Categories
Tactical Selling Uncategorized

AI Prospecting: 5 steps to turning a marketing resource into a killer prospecting asset

A big thank you to our sponsors who keep this newsletter free to the reader:

Today’s newsletter is brought to you by DealForce: Accelerate your sales pipeline, with $0 upfront pay for performance-booked sales meetings. 60+ 5-Star Reviews! 

And by The AI Outreach System. It’s a tactical guide to using Artificial Intelligence to book meetings. I’m still building it, but you can already join 260+ people in the waitlist here.

AI Prospecting: 5 steps to turning a marketing resource into a killer prospecting asset

In today’s issue, I’m going to share the exact system I follow to turn a marketing resource (blog post, podcast, eBook, etc,) into a prospecting asset you can use to tease your prospect’s attention.

If you can replicate these steps, you’ll generate a catchy resource for each problem your prospects are facing, and you’ll start a lot more conversations.

Here’s how you can do it, step-by-step:

Step 1: Find a Marketing Resource

The first step to creating a powerful prospecting asset is to find a marketing resource. This can be anything from a white paper, to a blog post, to a webinar recording.

The key is to find a resource that is relevant to your ICP and that can be used to provide value to them. For example, if your prospect is a CEO running a remote team, this guide from Remote.com is a great resource if you want to manage payroll in multiple countries.

Step 2: Extract the text with TLDRthis

Now that you have your marketing resource, you need to make it easily digestible to your prospects. No one has the time to read a blog post or a white paper.

You can use a tool called TLDRthis.com to extract the text of a blog post and summarize the key topics. It’s as simple as copy/pasting the url of a blog post and the tool will generate a summary.

Step 3: Turn it into a playbook with ChatGPT

With the text extracted, you can now use ChatGPT to turn it into a playbook. As usual, the quality of your prompt will define the quality of your outcome.

Here’s a simple structure you can use:

Prompt: “Act like an online marketer and turn the following content into a playbook:

{summaryFromTLDRthis}”

With the Remote.com blog post example above, here’s what I got:

ChatGPT outcome 1
ChatGPT outcome 2

Step 4: Generate 5 catchy titles with ChatGPT

Not bad, right? With this summary, I’m able to provide immediate value to my prospects, but I need to give it a catchy name.

I used the prompt “Now find 5 catchy title ideas for this playbook”, and this is what ChatGPT got me back:

I personally like the second one, “The Ultimate Guide to Global Payroll Services for Remote Teams” as it’s clear, catchy, and the reader knows what to expect.

Step 5: Repeat for all problems of your customers

In a recent post, I shared my playbook to finding prospects’ symptoms. You simply need to repeat the 4 steps above for each symptom, and you’ll have a resource you can tease for each touchpoint of your sequence.

If you find 9 symptoms, you can lead with a new resource, until you find one that resonates enough for a prospect to reply.

 

With this approach, you’ll be able to take the resources your marketing team has been working on, turn them into valuable conversation starters, and book more meetings as a result.

 

TL;DR:

  • Step 1: Find a marketing resource

  • Step 2: Extract the text with TLDRthis

  • Step 3: Turn it into a playbook with ChatGPT

  • Step 4: Generate 5 catchy titles with ChatGPT

  • Step 5: Repeat for all problems of your customers

PS: I’m working on launching a new course called “The AI Outreach System, A Tactical Guide To Using Artificial Intelligence To Book Meetings”. It’s not ready yet, but you can already join over 260 salespeople who are already in the waitlist.

Cheers,

Thibaut Souyris

P.S. When you’re ready, here are 4 ways I can help you.
 
  1. Build your outbound prospecting system from scratch here (250+ students)
  2. Write cold messages that get a 38% reply rate and 27% meeting rate here (55+)
  3. Book me 1:1 or for your team here
  4. (NEW!) Sponsor my newsletter & get 4.200+ eyeballs on your ad!

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.800+ salespeople to book more meetings.

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.800+ salespeople to book more meetings.

Categories
Tactical Selling Uncategorized

50% reply rate: How I use ChatGPT to catch the attention of my prospects

Today’s newsletter is sponsored by The AI Outreach System. It’s a tactical guide to using Artificial Intelligence to book meetings. I’m still building it, but you can already join the waitlist here.

50% reply rate: How I use ChatGPT to catch the attention of my prospects

In today’s issue, I’m going to share a simple way I use ChatGPT to create prospects’ curiosity, and get replies. I’ve been running it for 2 weeks, with a 50% reply rate.

If you can replicate this play, you’ll get the attention of your prospects, you’ll get more replies, and you’ll start relevant conversations with more people.

Here’s how I do it, step-by-step:

Step 1: Identify the top 3 challenges of my prospects

You may have seen this first step in my previous newsletter issue. I simply ask about the top 3 initiatives of my prospect to ChatGPT. I followed this format to make sure the answer was concise and relevant:

“Act like the {jobTitle} at {company} and list your top 3 initiatives for 2023. Bullet point answers only.”

Example: “Act like the VP Sales and Customer Success at Scrive and list your top 3 initiatives for 2023. Bullet point answers only.”

Here’s what ChatGPT got me back:

3rd prompt

Step 2: Attach the results in my conversations

With these results, I have a great conversation starter. Instead of spending 10 minutes doing prospect research, I dig into ChatGPT’s capacities and I simply copy/paste a screen capture of the results into my email or LinkedIn DM.

The screen capture creates a pattern interrupt and grabs the attention of the prospect. They can’t really read the text, so the have to click on the picture to read through.

Step 3: Ask for for their thoughts

A final touch is to add a short question to the screen capture. This motivates the prospect to click on the screen capture and read what ChatGPT found out.

I prefer using a short question to start the conversation. Below are some examples:

  • “Thoughts?”

  • “Is it completely off?”

  • “Sounds familiar?”

  • “What do you think?”

Below is an example of how a direct message looks like on LinkedIn:

DM example

With this approach, I was able to get a 50% reply rate, with one touchpoint only. I’m still experimenting with new tactics to turn these conversations into meetings, so make sure to sign up to my weekly newsletter (if it’s not already done) to find out how it goes.

PS: I’m working on launching a new course called “The AI Outreach System, A Tactical Guide To Using Artificial Intelligence To Book Meetings”. It’s not fully ready yet, as I’m still researching, experimenting, and learning about AI for prospecting, but you can already join the waitlist.

Cheers,

Thibaut Souyris

P.S. When you’re ready, here are 4 ways I can help you.
 
  1. Build your outbound prospecting system from scratch here (250+ students)
  2. Write cold messages that get a 38% reply rate and 27% meeting rate here (55+)
  3. Book me 1:1 or for your team here
  4. (NEW!) Sponsor my newsletter & get 3.500+ eyeballs on your ad!

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.800+ salespeople to book more meetings.

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.800+ salespeople to book more meetings.

Categories
Tactical Selling Uncategorized

One Week with ChatGPT: How I saved over 4 hours of prospect research

Today’s newsletter is sponsored by The AI Outreach System. It’s a tactical guide to using Artificial Intelligence to book meetings. I’m still building it, but you can already join the waitlist here.

One Week with ChatGPT: How I saved over 4 hours of prospect research

In today’s issue, I’m going to share how I use ChatGPT to save 4+ hours of prospect research each week.

If you can replicate this process, you’ll save a considerable amount of time in prospect research, which will buy you some time to be creative and start more conversations.

Here’s how I saved 4+ hours of prospect research with ChatGPT:

 

Step 1: Asked about the top 3 initiatives of my prospect

First step was to ask about the top 3 initiatives of my prospect to ChatGPT. I followed this format to make sure the answer was concise and relevant:

“Act like the {jobTitle} at {company} and list your top 3 initiatives for 2023. Bullet point answers only.”

Example: “Act like the VP Sales and Customer Success at Scrive and list your top 3 initiatives for 2023. Bullet point answers only.”

Here’s what ChatGPT got me back:

3rd prompt

Step 2: Asked for 3 symptoms per initiative

As you can see, the initiatives are relevant, but they lack clarity and they are a bit too generic.

I went deeper and asked ChatGPT for detailed symptoms of problems related to these initiatives. Here’s the format I used:

“Give me 3 symptoms of problems you are trying to solve for each initiative. Bullet point format.”

And this what ChatGPT gave me:

2nd prompt

Step 3: Refined results with prospect’s “About Section”

The symptoms are really specific and they can be used to create up to 9 questions in the framework I’m typically using.

However, they can be even more detailed by feeding relevant details found in the “About Section” of my prospect’s LinkedIn profile.

Here’s the format I used: “Below is some additional information on the LinkedIn profile of the {jobTitle} at {company}. Act like the {jobTitle} at {company} and list your top 3 challenges. Short and concrete answers only.

{aboutSection}”

 

And here’s an example of my prompt and what ChatGPT gave me back:

3rd prompt

With this approach, I was able to generate 9 symptoms to be used in my outbound prospecting, in 1 minute vs minimum 10 minute per prospect without ChatGPT.

PS: I’m working on launching a new course called “The AI Outreach System, A Tactical Guide To Using Artificial Intelligence To Book Meetings”. It’s not fully ready yet, as I’m still researching, experimenting, and learning about AI for prospecting, but you can already join the waitlist.

Cheers,

Thibaut Souyris

P.S. When you’re ready, here are 4 ways I can help you.
 
  1. Build your outbound prospecting system from scratch here (250+ students)
  2. Write cold messages that get a 38% reply rate and 27% meeting rate here (55+)
  3. Book me 1:1 or for your team here
  4. (NEW!) Sponsor my newsletter & get 3.500+ eyeballs on your ad!

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.800+ salespeople to book more meetings.

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.800+ salespeople to book more meetings.

Categories
Tactical Selling Uncategorized

3 steps to using Cost of Inaction in your messaging

3 steps to using Cost of Inaction in your messaging

In today’s issue, I’m going to share a simple, 3-steps process I’m currently using, as I’m changing my whole messaging to include the Cost Of Inaction (COI) to get more replies from my prospects.

If you can replicate this process, you’ll set yourself apart in a crowded market, you’ll get more replies, and you’ll book more meetings.

However, it’s important to be tactical and use relevant data when using this strategy.

Here’s how:

Step 1: Identify the problem

Let’s say your company sells a cloud-based project management software for remote teams.

One of the key problems your software addresses is the lack of visibility and communication within remote teams.

Step 2: Research the consequences of not addressing this problem

By not addressing this problem, teams may experience delays and miscommunication, leading to wasted resources and a decrease in overall productivity.

This could potentially lead to lost revenue and missed opportunities, in case nothing is done to solve that problem.

However, your prospects may not pay attention to it, because they cannot calculate a clear cost for this problem.

Step 3: Craft a message that highlights the cost of inaction

Highlight the cost of inaction by teasing a simple calculator with a before/after comparison.

For example, you could calculate the average time wasted per day per employee due to a lack of visibility in remote teams, and how your software reduces that amount.

Here’s how your message could look like:

“Danny, saw that you ditched your corporate office for good.

As good as remote can be, do you have an estimate of the time wasted daily by your employees because of your remote setup?

If you’re interested, I can share a simple calculator to find that number, and what you can do to reduce it.

Interested?”

If you follow these 3 steps, you’ll catch the attention of your prospects, you’ll get more replies, and you’ll book more meetings.

Give it a try and hit me on LinkedIn to tell me how it works.

Cheers,

Thibaut Souyris

P.S. When you’re ready, here are 4 ways I can help you.
 
  1. Build your outbound prospecting system from scratch here (250+ students)
  2. Write cold messages that get a 38% reply rate and 27% meeting rate here (55+)
  3. Book me 1:1 or for your team here
  4. (NEW!) Sponsor my newsletter & get 3.500+ eyeballs on your ad!

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.800+ salespeople to book more meetings.

Subscribe to the Newsletter

Get my free, 4 min weekly newsletter. Used by 5.800+ salespeople to book more meetings.