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this is you your potato your company is a potato your product is a potato you want your prospects to come and eat your potato to buy your potato to book a meeting to discuss potatoes watch a demo or presentation of your potato problem all of your customers are very different they're all hungry different times they like their potatoes cooked in a special way the same way that some people like their potatoes match and others like them in french fries your prospects might prefer getting up on email LinkedIn they might hate cold calls they make wild voicemails they might be eating avocados they're happy with their avocado they don't know any better already got a solution in place they've also been bombarded by people trying to sell them Peppers parrots and onions commit to the debt well son might have a star Trilogy and never ever ever want to eat your potato so if you're only reaching out for them with one potato one time cooked in one wet gonna miss our opportunity that most of the time just isn't gonna be enough to get them interested in your potato you're gonna need to hit them with a potato ballsable times serving up in different ways to try and catch those and to give yourself the best chance of cutting through all the noise getting them to book that meeting with your potato and that right there is exactly why we need sales sequences otherwise known as cadences give ourselves multiple chances of getting through to our buyers in the right way at the right time the right message and the right Channel potatoes it just makes sense [Music] so how long should your sales sequences be well we've done the best performing sequences are more like a kit exercise a short spring over a short period of time 10 to 20 tough points over a two to four week period in that time you're going to get noticed you're gonna get seen if they don't respond then you can move on now you might also have a couple of different sequences depending on the leak inbound leads nurture leads High intent leads content downloads past customers that chat but for this video we're going to be focused on the most common sequence a cold outbound sales Cadence that's going to try and book you a meeting with a prospect who's not heard anymore now before you start your sequence you're going to want a nice clean list and you're going to want to segment those lists into similar prospects who might be all facing the same challenge as you saw let's say I'm selling lavender AI email assistant that helps sellers write better emails and get more Appliance sign up for free using the link to the description below although my D2 is good then what I can do is bucket my prospects into common tricks let's say this segment is BPS of sales at growing tech companies with between 100 and 500 employees who currently use sales Lop or Outreach no one fair for me to assume that all of these folks might be facing a similar Pro and therefore I can hit them a very similar messenger and reduce the amount of work and time and effort and research I'm gonna have to do to Target these folks with effective outbound Outreach and that's going to save me a ton of time researching each and every one of them individually trying to find a reason to reach out so what are the different channels or methods of sales average you can use you'll see every industry company size and customer is going to be slightly more or less receptive to different average chance but the traditional ones you're going to see are Emet Stripes cold cook smashed potato voicemails afro social media crisscross price videos smiley faces and there's a whole other category of kind of like more obscure ones that aren't users often base times WhatsApp text message cold calendar invite roast potatoes because I ran out of ideas for potato dishes so when you blend all of these channels together what you get is a sales seat to booking meetings exceeding quartet cheers foreign you've decided how long your sequence is going to be you've identified and built a list of similar prospects you can Target with similar Mastery now what steps are you actually going to use to reach out to them and in more order well here is our official lavender approved outbound sales sequence day one step one a cold call I like to start with cold cool because if you can get a prospect on the phone and have a conversation with them it's very quick to establish if they're a fit or if they're not after all that to me is I can book a meeting or to score by the prospect in the very first step of the sequence and save myself doing all the remaining stats I actually did a video on cold calling in my last trip at sales speed I'll leave a link to the video in the card and in the description of this video go check that out it's a good one day one step two a voicemail if your prospect doesn't pick up your cold cool if you leave them a voicemail in the stake a lot of sellers make when meeting a voicemail is asking for a call back hey it's Wellington here sorry I missed you can you give me a call back on 902 916-2211 waste of your time instead say something like this hey it's Will Aiken from Lambda don't worry about calling back I'm gonna drop you with an email what this is regarding look out for it it's gonna be coming from will dike tin a lavender diet well that's gonna do is direct them to your first email and increase the open rate on that email even if it ends up going just fast day one step three an email now we did a whole video on cold emails you want to check it out it's on the card and in the description again but for this first touch called email let's use a very similar framework for every email start by observing something about your prospector that is then move on to a challenge related to the observation share a story of how other customers like them are solely enough problem with your solution and then finish off with a CTF a question that you can apply to day three step four a social media engagement before I send someone a connection request I've always did I want to engage with their social posts I'm going to comment on it I'm gonna need ads on my own insights I'll ask them a question but of their books I want them to be more familiar with My Name by the time I reach out day three step five a connection follow or friend request I'll take my dope leave a note in the request the reason being adding a note gives them an excellent reason why not to connect with you so unless you have something very very thoughtful to add leave the note black and your connection except break will go up day three step six a cold cool day five step seven an email with a video in the same thread as your first email you're gonna respond to the Hema this is where a lot of sellers make the mistake in their follow-up they say things like thoughts or bubbling this to the top of your inbox or did you have a chance to read my last email it's both annoying and a little bit lazy instead use the opportunity to highlight another challenge they might be facing restate the context for why it is you're reaching out seek to clarify this is what we do why that's important to them and then of course end over CTA then you insert the thumbnail the GIF from your video platform and the link to your video and in that video you just restate what you said but also show a little bit of your solution or your presentation or your service or a case study the video will servers that can interrupt because not many people send videos but it'll also give you a chance to show them that you're human are your personality shine and although the links and images and emails can often send you email to spam because it's a follow-up email as long as the first email got delivered this one likely will to day seven step eight a social media engagement again comment or like on your prospect's comment or post wherever you feel like the prospect is most active is the best place to get day 7 step 9 a social media message for this we can use a very similar framework that will not be used with a cool email there are a couple of considerations that apply to social media that don't apply to emaps you see most social media platforms operating more like a chat platform like a text message rather than an email what this ultimately means is less space and different social norms so drop your greeting drop all the formats in keep your message hyper short use more casual or conversational tones and don't sign off of your name your profile's right there if they want to learn more about you and where you work they can click on it day 9 step 10 and email so this is where we might try to add a value share some content or metrics that your prospect will find helpful humorous or interested now the Mystique a lot of sellers make at this stage is they share their own company's content the problem with that most marketing teams make content it's self-serving fluffy and biased and even if your company makes Incredible content that's what your buyers are going to think so as a pattern interrupt you might throw this instead find a trusted quality third-party unbiased resource and send that to the prospect it could be a Blog article a research paper a YouTube video or a LinkedIn post secondly explain why they should read it this again can be focused on the challenge that you think they might be experiencing and as an optional step you can nod back to one of the previous emails that you sent day 10 Step 11 akoku day 10 step 12 a voicemail although in this one you can be a little bit more direct and use the same framework that you're using the email before observation problem story CTA I've been talking to people like you who have been experiencing observation they've been telling me this challenge is a real problem for them right now a lot of them are looking to us to help solve that send you a few emails already let me know if this is interesting to you day 13 Step 13 a social media message with a video or a voice note now in the voice though in that video you might just say the same thing as what it just said in that voicemail there but what you're trying to do show that you're a human being and that you're not automating everything Pro tip when you send a video or voice note whatever it is make sure to include a quick note regarding what this message is about that's a little teaser that will then cause them to click the video listen to the voice note whatever it may be day 15 Step 14 a cold call and finally day 15 Step 15 and email you've failed to get a reply this is one last how Mary to try and generate a response to close the door on this prospects you might want to send a breakup email thing is a lot of sellers get these very wrong they do these corn emails they're like hey this will be the last you hear from me or I've got to assume you're in by crocodile ah don't like that instead try this framework steady you've been reaching out explain why you've been reaching out assume that your timing is off ask them to correct you and then clarify that this is the last email that you'll be sending for now remember it's not goodbye forever it's bye for now boom and their new habit 16 different touches across two weeks if none of this resonated then it's time to lay and load for a little while leave them alone we're looking to book meetings you'll get restraining orders remember either have your marketing team nurture them or start targeting a different contact it's actually from a different department at their company let them cool while for two or three months and then retarget them with a new sequence that has different messaging uses different observations it highlights different challenges potatoes sounds simple comedy questions drop a like on the video subscribe and um oh try lavender