Want to generate leads for your business? Do you want more opportunities to do guest posting? How about a few initial beta users for your product? Or perhaps you are out of beta for your startup and you are now looking to onboard a few paying customers?
Regardless of what your goals are, it’s time you do things like a maverick.
Maverick? You bet.
If you are in business today, that’s who you should aim to be. You can be all sweet, charismatic, and predictable at home, but not when you are in business.
Ordinary methods and ordinary people only end up doing ordinary things.
While you don’t have to be extra-ordinary from the start, and most people aren’t, you can at least get on the path.
Here’s the maverick’s way to get results:
Forget ROI. Focus on ROR (Return on RelationShips)
Every single business owner out there thinks in terms of ROI (Return on Investment). But guess what? Did you honestly think that your customers care about what you “invest” on? Do you think it matters to them if you took on a $300,000 loan to get your business up and running?
When I look back at the past 8 years, I can track a lot of my success to a handful of key relationships I built.
A good relationship can provide you:
* Guest post opportunities
* Affiliate or referral agreements
To get a meaningful return on investment, there are a few things you ought to do:
Stop asking around for things. Give stuff out: Do you send out cold email outreach campaigns asking for projects, backlinks, have people checkout demos, or whatever? Stop it right now. Instead, create something of value first and give it out to them, regardless of what they do with it.
Focus on really getting to know people. Just an email asking for advice or just letting people know that you shared their blog posts, videos, or podcasts opens up windows for some really awesome relationships.
Do email outreach but not for gain. Don’t ask for anything like sharing your blog posts, linking to a previously written post, or requesting a demo. Do outreach to build new relationships.
Now, you might ask me this:
Ash, it’s all nice and dandy, but I got bills to pay. I can be sweet-talking to the entire world. That’s just ridiculous.
I get it. That’s this “relationship building” should be a permanent side hustle for you. This isn’t something you do today and expect to gain from it tomorrow.
This is long-term. This is called “planting seeds”. This is real hard work.
Try to initiate, build, and keep relationships almost as it’s something you just have to do apart from your regular business or day job or both.
Study success. Then, do what It takes
If a blog post gets linked to automatically by another blogger, or if you see someone being interviewed on a podcast, or an entrepreneur with a string of success behind him or her, they must be doing something right.
Brian Dean Of Backlinko did so well with his super long and authoritative posts like this guide on Backlinking, and his purposely low-frequency-high-impact publishing. He did it so well that even Jon Morrow goes out of his way to share one of his posts in his email newsletter.
Pat Flynn, over a period of time, gathered an audience by making himself a personal brand and with complete honesty while he went about doing it.
Every post on Salty Droid rips seedy Internet Marketers apart. Respect.
How Rand Fishkin of Moz started his journey, how frequently he’d churn out post after post made of pure gold, and how he made his company worth millions of dollars today.
Regardless of which person’s story you pick, you’ll realize that there are tons of lessons out there for every business to learn from.
None of those influencers, bloggers, business owners, and others had it easy. They all broke their respective backs trying to get some quality content out, and they have results to show.
Do Cold Email Outreach. Like it’s religion
Cold email outreach — it’s demanding, it’s scary, and not everyone is used to (or can get used to) rejection.
For precisely that reason, cold email outreach (when you do it right), gets you results:
Anand Sanwal — CEO and cofounder of CB Insights — analysed more than 147 cold sales email pitches and over 93.9% of them sucked big time.
Cathy Patalas of Woodpecker recounts her entire experience of what the folks at WoodPecker — an awesome tool backed by a great team that helps you with email outreach — did to find their first few customers.
But then, don’t get all hung up on the success of cold email outreach. Regardless of how much you want to beat the cold email drum, it has its share of rejection.
Kalpesh Darji, Digital Marketer at SalesHandy, shares his experience that cold emails only work when you send follow-up emails. No matter how much your message is fancy but you only get 5-7% reply rate on your first cold email. According to Kalpesh, follow-up, emails get 15-30% reply rate.
Kalpesh swears by a teeny weeny bit of work you’d need to do to verify the emails before you send in those cold emails. He loves using Findthat.email — an essential tool while sending cold emails. Before you send cold emails to multiple recipients, it is critical to verify your email list and Findthat.email does that very well.
When I tried cold email outreach this month (February 2017), I got the following modest results:
I made some people take notice of who I am and what I do
Got two responses to complete cold pitches (and we turned down both the prospects because they weren’t a good fit for our agency)
I got some people to share my posts on their social networks
I am about to be featured in a handy WordPress setup guide soon.
I managed to get some requests for doing guest posts at Mouseflow and I am in talks with FullContact to drum up some amazing content.
I just sent out a grand total of 26 emails and see what I managed to get?
Now, what happens if you incorporate cold email outreach into your daily sales cadence or your every day lead generation process?
Hustle for Exposure (or Fame or both)
Too many marketers and business owners tend to do things for instant gratification.
— I have my landing page setup, now all I have to do is to send traffic to this page and leads will sign up.
— Ecommerce store is ready. When will the sales come in?
— We just launched our SaaS product. What’s our monthly revenue looking like now?
Patience has just gone out of the window, now-a-days.
If you are the long-term kind of a person (I am), you should hustle for exposure.
How often and how frequently, and with what kind of an impact can you show up on the Internet?
Apply that for anything you do as a part of digital marketing:
Have paid ads running? Aim to show up consistently for your keyword searches.
Are you on social media? Don’t be pleased with 4 updates per day. You can do better than that. Plus, while you are on social, aim to connect, engage, and make someone’s day.
Are you blogging? Be sure to give away everything you know, feel, or do.
Write a book and get it published. That’s a lot of exposure and credibility [ I am toying with this idea soon]
Get featured somewhere. This goes a long way to help kick in some eyeballs.
Do all that for exposure. Do it for excellence. Do it for the sheer love of doing it.
Success will follow.
Do it all by doing more of it
I might take flak for this, but I am going to say it anyway.
These are times when what used to be good (or easy) isn’t that way anymore. Advertising costs are up, customers are nearing the point of complete digital marketing blindness.
The only way to cut through this blockade and mow down your own problems is to be in the zone. Do more of everything until you know that something doesn’t work.
Have No Expectations, & Egos
You know why a marketing maverick is a maverick? Marketing Mavericks — as I like to call them — don’t give a rat’s ass about what others think or about the outcome of their efforts. They don’t worry endless on how to get marketing results.
They have no baggage, expectations, or egos. Even if they do, they train themselves to subdue everything emotion that can slow them down or to make them any less efficient than they ought to be.
Whether you are bidding for projects, sending out cold emails, or sending a steady stream of pitches, your aim is to do it to a point that it just works for you.
This also applies to trying out new ideas, staying consistent with your organic marketing or when you are launching and running paid digital campaigns.
You’ll know when things don’t work.
At that point, you can pivot, change, or try new things.
But until then, there’s no place for pussies in this world.
Landing pages are an absolute must if you are trying to send people to a page where you want them to take some kind of an action.
With the exception of people landing on your website or web pages directly (which is possible through organic, social, and email traffic), all other visitors must land on a landing page.
Landing pages disallow visitors to be distracted. The way landing pages are built, you can have visitors focus on only one thing they have to do when they arrive:
Unbounce is our favorite landing page builder. It’s absolutely essential for our agency work and my own projects. I’ve been working on the Unbounce platform for a long time and I managed to pick a few tricks and tips that I am sure you’d benefit from.
Here are some of those Unbounce Tips:
Use the “Mobile page layout assistant”
Unlike other landing page builders, Unbounce took to mobile responsive landing pages a tad late. What that means for us Unbounce fanatics is that there’s that wee bit of work that has to go in before your landing page is completely mobile responsive.
As usual, edit your landing pages completely in the “desktop mode”. Click on the “mobile” tab at the bottom of the editing screen. When you get to the mobile tab, get to the top right side and click on the mobile layout assistant as shown.
That should do most of the work for you. But you are not done yet…
Hold Down the command or control Key While editing mobile versions
After clicking on the “Apply to entire page” button, you’ll often see some of your content and design elements hidden or not aligned properly (and this is where you’d have to set things up).
Drag, realign, change sizes, and change positions as you’d like by holding down your Command key (On Mac) and CTRL key on Windows.
Hold it down for all the changes you’d make on the mobile layout. If you don’t, all the changes you make on mobile side also apply to the desktop side.
This way, your work will never end.
Build multi-page landing pages
The more interested a prospect is, the more they are willing to put in the required due diligence.
A great way to test whether or not your landing page visitors are “that much into you” is to setup multi-page landing pages.
To build multi-page landing pages, you’ll essentially need two landing pages. Something like:
Step1: Build a page for the first step of the multi-step or multi-page landing page
Step 2: Build out a second/final step of the multi-step or multi-page landing page.
Add a video to the background
Johnny Opao, a developer at the Unbounce Community, did a lovely workaround to allow you to add a video background on your Unbounce landing Page.
Here it is, as is:
Here’s a script I put together for those looking for a video background solution. It hasn’t been fully tested so I can’t promise it’s perfect, but it should work for most cases.
This script requires the video be hosted on Youtube. Be sure you own the video or have permission to use it for this purpose.
Here’s a sample page of the script in action:
1. Grab the latest version of the script here:
3. You’ll need to make some small modifications to the script. Specifically this line:
Here’s a quick reference legend of those values:
lpVideoBG(‘#SectionID’, ‘YoutubeVideoID’, width, height, muted);
Replace ‘#lp-pom-block-9’ with the ID of the section you want to apply the video background to. If you want the video be fixed and span across the entire viewport then set this value to ‘#lp-pom-root’.
‘2XX5zDThC3U’ is the YouTube Video ID. This can be found in the URL of the Youtube video. For example:
If your YouTube URL is:
Then the ID would be: vLUNWYt3q1w
‘560’ and ‘315’ are the ‘width’ and ‘height’ of the video. Most standard videos are around this size, but if you know the exact dimensions of your video you can set it here for a better fit.
The last parameter determines whether or not to mute the video. Set this to:
‘0’ for sound
‘1’ to mute
4. Set a background image to the page section. It’s very important you do so. The image will act as a fallback in the event the browser cannot load video backgrounds (like on iPhones).
That’s about it! Again I can’t promise this is perfect so please use it at your own risk.
Note: Don’t be too quick to conclude that you “should” or “should not” use video backgrounds on your landing pages. The best way to know if a video background works for your campaigns or not is to do A/B Testing.
Setup everything On Variant A before creating Variant B
If you are going full out on your landing pages and building A and B versions, be sure to complete everything on your first version.
This also includes adding all sorts of scripts and codes for Google Analytics, Mouseflow tracking, Improvely codes, Google conversion codes, and Google tags, if any.
Once you are sure you’ve added everything you’d need, duplicate the page to create your second version.
Be sure to change only one element in version B. That’s the best way to test out the differences and build a high confidence level.
Use those boxes when you should
Below the fold, on almost every landing page you’ll build, you’ll often add anywhere from 3 to 6 blocks or containers to provide more information. These units of information usually have icons, titles, and a paragraph or two with copy.
Start out a section that encompasses all these units together. Use a box (available on the left control panel) and put your icons, titles, and paragraphs within these boxes.
This way, it’s easier to build out your mobile layout and a great way to make sure your elements sit together.
Use Mouseflow with Unbounce
Mouseflow is an awesome tool that helps you live recordings of your visitors’ actual sessions (including heat maps, scrolls, movements, and clicks). While it was primarily built for you to use it for your entire website, you can use Mouseflow exclusively for your landing pages (that’s also where the money is, right?).
Once you setup Mouseflow code on the landing pages you want to track, you’ll be able to see what happens on the landing page live.
All scrolls and no clicks? Visitors paying attention to the top left corner of the landing page while your form (and the call to action button) is on the right?
Not all call to action buttons are built equal. Depending on the colors, design elements, the overall design sense of your landing page, your buttons might or might not do with borders.
Unbounce allows you to build any kind of button you need.
We’ve seen conversion lifts either with a flat, thick bottom border patch or without the border and any other effects on the button at all.
Put a reminder call to action at the bottom of the page
If the landing page is slightly longer than what the usual browser sizes are, your visitors will scroll down their way to the bottom. Most of them forget to come back up. If they don’t, you’ll just lost a few opportunities there. Unbounce lets you add another button (a rather large or wide one, depending on how you design it) right at the bottom of the page.
When users click on it, the page scrolls back up automatically to the form.
This is how you do it. Let’s assume you want your visitors to get to the form when they click the button at the bottom.
Take note of the form ID. You’ll find it in the properties section as shown.
Place a button at the bottom of the page and design in context.
On the right hand panel, input the “form ID” as the URL.
I am sure you are done reading all that you had to read on how to grow your business by now. All that reading isn’t going to help if you don’t do anything about it.
It’s time to wear your socks, grab your gear, and take some kickass action.
I am going to do it and I believe you’ll want to do it too. For the last 6 months or so, there have been thousands of thoughts in my head about what exactly I need to do to make my business work. If you are anything like me, I am sure you’d be thinking on those lines too.
Here’s what I planned to grow my business and I am sure these will do you good.
I am guilty of not blogging regularly. For all the marketing and personal branding; for all the productivity tips and getting better at the trade; I just didn’t have enough mojo to pull myself to blog for fetchprofits.com.
That’s changing as I write this. I decided to write for myself while writing for clients. I can’t be talking about how important blogs are and consult clients while my blog doesn’t have much for me to write home about.
The more you blog, the better the better your chances are of generating leads. In the last 3-4 months that I’ve been blogging regularly here, I already got 3 new clients with a total order value of $2800 per month.
What about traffic you ask?
Just by blogging regularly (3 times per week), I already see a 505% increase since last year.
“Companies that published 16+ blog posts per month got almost 3.5X more traffic than companies that published between 0 – 4 monthly posts”
Companies that blog frequently also open up more opportunities in terms of leads.
“Companies that published 16+ blog posts per month got about 4.5X more leads than companies that published between 0 – 4 monthly posts.”
I am making this one single change that’ll stick. How about you?
Create landing pages. For every campaign
My head’s always conjuring up landing pages for every single offer I think of — for my business and for each of my clients. I’ve actually begun to visualize how landing pages “should” look like for every blog post, tweet, updates on other social media networks, and even paid ads.
So, if an ad says, “Get clients. Pitch effectively”, I am already beginning to wonder how the landing page should look like. Well, that’s me.
Test your design elements, landing pages, blog posts, home page, Calls to action, offers, copy, and even placement of social media buttons.
Take lessons. Enhance your skills
We all need dynamic feeding of skills into us. If nothing is constant, then we need to change what we know and what we can do. I am not just content with writing posts and then writing some more posts for clients.
I want to do a lot more. So, I made the deep dive. I am currently crawling through the entire suite of Adobe Products to learn design. I hacked my way to learn coding, and I am also adding many other services to my portfolio.
Note: all my learning is work in progress. I don’t know when I’d get proficient at these things but I will.
What’s new thing you’d like to learn?
Here’s another thing I was wrong with: I live with the smug satisfaction (perceived) that I am doing well enough. When I look around (another guilt), I know that there’s a long way to go for me. I could do better.
I can bring in the rain. I can tear houses down. I can go and whistle on the streets. All I need to do is to push myself to do more. Break my own records, every day.
So, don’t just blog, get active on social, send out emails with cold outreach, and launch campaigns. Try other things you never did. Like Cold email outreach, get on the phone call with an old customer, speak events, attend conferences, or whatever you haven’t done yet.
That applies to writing, marketing, productivity, management, and lots of other things.
Inbound Marketing is the key
Look at any business that rocks it up and you’ll see a pattern. HubSpot never stops producing more relevant content. Unbounce, Kissmetrics, Moz, and many others just don’t stop with content creation, ever.
No matter how you look at it, producing content relentlessly is much cheaper and more effective than spending on any other kind of marketing you’d want to.
According to data from WebDAM Solutions, Inbound marketing delivers a whopping 54% more leads than traditional outbound marketing can.
It’s not about “this or that”; it’s “everything that works”
For modern day marketing, every choice you make is measurable. There is a broad spectrum of channels available for digital marketing, but you cannot choose one against the other. It doesn’t make sense “not” to spend all your time on Twitter when your business brings up more than 1745 mentions on Twitter per day, can you?
Really then, it’s not about choosing one platform over the other. It’s not even sticking to your favourites — no one (especially your customers) won’t care if you like Twitter more than Facebook.
Marketing 101: you go where your customers are
Instead of wasting time with choices, strategically pick your platforms depending on what works for you. If you’ve noticed plenty of traffic coming from Facebook but most conversations and engagement happen on Twitter, you’ll be on both of those platforms. If you were in B2B, you’d be on LinkedIn even if the engagement weren’t anything like it is elsewhere.
Similarly, a few content types might work better for you than others. A few marketing channels seem to be giving you more sales and marketing mojo.
Your work is to find out what works and hang on to it.
Keep those old customers, no matter what
It’s easier to keep old customers than to gain new ones. In fact, according to an infographic from Flowtown – thanks to the folks at Spoken.com for sharing it – it’s at least 6-7 times more expensive to acquire a customer than it is to retain an existing one.
Just by boosting customer retention rate as much as 5%, increased profits translate to anywhere from 5 – 95%. Further, existing customers are more likely to buy from you while being less sensitive to price increases.
So keep those old customers engaged using Email Marketing (make sure you have their permission first). Connect with them on social media. Support them (even if they aren’t doing business with you anymore).
Do what you have to. That reminds me: what exactly are you going to do for marketing your business?
The question is: what you are going to do differently? Tell me all about it.
Let’s admit it. Most small businesses have websites that have grown slow, fat, and with a serious case of code bloat.
You think not?
According to Andy Favell of Clickz, the size of webpages sent to mobile phones quadrupled in the last 5 years. Out of the entire load, images account for 68% of the ridiculous average of 2.2 MB.
We’ve seen enough cases of our clients where they don’t get the results they deserve just because of this bloated fat — and this fat comes in all sorts of things.
It’s not just file sizes and code bloat that’s the issue though. There’s also the question of website speed, security, and how your website is setup to meet goals assigned to each of those website pages.
Start with Managed Hosting
First, start off with the right kind of hosting.
If you are on HTML/CSS, go with an Amazon deployment or Google Cloud.
If you use WordPress, use any of the options below:
WordPress Managed hosting or at least using a VPS optimised for WordPress helps speed up your site and also adds various levels of security to your website. Most managed hosts have optimised infrastructure in place specific to WordPress. These hosts work around the clock to ensure clean, malware free environment.
In most cases, there’s also scalability built in to ensure that your website is not shut off when your have traffic spikes or you suddenly get famous.
Speed Up Your Slow Boat
Ask yourself this: What happens if my website is slow?
79% of customers who run into any kind of performance issues on your website are less likely to buy from you again. This covers more than just the time load time of your website, but the speed of your website is one of the easiest things to fix on order to prevent hesitation among repeat buyers.
A delay in load time of just one second can leave you with a 7% reduction in conversions. For example, if your website is bringing in $100,000 per day in sales that one second delay could be costing you $7,000 per day or more.
They also have an infographic to show how important website speed is:
Your website could suffer from any of those points, or maybe it just lacks focus. Gina Greco of Marketing Sherpa writes about a few tell tale signs that you can use to identify if your website lacks focus:
1. What does your home page have? One focus? Or many? Gina points at whether or not your home page has “all” the products or just the popular products?
2. Does your copy talk “at” your customers or talk “to” your customers?
3. She points to an important series of questions by Flint McGlaughlin, Managing Director, MECLABS: the homepage should answer three main questions for customers almost instantly:
Where am I?
What can I do here?
Why should I do it with you?
Your website home page is too important for you to screw up with meaningless sliders, crappy graphics, and good for nothing fancy design that serves no purpose (except to massage your ego).
Your home page should focus on exactly what you need from your visitors – What’s the easiest, low-commitment task that you’d want your visitors to take? What do you want them to do? Is the home page built to work like a machine to get you the results you need?
Tim Ash, the leading landing page expert, pointed out two distinct steps to build trust with your home page. Here’s what he has to write on importance of home page design:
“A website home page is a map of the world for that site – or at least it should be. Its purpose is to let site visitors know the range of things that can be done within the site or the scope of products, services or information that can be found.
To accomplish this, visitors first need to think that your company or organization is worthy of their business and they need to trust that you can give them what they need.”
Tim recommends using social proof, endorsements, transactional assurances (by addressing visitors’ concerns at every touch point).
Personalise those Visits
Websites are lonely places and most of the browsing that happens are private instances. As such, you’ll do great if you bring in certain ways to personalise the browsing experience.
Adobe’s June briefing reports that about 37% of companies are able to target personalised web content in the right context, in real-time. These companies surveyed use personal data, purchase history, browser history, user preferences, and on-site behaviour to personalise the experience.
Ott Niggulis of ConversionXL helpfully pointed at a few case studies that just prove how effective personalisation can be:
* Visual Website Optimizer saw a 149% increase in clickthrough rates to their “careers” page.
* Bedbathstore.com improved conversion rates by by 10% throughout the site.
“You can cut through the clutter and filter out the noise by making the web experience more relevant to the individual. It’s a more targeted approach that’s been proven to be much more effective.
When you provide a personalized experience, visitors remain on your website longer, download more offers, and ultimately purchase more products.”.
If you started off with some kind of a membership site or if you happen to know when your users are logged in, you have a head start here. For bloggers, small business websites, and many other regular websites, full-fledged personalizing is harder to achieve.
Small business websites are the most guilty when it comes to not following what I call the “One Page per CTA” rule. This simply means that every page on your website should have a singular Call to Action.
This is only possible if you think ahead and decide what your goals for each page are.
* Home Page — The most important CTA ( fix an appointment? Download an eBook? Read blog? Contact? Buy something? Signup for a free trial?
* About Page — Learn more? Read your blog posts? Join your personal network?
* Product pages — Buy products
* Contact page — Contact now.
* Services — subscribe, buy, or learn more?
If you leave your website pages without a CTA, your visitors will exit just as happily as they came in. Period.
History knows this. There are enough examples around to prove that sheer dedication, commitment, and a dogged pursuit almost never fails.
You know how the life of an inspired, enthusiastic, and well-meaning marketer or business owner can be, don’t you?
As if it’s not enough that digital marketers have a hundred different things to do each day — connecting all those moving parts — the new age digital marketing and sales did not take away the big, fat, old pimple called “rejection” away.
Giving stuff away is expected. You aren’t doing any favours.
Free users of your SaaS product won’t even share or talk about the tool unless it helps them, affects them, or delights them in a way that compels them to share, discuss, or even write entire blog posts about your product.
People are less likely to reciprocate when they can be anonymous (which is totally possible online).
Your users, audiences, readers, customers, and potential customers — no one has any sort of social pressure.
Because of this, your outreach emails will not be opened or responded to.
Your campaigns won’t work as well as they should
Your free trials won’t convert to paid subscriptions
Your ecommerce store won’t see the kind of sales you expect.
It’s one thing that the Internet has blessed us with opportunity; but completely something else that it’s just getting harder to have someone else do something for you online, let alone sell.
I don’t really know the answer to that. Egor does have a few insights in his post, and you’d have to agree with those:
Invoke Trust with content marketing done right.
Onboard your customers properly
Put value upfront, ask for “whatever” later.
Offer Incentives, every time. Don’t take anything for granted.
Egor made his points. But I believe there’s more to it as applied to marketers and business owners who are looking for results today (building relationships and doing content marketing takes time).
So, what do you do today in terms of cold email outreach hustle that can make things work for you? Is cold email outreach even worth it?
Gerard Compte, founder of Findthatlead swears by the fact that email outreach changed his life forever. So much that we went on to create products with the sole intent of helping companies and sales teams connect with their future prospects with products like FindThatLead.
If prospects won’t signup, potential customers don’t click on “buy”, and no one even bothers to share your post, what do you do?
When it comes to cold email outreach, you hustle. That’s what. Here’s how you do it:
Take emotion out of the equation
Let’s say you write a huge blog post mentioning about 26 different bloggers, influencers, marketers, or business owners. You then decide to send out an outreach email to each of them letting them know that they’ve been mentioned in the blog post.
You write out asking them if they could share the post or comment on it.
Some will. Most won’t.
Regardless of what you do next, there’s an emotional toll behind that email and the results that come out of that effort you took.
As a first rule, you’d have to take those emotions out of the equation.
Don’t take it personally. Instead, continue to mention these bloggers, influencers, or business owners (if it makes sense in your future blog posts) and continue to send out outreach emails.
You do that regardless of whether or not you receive a reply and even if they never bothered to read, click, and share.
Similarly, take emotions out completely for every goal you have on your mind — applies to signups, campaign results, web traffic numbers, and sales.
Always Follow up
It’s easy to send out an email. It’s easy to tweet. It’s easy to ask your customers for signing up or for a sale or for anything else for that matter.
It’s easy but that doesn’t mean it’ll work.
It’s hard to follow up. It’s hard to stay in touch, to nurture, and to build relationships.
“I follow up as many times as necessary until I get a response. I don’t care what the response is as long as I get one. If someone tells me they need another 14 days to get back to me, I will put that in my calendar and ping them again in 14 days.”
Unless the person you trying to get in touch with absolutely hates you, give the world a little benefit of doubt: they could be busy, worried, out of town, not at work, launching something new, fretting with some decision, or maybe they did want to take action but just forgot.
Don’t take No For an Answer
I see this all the time. You make a request and you hear the other person say “no”.
You take several steps back. In fact, for all practical purposes, that interaction ends there. In some cases, even relationships end there.
Vendor: I do websites for $1800, including hosting and perpetual support.
Client: That’s too expensive. I am sorry but I’d have to decline.
Vendor: No Issues, I understand.
See how that went? It was wasted time and opportunity for the vendor. The client probably lost a good resources and she’d now waste some more time shopping around.
Instead, the service provider could gone another way altogether.
Let’s look at it again:
Vendor: I do websites for $1800, including hosting and perpetual support.
Client: That’s too expensive. I am sorry but I’d have to decline.
Vendor: I understand where you come from but before you decide, I want you to think about this:
A profitable, money-making website takes about $3600 for upkeep and maintenance. When websites break down or when they don’t work the way you want them to, it’s an added cost.
Support, customisation, and fixing things are hidden problems you won’t even worry about until you have to worry about them.
I don’t just design a website. I help you run a sales machine that keeps your business profitable.
I’d like you to take your time and consider this.
I’ll get back to you to find out how you are doing 3 months from now.
By doing this, you get another change to show the client why you are awesome. Plus, you just turned a cold prospective into a big hot lead into your pipeline. Now, apply this to whatever it is that you use cold email outreach for.
Stay firm and Polite
I recently sent out an email campaign (cold email outreach) to a bunch of people who worked with me earlier, or at least we’ve had a conversation or two about possible work.
Most people replied back positively (so that pipeline is building up). One certain individual, however, wrote back saying that he’d accept guest posts if we are prepared to pay $150 per post.
I pitched. He pitched me back.
Funny how that worked.
This happens sometimes and regardless of what you are trying to do with your cold email outreach, you’ll face dead ends.
None of the above advice would ever mean that you sell yourself short, give discounts, or cut yourself into pieces just trying to deliver a mean cuss who also happens to be your client.
More often than not, you’d have to put your foot down.
But that’s for dealing with clients, prospects, or even your prospect lists when you cold email outreach.
You can also stay “firm” and “polite” with your potential customers. Design your lead nurturing email campaigns that way.
Automate “Emotion heavy” tasks
We are humans after all. Despite the fact that getting emotional isn’t good for you, chances are that you will.
You’ll still end up with uncle clients who won’t respect you.
Your cold outreach emails won’t be opened or not replied to.
Your blogging efforts don’t get you traffic.
Your sales pitches sink into the bottom of the ice piles of East Antarctica.
That’s understandable. But then, when that’s inevitable, try to automate these processes.
Using some tools, you can automate follow-ups for your outreach.
Using Mailchimp or campaign monitor helps you automate most of the lead nurturing you’d need to do with your leads.
Connect Zapier with 500+ apps of every imaginable kind and automate what you can.