The New Outreach System

How I use LinkedIn to get a 38% reply rate and an 11% meeting rate

How to stop wasting time with tire kickers

On Monday I posted a screen capture of an email conversation I had with a prospect. This post sparked controversy and some interesting conversations. Someone even sent me a direct message to tell me that my comments on the post made me look like a prick!

So I thought I would tell you more about this specific deal and the tactic I used to avoid wasting time with a tire kicker.

Some context

A few weeks ago, a director of sales contacted me to ask if I could run a training session on selling into EMEA. As I have some experience doing that, I proposed to book a quick chat so I could learn more about his initiative and understand how I could help.

We hopped on a quick discovery call and I identified what caused this person to chat with me, what kind of outcome they expected, and when they thought they could make a decision.

At the end of the call, I suggested next steps and gave some homework assignment to the prospect. He came back to me with a list of requirements and topics to focus on.

We booked a second call so that we could build a plan together and prepare an offer. At the end of the call, I told the prospect that I needed to understand who else was involved in making a decision, otherwise it would be hard to justify the amount I proposed for the session.

He told me that he would deal with this internally, and he even refused to share the name and job title of the person involved in the decision. First red flag.

A few weeks later (second red flag), I received an email from him asking to build a business cases with direct questions from the management. So naturally, I replied that I would be happy to do that, but I would need to chat with the people who asked the questions.

And third red flag, my prospect refused and said his boss was too busy to jump on a call. So, instead of building the business case and work for free, I replied that I couldn’t help if the boss didn’t want to speak with me.

As you’d expect the deal stalled, and I’m considering it lost.

Why did I do that?

Now I see you coming. You’re thinking that I was dumb to let an opportunity go like that, when I could have simply built a business case to get the deal through.

Except I had no guarantee that the business case was needed to close this deal. During our email exchanges, the prospect asked me if I was really strict on price, because it would be challenging to justify it. What I saw coming was a lengthy email negotiation, without even knowing who’s calling the shots.

 

I pushed back to test if the deal was serious, because I prefer focusing on serious opportunities, instead of wasting time on a deal with so many red flags. Thanks to my prospecting system, I’m able to create enough opportunities to walk away from “maybes” and focus on solid opportunities.

In conclusion

My tactic to test the energy of a deal is simple. If people cannot intro me to people who make a decision, then I refuse to invest more time in the deal. I’m happy to work with them if they do the work and come back to me, but I need to speak with all the people involved in the decision.

I do it because:

  • they have different initiatives
  • they expect different outcomes
  • they can identify more use cases and therefore increase my deal size

As a solopreneur, my time is limited. Pushing back when prospects cannot intro me to their bosses is my conscious choice to work strategically, and to stop acting as an order taker.

 

Thoughts? Reply to this email to keep the conversation going.

need help with your prospecting routine?

Learn the exact daily system I use to get a 38% reply rate and 11% meeting rate on LinkedIn.

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.

→Work 1:1 with me:
 If you need help booking more meetings, I can help you. We’ll go through your current situation and what’s not working. We’ll build an action plan to land you more meetings and more money in your pocketBook me 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.
50% complete
50%

Increase your reply rate to 38% with this 9-minute shortcut

The ultimate LinkedIn sequence

Enter your e-mail address to download The Ultimate LinkedIn Outreach Sequence — the tactical guide that shows you how to start conversations with prospect by being relevant and creative.

By clicking submit, you consent to allow SalesLabs to store and process the personal information submitted above to provide you the content requested.

Subscribe to the newsletter

Get each episode in your mailbox when they release. Grab special discounts and offers.

Schedule a Priority Consultation

I love helping founders and sales teams starting more conversations and closing deals faster.

However, I am pretty busy and it can take a bit of time before I can come back to you.
Please fill this quick form to get access to my calendar and schedule your free consultation.

You will receive an email with access to my calendar, where you will be able to schedule your consultation.

It costs 100 EUR + VAT if you are located in Germany.

Book a Call With Me

Please fill this quick form to give me more details.
 
I’ll reply quickly to book a consultation.