Episode 115: Maintaining Relationships with Prospects - Nick Hart

Predictable Prospecting's Podcast

Prospecting involves more than just one conversation. It’s a series of conversations, and as the prospector, it’s up to you to keep the interactions going. This can result in a lot of work. You need to remember when the last time was that you talked to a particular prospect, work out when the next good time to contact them will be, and figure out what to say – and you have to repeat this process for multiple prospects. Luckily, there are tools that can help streamline this process for you.

Today’s guest is Nick Hart, a strategic customer service manager for Outreach.io. Outreach is a tool that performs much of the work for you. It can help you plan your follow-up conversations, make sure that the correct messages are being delivered at the right times and to the right people, and prevent you from forgetting or delaying crucial follow-ups. Listen the episode to hear Nick explain what Outreach does, how to use different types of messaging, and what types of email statistics Nick sees on a regular basis.

Episode Highlights:

• What Outreach does
• How Outreach helps salespeople get the right message across at the right time
• The importance of being both efficient and effective
• How certain types of messaging can help prospects see salespeople as real people, which can make prospects more responsive
• How asking permission can be a form of a call to action
• How to slow down and space out value ads across multiple emails
• The importance of crafting different messages for different personas
• Statistics for email open rates, reply rates, and bounce rates

Resources:

Nick Hart

Outreach

Email Nick at: [e-mail]