Good day and happy Tuesday. Welcome to Q2! If you’ve been enjoying our newsletter, help us out and share it with a friend or coworker!

Here’s what’s on the agenda:

• Tips from the top

• Follow-up with me in Q2

• PitchFolio - Get more job offers

• Cold Call Examples

• Making the most of conferences

• Creative Tactic of the week

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Tips from the top

Here’s a super easy tip to build credibility when you are pitching.

Instead of saying something vague like “we work with other companies like yours”, replace it with something more specific.

Example: “We work with other mid-size SaaS companies in the construction industry to solve for XYZ”

This small change shows that you’re familiar in their space. Again, it builds credibility. Make it known that your company is the expert in the space by being as specific as possible.

“Follow-up with me in Q2”

It’s likely that you had a prospect tell you this while cold calling during Q1. Q1 is planning time and many companies are evaluating what they need for the rest of the year.

Now that it’s Q2 - when you call these prospects back, there is one key thing you should do.

Make sure you emphasize how they asked you to reach back out. The first words out of your mouth should reference your previous conversation and that they wanted you to call/email them back.

Example

"We spoke last month and you asked that I call you back in Q2. We spoke regarding XYZ. Does that ring a bell?"

Even if by some chance they say no, they'll often let you explain it again if you mention that you previously spoke.

In Partnership with: PitchFolio

56 Examples of Cold Calls (Outplay's Call of Fame)

Curious to hear how other people are approaching their cold calls? Lucky for us Outplay put together an entire Youtube playlist of real examples of cold calls.

In this series, you'll find real cold call examples from all types of companies selling to all types of personas.

Check out the link below!

How to make the most of conferences

Events can be a massive pipeline builder, but only if you show up prepared. Here's how you can make the most of any conference and make sure you fill your pipeline a little more!

Pre-conference Planning

Create a target list of prospects you should talk to. Don't skip this!

Reach out to this list before the event! The best pre-event prospecting involves some element of research

Plan the route you will walk during the event. Most events share booth information, use it to your advantage and plan ahead about where you will go and who you want to talk to.

Pre-conference Prospecting Email Example

Subject: SaaStr

"Hey Bob - Are you headed to SaaStr? I saw that ACME went last year so I thought I'd ask.

If so, I'd love to chat while you're there. Your company's announcement about integrating with product X caught my eye. Curious to hear how that's going.

Open to connecting while we're there?"

While You're at the Event

Take notes immediately. We cannot emphasize how important this is! As soon as your done talking to someone. Write down exactly what you talked about. This will help you immensely down the line.

Try to book time while you're speaking with them in-person. They'll be bombarded with requests after. If it sounds like a fit, book ASAP. If it's not a fit, quickly move on!

Post Event

Send targeted follow-ups for people that you spoke with. This is why it's so important to take notes! Any attendee is going to be blasted with generic marketing follow-ups as soon as they leave. Be the one that cuts through the generic templated marketing emails. Call them, reference your conversation

Post-conference Prospecting Email Example

"Hey Bob - Great chatting about XYZ at SaaStr.

Wanted to reach out because you mentioned (something about your conversation that indicates they'd be a good fit), which oftenteams leads to (problem).

If that's a priority for you, I'd be happy to share how we solved this for a few other brands. Worth a chat?"

Creative Tactic of the Week

I don't use traditional breakup emails. My final email in the sequence is a simple ask if I should reach out to a different person instead.

"Hey Bob - Should I connect with Sam instead? I saw you lead paid marketing, but I realize that Sam is also involved in these initiatives as well. Thanks!"

The namedrop and context is key here. People will either tell me:

1. No, I'm the right person

2. Yes, reach out to them (then I have a referral)

3. Or I get no response and remove them from a sequence. Because it's not a traditional breakup email, I can add them back into a new sequence at any time.