My client was chasing after cold prospects, hoping that they would be the key to making money.
However, they had been in business for over 8 years! There was an easier way to make a quick sale.
They came to me asking a simple question:
"How can we close $100,000 quickly without cold outreach?"
I told them:
Leverage your current network.
Focus on reaching out to people who already ‘know, like, and trust’ you.
AKA – your past clients and prospects.
They were struggling to increase revenue, so I developed a strategy that helped them reach out to people who knew they actually existed.
Here's a breakdown of the exact strategy I used to help them generate $102,250 within just 7 days.
Step #1: CRM Clean-up
Knowing the average American moves jobs and changes email addresses every 4.1 years and that my client had been in business for almost a decade, I knew there would be a lot of old data in their CRM.
So, here is what I did:
Downloaded all of their contacts out of their CRM - mainly their past clients and prospects
Uploaded the list of contacts into Zerobounce - an email verification platform that scrubs your lists and identifies invalid emails.
Let ZeroBounce work its magic and spit out a list of invalid emails
Over 500 contacts were identified as invalid and I wasn't surprised.
I've implemented this strategy for several years, and typically, I discover that invalid email addresses make up about 15% to 30% of a company's data.
Step #2: Developed a New Leads List
Once I extracted all of the invalid emails from the database, I had a list of 500+ people who had either:
Worked with this advertising agency
Completed a discovery call with the agency
Next:
I used LinkedIn to see why these emails came back as invalid. Typically, if the email is invalid it's because they left the company.
So my team and I did some digging and removed anyone who was not qualified as a lead.
Leaving us with a ‘warm’ list of qualified buyers who knew of this agency.
Lastly, we opened up Seamless.ai and pulled their new email addresses.
Resulting in a list of approximately, 425 "warm new" leads!
Step #3: Outreach
Armed with this new golden list, I created an outbound prospecting strategy for those leads.
This wasn’t anything over the top or fancy, I simply had the advertising agency sales team reach out via email and LinkedIn.
They wanted to make $100,000 quickly so I took the discovery calls for them.
And within the first week, I sold $102,250 worth of advertising services.
Not too shabby, right?
Although this approach isn’t as ‘sexy’ as turning a cold lead into a paying customer – money is money.
Whether it comes from old or new connections, your bottom line increases either way.
PS: If you’re an agency owner, who wants to close $100,000+, DM me "sales" and let’s make it happen.
PPS: Ring my bell for more business (and sales) insights.