Hey, it’s Christian from the RevGrowth newsletter.
I’m emailing you a 3-minute insight that you can implement today to start generating more leads from your outbound campaigns.
In today’s newsletter, I’ll be going over the workflow we use to 2x our client’s outbound show rate.
This Workflow 2x’d Our Outbound Meetings Show Rate
When it comes to cold outbound, having a strong pre-call reminder + nurture workflow is absolutely essential to ensuring prospects show up to meetings.
Without pre-call reminders, it’s not uncommon to see show-rates as low as 20-30%.
With pre-call reminders, show-rates can jump up to 70-80% while also warming prospects more to your offer via VSLs and case studies.
Here’s a breakdown of our workflow we implement for our clients:
1/ Confirmation Email + Assets
In the workflows section of Calendly, add a new workflow that is set to send a “Immediately when new event is scheduled”
In this email, what we want to do is add a 1-2 minute intro video explaining what to expect from the call, plus pushing the prospect to review the sales asset(s) that will help drive the sale
In the same link as the intro video, we can link the sales asset as a CTA to the video.
The reason we don’t want to share the asset in the immediate confirmation email is it’s a harder CTA to get prospects to click on to - much easier to convince a prospect to watch a 1-2 minute video vs a 25 minute VSL.
For the sales asset, we can share our VSL, case studies, whitepaper - any resource that is helpful to thoroughly informing the prospect of your offering.
Our goal is to do everything we can to check out the sales asset(s) we’ve shared with them in this email as it will make our call go much smoother.
2/ Reminder Follow-up
We’ll be setting up reminder follow-up for the two following purposes:
1. To continue nudging prospects on the upcoming meeting to confirm their attendance 2. To get them to view the shared sales asset
I’m quite aggressive when it comes to these follow-ups.
The copy in each of these emails is either resharing the asset or asking the prospect if they’ve had a chance to view it, and also driving home how essential it is to review the asset before attending the meeting.
We also want to push them to confirm the meeting on their calendar as well in case they haven’t already.
Here’s the cadence of our follow-up:
> Confirmation email - immediately after booking
> Follow-up 1 - 24 hours before
> Follow-up 2 - 4 hours before
> Follow-up 3 - 1 hour before
> Follow-up 4 - 10 minutes before
This might seem over-kill, but we want to ensure if a prospect is thinking of canceling, that they don’t wait until the call is already live so we don’t end up wasting our time.
3/ Multi-Channel
To make sure our follow-up is as visible as possible, we want to set up text + LinkedIn reminders as well.
Calendly already natively offers text follow-up, you can pair this alongside your email follow-up at a slower candance (so it doesn’t come off as spam).
For LinkedIn, we’ll use HeyReach to send out automated connection requests by routing new Calendly bookings to Clay via Calendly webhooks, then pushing to HeyReach using their native integration in Clay.
This helps us simply stay on top of mind so prospects are less likely to forget our meeting.
With all of this in place, you can expect to see show rates of 70%+ from your outbound campaigns (average is around 40-50%).
If you do not have a flow like this in place, you’re going to be losing so many qualified leads to no-shows when it only takes about 20 mins to set all of this up.
In my outbound course, I dive deeper into the overall sales process we leverage for making the transition for cold prospects to warm as seamless as possible.
You can check that out here: [OUTBOUND COURSE]
Hope you found this email useful.
Have a blessed day,
Christian
Work With Me
If you want to work with me directly, check out https://revgrowth.ai/ and book a call to see if you qualify.