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"No duty is more urgent than that of returning thanks." – James Allen
The psychology of Value-First selling.
When is the last time someone "pitched" you a service, product, or anything under the sun that you immediately said yes and handed over you checkbook? Probably never—So don't expect people to do that to you. Provide your prospects with a "Free-Lunch" first, then (and only then) will you ask for something in return.
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Cold prospects don't know you.
They don't know or trust you, and aren't interested in hearing what you have to say. Remember, most think they don’t need what you’re offering.
Starting simple is always better.
You wouldn't propose after the first date, right? It's the same way with outreach — don't offer to work together when they don't even know you.
Offer an asset first.
Start with value. Instead of asking for a chunk of their time, why not give them a helping hand first? Prove your worth, then talk business. Offer a personalized asset to gain their trust.
Make them feel stupid saying "No".
If you offer and asset that's personalized and relevant for free with no strings attached, why would your prospect say no? They've got nothing to lose.
Show who you are, establish trust.
Don't be scared of the camera. Show your face, show your company, and make it personal. Show the world the human behind the business.
Now ask for the meeting.
They’ve seen your asset, now they trust you and believe you are competent. At this point you can make your prospect a direct offer to have a meeting and they'll comfortably say yes.
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