text expander<\/a>\u00a0like FlyMSG from Vengreso.<\/p>\n\n\n\nPhone call<\/h3>\n\n\n\n A task is created to call the prospect.<\/p>\n\n\n\n
LinkedIn activities<\/h3>\n\n\n\n Outreach lets you create multiple LinkedIn based tasks like view the prospect\u2019s profile, interact with their post, send a message, send a connection request, etc. <\/p>\n\n\n\n
How to decide the steps in an Outreach sequence <\/h2>\n\n\n\n Outreach doesn\u2019t tell you what steps to use in a sequence and leaves it to the judgment of the salesperson. However they do offer some templates that you can use based on the prospect type.<\/p>\n\n\n\n
Science has shown that people with different personality types respond differently to different communication mediums and frequencies. Be it a phone call, email or social interaction.<\/p>\n\n\n\n
Some people don\u2019t mind a cold call but others prefer email first. Some respond well to social connections and others not so. And even with each of these mediums, there are different things to focus on based on personality. <\/p>\n\n\n\n
Following a standard sequence to all your prospects will still get you mixed results, but you\u2019re limiting your potential by doing so. If you want to increase your overall response rate, going that extra mile and incorporating personality based variations of your sequences will help you achieve that.<\/p>\n\n\n\n
Now if you want to build such a sequence that converts, here\u2019s our suggestion based on the personality of the prospect. <\/p>\n\n\n\n
Note: Not only do you need to alter your sequence according to personality type, but also change your tone of delivery according to your buyer. A phone call to a Goal oriented prospect will be much different from one to a Relationship oriented prospect. We\u2019ll write about tones of delivery in a future article.<\/p>\n\n\n\n
Example Outreach Sequence: Goal-oriented prospects<\/h3>\n\n\n\n If you\u2019re familiar with the DISC personality framework, people with the personality type D tend to be highly goal oriented. They\u2019re what you would call \u2018Commanders\u2019.<\/p>\n\n\n\n
Writing to them about having gone to the same college or about \u2018mutual connections\u2019 is not going to move the needle. Instead focus on what your product\/service can do to help them achieve their goals. They\u2019re likely to respond to communication that shows them the end vision.<\/p>\n\n\n\n
Planned calls work the best with them so drop an email first!<\/p>\n\n\n\n
Here\u2019s a simple 15-step sequence to use on your goal oriented prospects.<\/p>\n\n\n\nActivity<\/strong><\/td>Step Interval<\/strong><\/td><\/tr>Auto email – Introduction (formal)<\/td> Day 1<\/td><\/tr> LinkedIn connect<\/td> Day 1<\/td><\/tr> Phone call<\/td> Day 2<\/td><\/tr> Interact with LinkedIn post<\/td> Day 3<\/td><\/tr> Manual email – Talk about product impact and objective proof points<\/td> Day 5<\/td><\/tr> LinkedIn message<\/td> Day 5<\/td><\/tr> Phone call<\/td> Day 6<\/td><\/tr> Manual email – Talk about competitive differentiation<\/td> Day 8<\/td><\/tr> LinkedIn message<\/td> Day 10<\/td><\/tr> Interact with LinkedIn post<\/td> Day 12<\/td><\/tr> Auto email – Do a followup<\/td> Day 12<\/td><\/tr> Phone call<\/td> Day 15<\/td><\/tr> LinkedIn message<\/td> Day 18<\/td><\/tr> Auto email – Do a followup<\/td> Day 20<\/td><\/tr> Phone call<\/td> Day 20<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\nExample Outreach Sequence: Relationship oriented prospects<\/h3>\n\n\n\n Next up, we have the \u2018Energizer\u2019 – prospects with personality type I. You know, the ones that are high on energy and generally prefer to be friendly. <\/p>\n\n\n\n
You might think showing ROI might work on all prospects. But here\u2019s where you went wrong. This is what excites them – Talk to them about their team and how your product will help them do things better and easier. They don\u2019t mind the cold-call during the right time.<\/p>\n\n\n\n
Here\u2019s a simple sequence to use on your relationship oriented prospects. <\/p>\n\n\n\n
(They don\u2019t mind the extra follow-ups but know when to stop)<\/p>\n\n\n\nActivity<\/strong><\/td>Step Interval<\/strong><\/td><\/tr>Manual email – Introduction (informal)<\/td> Day 1<\/td><\/tr> Phone call<\/td> Day 1<\/td><\/tr> LinkedIn connect<\/td> Day 2<\/td><\/tr> Interact with LinkedIn post<\/td> Day 2<\/td><\/tr> Manual email – Talk about their team and goals<\/td> Day 3<\/td><\/tr> Phone call<\/td> Day 5<\/td><\/tr> Interact with LinkedIn post<\/td> Day 6<\/td><\/tr> LinkedIn message<\/td> Day 7<\/td><\/tr> Interact with LinkedIn post<\/td> Day 9<\/td><\/tr> Phone call<\/td> Day 10<\/td><\/tr> Manual email – Talk about similar deals you\u2019ve worked on<\/td> Day 12<\/td><\/tr> Interact with LinkedIn post<\/td> Day 14<\/td><\/tr> Auto email – Invite them for lunch<\/td> Day 14<\/td><\/tr> Phone call<\/td> Day 17<\/td><\/tr> Auto email – Follow up on that lunch invitation<\/td> Day 17<\/td><\/tr> View LinkedIn profile<\/td> Day 20<\/td><\/tr> Interact with LinkedIn post<\/td> Day 21<\/td><\/tr> Interact with LinkedIn post<\/td> Day 21<\/td><\/tr> Phone call<\/td> Day 23<\/td><\/tr> Auto email – Share a case study<\/td> Day 24<\/td><\/tr> Phone call<\/td> Day 25<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\nExample Outreach Sequence: ROI oriented prospects<\/h3>\n\n\n\n Now comes my personal favorite prospect type – The Yogis. Maybe that\u2019s because I\u2019m one \ud83d\ude01 <\/p>\n\n\n\n
Prospects high on S on the DISC scale prefer outreach to be formal and polite. Anything flashy and they\u2019re out immediately. It\u2019s better to be upfront with them and share information about the process and how it would address all concerns. If there are any pitfalls, talk about it too.<\/p>\n\n\n\n
Here\u2019s a sequence to use on your relationship oriented prospects. <\/p>\n\n\n\nActivity<\/strong><\/td>Step Interval<\/strong><\/td><\/tr>Auto email – Introduction (slightly formal)<\/td> Day 1<\/td><\/tr> Phone call<\/td> Day 2<\/td><\/tr> LinkedIn connect<\/td> Day 3<\/td><\/tr> Manual email – Talk about the outcomes and results<\/td> Day 4<\/td><\/tr> Manual email – Share a case study<\/td> Day 5<\/td><\/tr> LinkedIn message<\/td> Day 6<\/td><\/tr> Phone call<\/td> Day 7<\/td><\/tr> Interact with LinkedIn post<\/td> Day 8<\/td><\/tr> Auto email – Followup on the case study<\/td> Day 9<\/td><\/tr> Manual email – Send a different case study<\/td> Day 12<\/td><\/tr> LinkedIn message<\/td> Day 14<\/td><\/tr> Interact with LinkedIn post<\/td> Day 15<\/td><\/tr> Phone call<\/td> Day 17<\/td><\/tr> Phone call<\/td> Day 19<\/td><\/tr> View LinkedIn profile<\/td> Day 20<\/td><\/tr> Auto email – Send a third case study<\/td> Day 20<\/td><\/tr> Interact with LinkedIn post<\/td> Day 21<\/td><\/tr> Interact with LinkedIn post<\/td> Day 22<\/td><\/tr> Phone call<\/td> Day 24<\/td><\/tr> Manual email – Talk about the process and how it would address their problems<\/td> Day 24<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\nExample Outreach Sequence: Risk Averse prospects<\/h3>\n\n\n\n Calculative prospects who look into every little detail? They are – The Critic. Any little fluff and they\u2019ll not talk to you again. You\u2019ll really need to focus on the details and make extra efforts to not seem pushy or confrontational.<\/p>\n\n\n\n
They usually prefer emails at first and might get into a zone of resistance with a cold call. So keep that in mind!<\/p>\n\n\n\n
Here\u2019s a 10 step sequence to use on your risk averse prospects. <\/p>\n\n\n\n