Research your target and anticipate needs by asking questions that they want to answer. This varies by industry and person, but one of the most frustrating parts of cold outreach is that the person you’re contacting feels like they’re doing you a favor by listening and/or responding.
Using the OP’s product as an example:
“Has your workflow for creating product demos become a bottleneck for getting more clients?”
“What have you done to standardize and streamline your product demos across your company?”
“How do your client demos represent the value of your product?”
Regardless of how they answer these questions, if you get them to answer them you’re on track to a qualified lead. All you need to do is surround these key questions with that research I mentioned at the start.
How large of a company are they? If they’re big, focus on how hard it can be to make improvements to your internal processes. If they’re small, focus on how hard it can be to overcome bottlenecks when it falls to one or two people to prepare things.
How long have they been in business? If they’re new, they’re going to want every edge they can get to get on par with their competition. If they’re old, they’re due for some upgrades to their internal systems.
The process can be easy if you understand the industry you’re targeting.
Research your target and anticipate needs by asking questions that they want to answer. This varies by industry and person, but one of the most frustrating parts of cold outreach is that the person you’re contacting feels like they’re doing you a favor by listening and/or responding.
Using the OP’s product as an example:
Regardless of how they answer these questions, if you get them to answer them you’re on track to a qualified lead. All you need to do is surround these key questions with that research I mentioned at the start.
How large of a company are they? If they’re big, focus on how hard it can be to make improvements to your internal processes. If they’re small, focus on how hard it can be to overcome bottlenecks when it falls to one or two people to prepare things.
How long have they been in business? If they’re new, they’re going to want every edge they can get to get on par with their competition. If they’re old, they’re due for some upgrades to their internal systems.
The process can be easy if you understand the industry you’re targeting.