in good shape. They are the ones who give you the most referrals. They are the ones who give you good word of mouth.

They are the ones for whom you would like to build a new feature in your product. They are the ones for whom you would like to run a new sales or marketing campaign and like to get them to buy your product or service.

There is no universal defining of an Ideal Customer Profile but you may think of these customers as your dream customers.

How to create an Ideal customer profile?

Its a long and iterative process and involves experimentation.

Its always good to choose your customers. If you are lucky enough to choose your customers then you are in a good shape of your business.

A good customer can bring more customers but a bad customer can kill your brand, waste your resources and make you lose your focus and energy on unnecessary things that will hurt your business in the long run.

When UBER started their business in San Francisco their ideal customers were the wall street people who can afford to pay for a luxury sedan.

UBER started out their marketing by putting up kiosks in places where people like these gathered a lot and had money to pay for a luxury sedan.

UBER did not offered any lost cost rides at the beginning because they wanted these rich folks to tell other rich folks about UBER Services.

These folks can afford easily and would not bother to try UBER service. If they liked it would be a big hit. Which happened in UBER case eventually.

There are three methods to create an ideal customer profile:

  • Market based approach
  • Account based approach
  • Lookalike based approach

Market based approach for Ideal Customer Profile

In the market based approach you define your Ideal customer based on their firmographic and demographic attributes.

This approach is used when you want to reach out to customers based on their industry, location, size or other firmographic factors OR you don’t have specific companies in mind that you want to reach out OR your market is broad in size.

Lets say you are a customer support solution provider. Your ideal buyers are the ones who will need customer support tools to assist their own customers.

While making this ideal customer profile you will have to understand what kind of customers are more likely to buy a customer support tool.

In case of a customer support tool the companies who are in B2C space and have a more web traffic will be a good fit for this customer support tool.

So instead of randomly targeting companies who start with companies who are in B2C space and have a decent web traffic.

Based on your initial testing of doing outbound outreach aka cold emails to these prospects you understand what is the response rate and closure rates.

After that you can improvise your Ideal customer profile based on who all shows more interest to your customer support tool.

Firmographic attributes in Ideal Customer Profile

  • Industry like Real Estate, Internet, Consumer Goods etc.
  • Size of the company – Startups, SME, Mid sized, Enterprise customers
  • Location of your Ideal customers – City, State or Country
  • Company type – Ecommerce, SAAS, Product or service based company
  • Estimated Revenue
  • Business model i.e B2B or B2C
  • Monthly web traffic
  • Their recent activities like funding, hiring, product launches, top level changes
  • Other company attribute

Demographic attributes of Ideal Customer Profile

  • Title of the buyers or influencers
  • Department of the buyers
  • Authority of the buyers or level of the buyers in the organisation
How to create Ideal Customer Profile

You can use tools like EasyLeadz to define your Ideal customer profiles based on persona of your buyers.

The more precise your Ideal customer profile is the better your outreach will be and eventually your response rate.

If you are reaching out to ecommerce companies then your approach to these companies will be having a different cold email subject line or cold email copy which will give you better results.

Personalisation can be done based on ideal customer profile. The higher the personalisation the better is your response rate.

One most important profile attribute is the title of the prospects based on the size of the company. Cold emails generally do not work on CEO’s of large size companies.

If you are reaching out to founder of a 500+ employee size company for a chat bot solution then do you think s(he) will care to reply you back? Most likely s(he) wont.

So you will have to define your targeting based on the size of the company and the title at-least if not something else.

Account based approach for Ideal Customer Profile

Account based marketing approach works when you have specific company names that you want to target. This approach is defined based on a limited market.

If you are selling to only Fortune 100 companies. So your target market and approach for selling and reach out to these prospects will be more relationship driven than outbound approach.

Cold email generally do not work on account based marketing approach.

Account based marketing or ABM is used when you have a high ticket product or service and you want to focus on certain companies that you believe are more suited as a buyer.

EasyLeadz offers a free email finder tool using which you can find contacts in specific companies.

EasyLeadz email finder tool

Lookalike based approach for Ideal Customer Profile

Lookalike based marketing approach in B2B sales is used when you already have certain companies using your products or services.

You can define your ideal customer profile based on the attributes of your existing customers.

Example: If all of your existing companies are ecommerce companies and they are based out of United States and they have an employee size of 50 then you can use these attributes to create an ideal customer profile.

The more attributes you can pick up from your existing customers the better your targeting becomes for your B2B sales campaign.

Furthermore you can also check who all your existing users and their titles. If founders are using your product then you should reach out to more and more founders.

As said the better your Ideal customer profile is defined the better your outreach is and the higher your response rates will be for your outbound campaigns.

B2b Leads

B2b Sales

Cold Emails

Ideal Customer Profile

Lead Generation

Sales Research

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