Dm Outreach

Preface: If you’re not following the person that you’re messaging, forget you even reached out
to them in the first place.

I myself don’t respond to people if they don’t follow me UNLESS they are a massive account.

So if your sub 10k followers not following the person you’re reaching out to is negatively
impacting your response rate.

Narrow down your ICP (who EXACTLY are you trying to target)

Once you find the account give them a follow & engage with a few of their recent tweets.

Drop a like & comment.

Actually add to the conversation of their tweet don’t just repeat back to them what they've just
said.

GIVE VALUE!

Then swoop into the dms.

There are 2 different approaches you can take

1). Leading with value

2). Direct ask

It's worth testing both of these approaches and see which gets a better response rate.

Leading With Value

This comes down to giving the prospect something for free in order to win their attention.

Example: Let's say I’m a full stack marketer & help coaches build low ticket community
funnels. My target market is coaches who sell a high ticket coaching program.

My outreach could look something like this.

“Hey {{Name}}, saw that you sell {{coaching program name}} as a high ticket offer and
couldn’t help but notice you’ve no lower ticket funnel to feed the high ticket

I actually specialize in helping coaches create an ascension between low and high ticket

Mind if I send over a 6 minute video covering exactly how I could help you do this?”
This type of approach works really well as the prospect loses nothing from saying yes. They only
gain value.

Now think of this example and apply it to your own offer.

Help people with CRO? Then ask to send them a quick audit of their site.

Help people with Youtube Funnels? Then ask to send them a monetization strategy.

This strategy can be applied to ANY offer.

Direct ask

This is the approach where you cut the bullshit and get right to the point. (Usually works better
when you have decent social proof as you can lead with it).

Example: I am a CRO expert and help ecom owners improve their conversion rates.

“Hey {{Name}},

Saw that you’re an ecom owner here on twitter.

I recently helped {{X Person}} improve their conversation rate by 2% leading to an extra
$10,000 generated in 60 days.

Open to hearing how I could do the same for you?”

This type of message is personalized to them as you’re calling out that they’re an ecom owner. If
the message looks automated 99% of people will ignore it.

If you do have a guarantee with your offer you can lead with it in outreach.

Example: I run a lead generation agency for other B2B agencies.

“Hey {{Name}},

Saw that you run a marketing agency. Would you be open to how I can help you get an
extra 3-10 qualified calls per month on a purely performance basis? (no setup fee)”

Now this offer is

GREAT

. Purely performance tells me exactly what the goal is

PLUS
the prospect doesn’t pay a setup fee.

Sales Call Strategy Overview

 Prospect is qualified
 Research has been conducted
 Looking Presentable

Stage 1 - Discovery
At stage 1, we are Building Rapport, Authority & Gathering Ammunition to be used later.

 1.1 - Break the Ice

Stage 2 - Present
Stage 2 is all about showing Credibility through teaching.

 2.1 - Competitor comparison

Stage 3 - Close
Gain permission to sell & progress forward.

 3.1 - 3 Question close

Stage 1 - Discover
1.1 Building Rapport - Break the Ice
Do some research about the owner and of the company to connect with them on a deeper level.

Don't dive straight into business, Small talk is very important.

Examples of conversation -

 Comment on their background

(Transition to business - Take Control)

“So why is it you accepted this meeting today?”

“Affirmation” e.g Perfect, Great

“ So I want to start this meeting by learning a bit more about your business. I need to
understand where you are currently and then we can dive into how I can help”

1.2 Ask Questions - Gathering Ammunition

At this stage, you need to ask questions that are the most relevant to your service. See where they
are leaving money on the table and use that as a pain point. You reached out to this business
specifically because you noticed how your service can benefit them. Use that.

It is imperative that you let them talk as much as they want at this stage. If they are answering a
question for 20 minutes. Let them talk.

Take notes on what they are saying and most importantly, Listen.

Stage 2 - Present
2.1 Competitor Comparison - 3 Weapons on Influence

1. Law of Social Proof - The greater the number of people who find any idea correct, the
more the idea will be correct.

Show screenshots of any of their competitor #1 (preferably national) who are much more
successful than them and are utilising the service you are offering.
 2. Law of Comparison - The idea that individuals determine their own social and personal
worth based on how they stack up against others.

Screenshots of their competitor #2 who are utilising the service you are offering but doing a
much better job than competitor #1

 Compliment first
 Educate & criticise competitor #1
 Finish with a compliment on competitor #2

2.2- Law of Authority - Educate

At this stage, you will teach them how your service benefits not only them but any business in
that niche. you will pull up any statistics and trends you can find and inform them of the
advantages and benefits for the brand

2.3 - Show your results - Wow Them

Show screenshots of your previous work/case studies. Speak about how others have benefited
from your service.

Clear up any questions they might have so far.

“Do you have any questions for me at this stage?”

Stage 3 - Close (Gain permission to sell & progress forward)

1.“ So based on everything we’ve discussed do you believe that I understand the issues your
facing”

2. “Do you think that I have the skills to help you solve these issues?”
3. “Shall we proceed to the next step?”

“Great, So our service cost is $X per month. How does that sound?”

If “No” ~ See objection crushing scripts

If “Yes”
“Great, I can send you on a quick onboarding form after the call and we can started as
soon as that's completed”

(See Onboarding Client template)

“Are you free over the next couple of days for a kick-off meeting”

(proceed to book a time and date)

Kick off meeting isn't always necessary, but you will know whether it is or not

Recommended Tools

Zoom/ Google Meet - Any platform that enables you to share your screen.

Powerpoint / Google Slides - For Presentations

Pen + Paper - Take Notes

Behavioural Recommendation

Don't speak Monotone

Use Hand Gestures when your speaking

Speak with Passion & Really Listen to your potential client

Smile & Have Fun with it.