How to Follow Up with All Your SaaStr Leads in 20 Minutes or Less
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You invested a lot of time and energy to be at SaaStr, but as a sales rep you know the real magic happens after the event. Do you have a rock-solid game plan for following up? If you properly qualify, segment and follow up with your leads, your return will be amplified and your numbers will show it. During this presentation you'll discover: -How to quickly segment & qualify your leads at SaaStr -The 3 biggest event follow up mistakes and how to avoid them -How to launch a 5+ touchpoint campaign in under 10 minutes -The 3 most important things to do at an event as a sales rep -The 3 most important things to do after an event as a sales rep -How to send personalized follow up at scale And more! ----------- by Brandon Redlinger Brandon.Redlinger@gmail.com Twitter.com/Brandon_Lee_09 LinkedIn.com/in/BrandonRedlinger SlideShare.net/BrandonRedlinger
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How to Follow Up with All Your SaaStr Leads in 20 Minutes or Less
- 1. @Brandon_Lee_09 Effective SaaStr Follow Up in 20 Minutes or Less @Brandon_Lee_09 Effective SaaStr Follow Up in 20 Minutes or Less @Brandon_Lee_09
- 2. @Brandon_Lee_09 1. How to quickly segment & qualify your leads at SaaStr 2. The 3 biggest SaaStr follow up mistakes and how to avoid them 3. How to launch a 5+ touchpoint campaign in under 10 minutes 4. The 3 most important things to do at SaaStr 5. The 3 most important things to do after an SaaStr 6. How to send personalized follow up at scale Table of Contents
- 3. @Brandon_Lee_09 How to Quickly Segment & Qualify Your Leads at SaaStr @Brandon_Lee_09
- 4. @Brandon_Lee_09 Qualify your leads: before going into a 5 minute pitch and demo, make sure you’re talking to the right person. Decide What’s Important @Brandon_Lee_09
- 5. @Brandon_Lee_09 Qualifying Criteria ● A Leads: Qualified and interested ● B Leads: Good Prospects ● C Leads: Not a good prospect Quickly Qualify in the Spot @Brandon_Lee_09
- 6. @Brandon_Lee_09 Take Notes for Personalized Follow Up Take notes of your SaaStr Conversations! ● Lead retrieval device ● Back of business cards ● Note pads @Brandon_Lee_09
- 7. @Brandon_Lee_09 The 3 Biggest SaaStr Follow Up Mistakes & How to Avoid Them @Brandon_Lee_09
- 8. @Brandon_Lee_09 1. Research 2. Prepare Follow up before hand 3. Strategy 3 Things to Do Before @Brandon_Lee_09
- 9. @Brandon_Lee_09 1)Research Do your research! ● Who is going to be attending? ● Where is your booth going to be located? ● What other companies are sponsoring? ○ Competitors ○ Complementary products/services ○ Friends and colleagues
- 10. @Brandon_Lee_09 Prepare your follow up game plan before hand ● Write your templates ● Create your campaigns 2) Prepare Follow up Before Hand
- 11. @Brandon_Lee_09 Discuss and Agree with Team on: 1. How to segment leads; A, B, and C quality leads 2. Strategy 3. How to Answer Questions 4. Key Questions to ask for Qualification Strategy
- 12. @Brandon_Lee_09 How to Launch a 5+ Touchpoint Campaign in Under 10 Minutes @Brandon_Lee_09
- 13. @Brandon_Lee_09 Your 5 touchpoint campaign 1. Conversation at SaaStr 2. SaaStr Follow up 1 - Personalized, Pain point 3. Follow up to that email - Value add with content 4. Second follow up to that email - more Value add 5. New Pain/Priority/Motivation with personalization Get Your Follow Up Ready Before SaaStr
- 14. @Brandon_Lee_09 Hi {{first name}}, Great meeting you as SaaStr. {{Snippet 1 – reference something you talked about at SaaStr}}. Anyway, I’m following up on our conversation because you wanted to see how {{your service/product}} can help {{their company}} {{get specific results}}.. Do you have 15 minutes on {{date}} to talk? Thanks, {{Your name}} 1st Touch Send immediately – that same night if possible.
- 15. @Brandon_Lee_09 4 Critical Factors For Follow Up Success 1. Number of touchpoints 2. Channel Diversity 3. Time between touchpoints 4. Content of touchpoints Persistence wins! Read the entire blog post on the 4 critical factor for follow up success
- 16. @Brandon_Lee_09 Need some help writing your templates? Check out the SlideDeck on How to Now Write Really Crappy Cold Emails. Write Better Cold Emails, Faster
- 17. @Brandon_Lee_09
- 22. @Brandon_Lee_09 3 Things To Do At SaaStr @Brandon_Lee_09
- 23. @Brandon_Lee_09 3 Things to do At SaaStr 1. The right people 2. Scheduling 3. Sell without the demo
- 24. @Brandon_Lee_09 Make sure you’re talking to the right people 1. Be able to quickly discern who is an A or B lead. 2. Don’t waste your time talking with C leads. 3. Have a plan to move non-qualified leads along quickly 1)The Right People
- 25. @Brandon_Lee_09 Schedule a follow up meeting on the spot ● Don’t leave the conversation with “I’ll follow up with you to set a time to chat.” ● You’re talking with them right there, why not schedule a time on the spot. 2) Scheduling
- 26. @Brandon_Lee_09 ● Don’t rely on the demo to sell ● You should be able to do needs discovery, develop those needs, solve their pain without ever having to demo the product. ● Product demos at events are hard. 3) Sell without the Demo
- 27. @Brandon_Lee_09 3 Things To Do After SaaStr @Brandon_Lee_09
- 28. @Brandon_Lee_09 1. FOLLOW UP! 2. Analyze 3. Chill out and rejuvenate! 3 Things To Do After SaaStr
- 29. @Brandon_Lee_09 FOLLOW UP! 1. Don’t wait! 2. At least 5 follow ups 3. Use multiple channels 1)FOLLOW UP!
- 30. @Brandon_Lee_09 Analyze and improve for next time 1. What did you learn? 2. What worked well? 3. What didn’t work? 2) Analyze
- 31. @Brandon_Lee_09 3) Relax! Chill out and rejuvenate!
- 32. @Brandon_Lee_09 How to Scale Personalized Follow Up @Brandon_Lee_09
- 33. @Brandon_Lee_09 1. Collecting Leads 2. Set up your campaign 3. Send! How to Scale Personalized Follow Up
- 34. @Brandon_Lee_09 Download your leads from the retrieval device Enter your business card into the Spreadsheet/CSV ● Add notes to make it personal ● Make sure they are segmented 1)Collecting Leads
- 35. @Brandon_Lee_09 Time to put everything in your favorite outbound platform ● Import your leads ● Make sure your fields map over correctly ● Import, cut & paste your templates 2) Set Up Your Campaign
- 36. @Brandon_Lee_09 3) Send! This is it! ● Review your campaign ● Make sure all data is there and up-to-date ● Hit send and watch as the replies come in!
- 37. @Brandon_Lee_09 Thank you! Any questions, let me know! ● Brandon.redlinger@gmail.com See you at SaaStr!
Editor's Notes
- Obvious - but you improve what you measure Cost - too much data, tracking it, making sense of it, confusion among the team S
- As a team, come to a consensus about what yoru ABC leads are. A Leads - Qualified, Your ICP and IAP, do quick demo there. B Leads - Schedule a Demo. C Leads - Nurture campaign Qualifying Criteria: What determines if a lead is qualified? Try to pinpoint the questions that tell you in the first 2 minutes of conversation if this person is an A/B/C lead. Find out what their role is in the company, if they are associated with the department you target/can give you an intro, if they even know what your product is Identify Warning Signs - this happens at every event, you will get a lot of people who are just checking things out and aren’t really leads. While you’re talking to them, two valuable A leads could be walking by and you may miss them completely. You need to find out as quickly as possible whether they are your ICP or not. If they aren’t, you need to think of a way to get out of the conversation ASAP: get their business card, gracefully say thank you and you will keep in touch. Or, offer your business card and say thank you for taking the time to stop by. If you need to take quick notes, collect business cards and write the info on the back of the card. It will help with personalizing your messaging later; don’t underestimate the power of pen and paper/card!
- As a team, come to a consensus about what yoru ABC leads are. A Leads - Qualified, Your ICP and IAP, do quick demo there. B Leads - Schedule a Demo. C Leads - Nurture campaign Qualifying Criteria: What determines if a lead is qualified? Try to pinpoint the questions that tell you in the first 2 minutes of conversation if this person is an A/B/C lead. Find out what their role is in the company, if they are associated with the department you target/can give you an intro, if they even know what your product is Identify Warning Signs - this happens at every event, you will get a lot of people who are just checking things out and aren’t really leads. While you’re talking to them, two valuable A leads could be walking by and you may miss them completely. You need to find out as quickly as possible whether they are your ICP or not. If they aren’t, you need to think of a way to get out of the conversation ASAP: get their business card, gracefully say thank you and you will keep in touch. Or, offer your business card and say thank you for taking the time to stop by. If you need to take quick notes, collect business cards and write the info on the back of the card. It will help with personalizing your messaging later; don’t underestimate the power of pen and paper/card!
- As a team, come to a consensus about what yoru ABC leads are. A Leads - Qualified, Your ICP and IAP, do quick demo there. B Leads - Schedule a Demo. C Leads - Nurture campaign Qualifying Criteria: What determines if a lead is qualified? Try to pinpoint the questions that tell you in the first 2 minutes of conversation if this person is an A/B/C lead. Find out what their role is in the company, if they are associated with the department you target/can give you an intro, if they even know what your product is Identify Warning Signs - this happens at every event, you will get a lot of people who are just checking things out and aren’t really leads. While you’re talking to them, two valuable A leads could be walking by and you may miss them completely. You need to find out as quickly as possible whether they are your ICP or not. If they aren’t, you need to think of a way to get out of the conversation ASAP: get their business card, gracefully say thank you and you will keep in touch. Or, offer your business card and say thank you for taking the time to stop by. If you need to take quick notes, collect business cards and write the info on the back of the card. It will help with personalizing your messaging later; don’t underestimate the power of pen and paper/card!
- social selling! :) remember, it’s about the process. These are helpful, but you could also just incorporate lead intelligence/research into your process, especially if you’re doing targeted account selling/prospecting
- social selling! :) remember, it’s about the process. These are helpful, but you could also just incorporate lead intelligence/research into your process, especially if you’re doing targeted account selling/prospecting
- social selling! :) remember, it’s about the process. These are helpful, but you could also just incorporate lead intelligence/research into your process, especially if you’re doing targeted account selling/prospecting
- social selling! :) remember, it’s about the process. These are helpful, but you could also just incorporate lead intelligence/research into your process, especially if you’re doing targeted account selling/prospecting
- Have your templates ready before SaaStr! If you want access to PersistIQ let me know; you can put in your templates and structure your follow up campaign over the weekend. We recently launched our cold email generator, which helps you build a quick 5 touchpoint campaign in a couple minutes For your 5 touchpoint campaign, determine how personalized you want your follow up. This will also guide what questions you’ll ask your leads when talking to them. Make sure you ask a question about a specific pain point; these conversations are actually your first touchpoint.
- Have your templates ready before SaaStr! If you want access to PersistIQ let me know; you can put in your templates and structure your follow up campaign over the weekend. We recently launched our cold email generator, which helps you build a quick 5 touchpoint campaign in a couple minutes For your 5 touchpoint campaign, determine how personalized you want your follow up. This will also guide what questions you’ll ask your leads when talking to them. Make sure you ask a question about a specific pain point; these conversations are actually your first touchpoint.
- Have your templates ready before SaaStr! If you want access to PersistIQ let me know; you can put in your templates and structure your follow up campaign over the weekend. We recently launched our cold email generator, which helps you build a quick 5 touchpoint campaign in a couple minutes For your 5 touchpoint campaign, determine how personalized you want your follow up. This will also guide what questions you’ll ask your leads when talking to them. Make sure you ask a question about a specific pain point; these conversations are actually your first touchpoint.
- social selling! :) remember, it’s about the process. These are helpful, but you could also just incorporate lead intelligence/research into your process, especially if you’re doing targeted account selling/prospecting
- I would hesitate from making the subject line “meeting you at SaaStr because people will get a lot of emails like that. They’ll ignore stuff associated with SaaStr
- I would hesitate from making the subject line “meeting you at SaaStr because people will get a lot of emails like that. They’ll ignore stuff associated with SaaStr
- I would hesitate from making the subject line “meeting you at SaaStr because people will get a lot of emails like that. They’ll ignore stuff associated with SaaStr
- I would hesitate from making the subject line “meeting you at SaaStr because people will get a lot of emails like that. They’ll ignore stuff associated with SaaStr
- I would hesitate from making the subject line “meeting you at SaaStr because people will get a lot of emails like that. They’ll ignore stuff associated with SaaStr
- 1 - Don’t waste your time talking with C leads. Be able to quickly discern who is an A or B lead. 2 - Don’t leave the conversation with “I’ll follow up with you to set a time to chat.” You’re talking with them right there, why not schedule a time on the spot. 3 - You should be able to do needs discovery, develop those needs, solve their pain without ever having to demo the product. Product demos at events are hard.
- 1 - Don’t waste your time talking with C leads. Be able to quickly discern who is an A or B lead. 2 - Don’t leave the conversation with “I’ll follow up with you to set a time to chat.” You’re talking with them right there, why not schedule a time on the spot. 3 - You should be able to do needs discovery, develop those needs, solve their pain without ever having to demo the product. Product demos at events are hard.
- 1 - Don’t waste your time talking with C leads. Be able to quickly discern who is an A or B lead. 2 - Don’t leave the conversation with “I’ll follow up with you to set a time to chat.” You’re talking with them right there, why not schedule a time on the spot. 3 - You should be able to do needs discovery, develop those needs, solve their pain without ever having to demo the product. Product demos at events are hard.
- 1 - Don’t waste your time talking with C leads. Be able to quickly discern who is an A or B lead. 2 - Don’t leave the conversation with “I’ll follow up with you to set a time to chat.” You’re talking with them right there, why not schedule a time on the spot. 3 - You should be able to do needs discovery, develop those needs, solve their pain without ever having to demo the product. Product demos at events are hard.
- 1 - at least 5 times, across multiple channels; don’t wait. 2 - how did it go? What worked well? What didn’t work? 3 - take care of yourself
- 1 - at least 5 times, across multiple channels; don’t wait. 2 - how did it go? What worked well? What didn’t work? 3 - take care of yourself
- 1 - at least 5 times, across multiple channels; don’t wait. 2 - how did it go? What worked well? What didn’t work? 3 - take care of yourself
- 1 - at least 5 times, across multiple channels; don’t wait. 2 - how did it go? What worked well? What didn’t work? 3 - take care of yourself
- If you prepped beforehand by segmenting your leads and prepping your 5 touchpoint follow up campaign, this entire process will take 5 minutes. Once you hit send, everything is managed for you. Decide if you want to Semi-Automate it so you can review before sending, or fully automate the process so you can set it and forget it. At PersistIQ we like to give you the option to choose; we do prefer that you personalize your outbound and review. But otherwise, have a great time at SaaStr!
- If you prepped beforehand by segmenting your leads and prepping your 5 touchpoint follow up campaign, this entire process will take 5 minutes. Once you hit send, everything is managed for you. Decide if you want to Semi-Automate it so you can review before sending, or fully automate the process so you can set it and forget it. At PersistIQ we like to give you the option to choose; we do prefer that you personalize your outbound and review. But otherwise, have a great time at SaaStr!
- If you prepped beforehand by segmenting your leads and prepping your 5 touchpoint follow up campaign, this entire process will take 5 minutes. Once you hit send, everything is managed for you. Decide if you want to Semi-Automate it so you can review before sending, or fully automate the process so you can set it and forget it. At PersistIQ we like to give you the option to choose; we do prefer that you personalize your outbound and review. But otherwise, have a great time at SaaStr!
- If you prepped beforehand by segmenting your leads and prepping your 5 touchpoint follow up campaign, this entire process will take 5 minutes. Once you hit send, everything is managed for you. Decide if you want to Semi-Automate it so you can review before sending, or fully automate the process so you can set it and forget it. At PersistIQ we like to give you the option to choose; we do prefer that you personalize your outbound and review. But otherwise, have a great time at SaaStr!