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Tactical Selling Uncategorized

How to create a reusable prospecting video in 30 minutes

Tactical Selling

Join 3K+ subscribers to Tactical Selling. Every Thursday, you’ll get 1 actionable tip on starting conversations and booking more meetings.

How to create a reusable prospecting video in 30 minutes

I’m a huge fan of video prospecting.

And recently, I discovered a great video prospecting tool called Tolstoy. I started playing with it a few weeks ago, and it has changed the way I prospect.

I have added this video into my prospecting sequence, and I’ll show you how you can build a similar video for your own use cases.

Step 1: Planning

Prospecting is about starting conversations with prospects. One good way to do that is to lead with problems.

You should start by listing 3 problems your customers are facing that you can help with. For example, most sales leaders I work with have one or all of these problems:

  • Their reps are using LinkedIn for prospecting, but getting no replies
  • They have tried video prospecting, but getting no replies
  • Their reps are booking meetings, but without consistency

In my case, I’ll have to shoot a video per problem (3 videos) + 1 video to introduce the problem.

Duration: 5 minutes

Step 2: Shooting the problem videos

Now that we know our problems, we need to share ideas on how our prospects can solve them.

I love to use the following framework:

  1. Reason for the problem: Explain why the problem happens (shows you understand what your prospects are going through)
  2. 3 things to solve the problem: Suggest 3 options to make a dent in the problem (should not be to buy your stuff, but some high-level ideas)
  3. 3 CTAs: Ideally a short resource to download, a webinar replay/long blog post, and a link to your calendar
Duration: 15 minutes

Step 3: Shooting the introduction video

Now we need to introduce the 3 problem videos and give a choice to our prospects.

I use this framework:

  1. Familiarity statement: A statement to show that other people like my prospects are solving problems with me (“A lot of sales leaders I work with are having one of these 3 problems”)
  2. Problem presentation: The list of problems found in step 2
  3. CTA: One simple call-to-action per problem

Duration: 5 minutes

Step 4: Creating the video path

Finally, we can link the introduction video with our problem videos and add the right links to each call-to-action.

I like to add a fallback CTA with my calendar link into each video. This reduces friction if my prospect is amazed but wants to address a problem I didn’t list.

Here’s how my video path looks like:

Video Path

Duration: 5 minutes

When you’re done, you can include this video in your prospecting sequence, and introduce it with a small text like: “FirstName, do you have any of these problems -> https://player.gotolstoy.com/yl9iseryfmctl”.

It’s that simple.

Send me your Tolstoy on LinkedIn if you want some feedback.

Cheers,

Thibaut
P.S. When you’re ready, here are 3 ways I can help you.

→ Grab my 5-star course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here. It’s €20 off for Black Friday. Use code “blackfriday” on checkout.

→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.

→ Work 1:1 with me: If you want to work 1:1 with me to build your prospecting routine and crush those sales targets, then book a 1:1 coaching session with me. Click here to book.
Categories
Tactical Selling Uncategorized

The New Outreach System is live

Tactical Selling

Join 3K+ subscribers to Tactical Selling. Every Thursday, you’ll get 1 actionable tip on starting conversations and booking more meetings.

The New Outreach System is live

Hi there,

This morning I released the New Outreach System.

It’s a 15+ videos online course that take you through the exact system I use each day, week, and month to generate opportunities on LinkedIn.

Here’s what you’ll learn:

  • How to define your Ideal Customer Profile

  • How to list problems your ICPs are trying to solve

  • What types of triggers can be found and used on LinkedIn

  • The 3 main sources of prospects on LinkedIn

  • How to use these sources to add relevance to your outreach

  • How to build the skeleton of your sequence

  • How to cadence your touchpoints

  • 3 high-impact messaging frameworks for asynchronous prospecting

  • How many prospects to contact daily to reach your sales target

  • How to build your prospecting routine

  • How prospecting daily creates compounding results

Nothing will be hidden, nothing held back.

Just pulling back the curtain and letting you have it so you can build your own prospecting routine and surpass your targets.

So you have an actual system to thrive on LinkedIn.

It went live today and for the next 24 hours, the course will be €59 instead of €79. Just use the code “24hoursoff” on signup.

Hope to see you inside!

Cheers,

Thibaut

Categories
Thought Leadership

Hands-On LinkedIn Prospecting

The Selling Advantage Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

Hands-On LinkedIn Prospecting

In this hands-on workshop, Thibaut shares his detailed prospecting routine.

P.S. When you’re ready, here are 3 ways I can help you.
 
→ Grab my course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.
 
→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.
 
→ Work 1:1 with me: If you want to work 1:1 with me to build your prospecting routine and crush those sales targets, then book a 1:1 coaching session with me. Click here to book.
Categories
Thought Leadership

How Thibaut Souyris Uses LinkedIn to Get a 38% Reply Rate and a 11% Meeting Rate

The Selling Advantage Community

The T-shaped Sales Community is for salespeople in tech. We produce tactical content, share opportunities, and shine a light on those who make sales happen.

How Thibaut Souyris Uses LinkedIn to Get a 38% Reply Rate and a 11% Meeting Rate

This is the interview of Thibaut on Josh Braun’s podcast.

P.S. When you’re ready, here are 3 ways I can help you.
 
→ Grab my course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.
 
→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.
 
→ Work 1:1 with me: If you want to work 1:1 with me to build your prospecting routine and crush those sales targets, then book a 1:1 coaching session with me. Click here to book.
Categories
Tactical Selling

Most prospects won’t reply, and that’s OK

Tactical Selling

Join 3K+ subscribers to Tactical Selling. Every Thursday, you’ll get 1 actionable tip on starting conversations and booking more meetings.

Most prospects won’t reply, and that’s OK

I’ve been in sales since I’m 15 years old. I started selling airplane cleaning services, tried to get a startup afloat in Canada, and then transitioned into tech sales in 2015.

Through all these years, I’ve noticed one thing.

Most prospects I contacted didn’t reply to my outreach.

The best I got was a 38% reply rate (that’s how you can get it too). But even though most people don’t reply, it’s OK.

It’s not because they don’t reply that they aren’t acting on what you sent them.

Here’s a great example:

I got invited last week to share my outreach system on a webinar with Andrei Zinkevich. We had over 100 participants showing up, and I recognized a few people I had been reaching out to.

During the live Q&A, one of them asked me about my follow-up structure. After answering, I asked him why he didn’t reply to my outreach.

Here’s what he said:

“I was just really busy with other priorities. But I really like your stuff, I’m promoting it with the team, and I’m even considering bringing you in for a training.”

This prospect had never replied, but he was already considering working with me.

And this has a name.

It’s called the Dark Funnel. In short, it’s all the actions prospects are taking without you knowing about them.

Think about the emails and links you send them. They are sometimes shared on Slack, in private communities, or people even chat about them in meetings.

Think about the referrals people are giving. All these actions are almost impossible to track, but they are all contributing to getting you known by your prospects and the people they interact with.


And that’s why you sometimes get meetings and opportunities appearing out of nowhere.

So next time you get frustrated because you don’t get replies, keep that in mind.

It’s not because you don’t see it that it doesn’t exist.


Cheers,

Thibaut
P.S. When you’re ready, here are 3 ways I can help you.
 
→ Grab my course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.
 
→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.
 
→ Work 1:1 with me: If you want to work 1:1 with me to build your prospecting routine and crush those sales targets, then book a 1:1 coaching session with me. Click here to book.
Categories
Tactical Selling

My 3-step morning prospecting procedure

Tactical Selling

Join 3K+ subscribers to Tactical Selling. Every Thursday, you’ll get 1 actionable tip on starting conversations and booking more meetings.

My 3-step morning prospecting procedure

I’m a super lazy guy.

My mom was always getting angry at me when I was a kid because I was too lazy to tidy my room (she still gets annoyed at me for that when I go and visit her).

Yet, with time, I have learned to build procedures and habits to get things done, with the least amount of effort possible.

And prospecting is one area of my life where procedures have allowed me to overcome my natural tendency to procrastinate.

Every single weekday, I go to my office, I prepare a coffee, I open my computer, and I do 3 things:

Follow up —> Find new prospects –> Contact new prospects

Step 1: Follow up

Following up is a key ingredient in successful prospecting. It’s also the simplest task in cold outreach.

If you don’t have a follow-up sequence, you’re going to burn through tons of leads and get no replies.

That’s why I start my prospecting routine by following up on all prospects who didn’t reply to my previous touchpoints. I use a spreadsheet to keep track of who I got in touch with and when. You can use a sequencer or a CRM, I just didn’t find one that wasn’t email-centric.

When all my follow-ups are done, I take my first coffee sip (it forces me to get done quickly with the follow-up, as I’m not a fan of cold coffee).

Step 2: Find at least 5 new prospects

Next, I find 5 new prospects who fit with my ICP. I calculated that number using my “Cruising Altitude Calculator” (you can access it in my latest course).

I know that I need to add 5 new prospects to my sequence every single weekday to reach my meeting target.

In general, I check who viewed my LinkedIn profile, who liked/commented on my posts, and if I cannot find enough leads, I’ll go and check the latest post of a sales thought leader.

If the post is about something I can help with (how to write a good connection request, for example), I’ll check who liked/commented and save prospects who fit with my ICP in my spreadsheet.

Step 3: Enroll 5 new prospects into my sequence

Now that I have 5 fresh prospects, I need to contact them.

Luckily, I always have something relevant to say. They either checked my profile, liked or commented on my post, or engaged with someone else’s post.

I use this as a trigger to start the conversation. It looks like that:

  • Profile view: “Mary, noticed you recently landed on my LinkedIn profile. Did you find what you were looking for?”
  • Engaged with my post: “Mary, thanks for your like on my post about connection request mistakes. Interested in grabbing a 3-step checklist on how to build a connection request?”
  • Engaged with someone else’s post: “Mary, noticed you also liked Jimmy’s post about connection request mistakes. Interested in grabbing a 3-step checklist on how to build a connection request?”

If I’m not connected with them, I send that as a connection request. If I’m already connected, I drop a quick prospecting video.

So how much time does it take?

It’s pretty fast. I have never spent more than one hour per day prospecting, but the average is around 30 minutes. Here’s a typical schedule:

  • 08:00 to 08:10: follow up
  • 08:10 to 08:20: find prospects
  • 08:20 to 08:30: contact prospects
And that’s about it.

I get a 38% reply rate and an 11% meeting rate.

I hope this will help you structure your prospecting effort. And if you’re interested in a step-by-step guide to building your prospecting routine, I recommend checking The New Outreach System.

Cheers,

Thibaut
P.S. When you’re ready, here are 3 ways I can help you.
 
→ Grab my course, The New Outreach System: How I use LinkedIn to get a 38% reply rate and an 11% meeting rate. Buy it here.
 
→ Grab my course, The T-shaped Sales Development Program: This is the most comprehensive course I have about sales development. You’ll learn everything from optimizing your LinkedIn profile for sales to finding hot prospects, and running discovery calls Buy it here.
 
→ Work 1:1 with me: If you want to work 1:1 with me to build your prospecting routine and crush those sales targets, then book a 1:1 coaching session with me. Click here to book.