2. About
me:
I
save
bad
outreaches

3. The
Problem
First
7me
outreach
response
is
plumme7ng

4. Who
is
sharing
my
walk
in
the
woods
today?
Poll

5. 5 Stages of an email
Received
Viewed
Read
Enticed
Impact

6. Email stage: Received
Received is about
having good data
When missing emails,
use Capture to autofill

7. Email stage:Viewed

8. Email stage:Viewed
TO:
example-­‐spam@checker.com
Subject:
TEST
+
(your
subject)
(i.e.)
TEST
Contact
info
for
Donato
@
RingLead
Your
TOTAL
SPAM
SCORE
for
your
e-­‐mail
was
0.2.
How
To
Interpret
Your
Score:
The
higher
the
score,
the
more
likely
the
e-­‐mail
will
be
considered
spam
by
ISPs,
which
means
the
more
likely
it
is
to
get
filtered.
Levels...
0.0
-­‐
4.5
-­‐
nice
and
clean,
no
problems
except
7ny
ones
below;
no
ac7on
required
4.6
-­‐
7.0
-­‐
the
strictest
may
object;
clean
up
the
easy-­‐to-­‐find
issues
(below)
7.1
-­‐
10.0
-­‐
ge[ng
into
dangerous
territory;
clean
up
any
big
issues
and
the
easy-­‐to-­‐find
smaller
ones
10.1
-­‐
13.0
likely
over
ISP
limits;
requires
good
review
and
cleaning
up
13.1+
major
problems;
overhaul
needed
-­‐-­‐
systema7cally
clean,
point
by
point
and
then
re-­‐test
(this
may
require
two
or
three
checks).
In
order
of
importance,
here
are
the
mistakes
that
we
found
in
your
e-­‐mail...
(0.1
points)
BODY:
HTML
link
text
says
"click
here"
(0.1
points)
An
exceedingly
large
amount
of
HTML
coding
is
oaen
used
to
disguise
common
spam
phrases.
Consider
reworking
slightly.
(0.0
points)
BODY:
HTML
included
in
message
(0.0
points)
Asks
you
to
click
below

9. The
email
squint
test
Email stage: Read

10. 1
of
4
Dear Sir,
I am Mr. Fred Allen, Director of Project ,Nigerian National Petroleum Corporation NNPC. I
am making this contact with you based on the need for an individual/company who could
assist and back us up in a business transaction.We have an amount of money which
represents the balance of a total contract Value executed on behalf of the Department of
mineral resources and Energy by a foreign contracting firm, which we the officials over-
invoiced deliberately. The actual contract sum has been paid to original contractors who
originally executed the project and the contract commissioned on behalf of the petroleum
ministry. We want to use your channel to move the over-invoiced amount to a separate
account in your region.We are confident that you will work with us, this is why this
information is here made known to you as we appreciate your kind gesture by not
disclosing detail to any third party.To continue discussion on this matter , email, your full
names , address and telephone numbers. I will provide you with more information .Best
Regards,Fred Allen.NNPC ,Port Harcourt.

11. 2
of
4
Dear Donato Diorio,
I hope you are fine.As an introduction, I am XXXXX,AVP(Software Sales – Europe ,Asia Pacific) with XXXXX Technologies. Indusa
Technologies is a global organization headquartered in Illinois USA with branches and sales offices in major cities in USA and
offshore software development centre located in Ahmedabad, India.
I would like to know if there could be opportunities where we could work together and be your IT Solutions partner. Please advise
if this is something that you would like to consider. Please find below a detailed profile of Indusa Technologies for your reference.
1. 18+Years of Industry experience as a premier software vendor and solutions provider
2. SEI CMM Level 4, ISO 9000:2001, 27001 Certified Software Development & IT Consulting Company
3. Microsoft Gold Certified Partner, Sun Associate Partner, Oracle Partner & IBM Partner World Member
4. 350+ skilled IT talent pool consisting of domain experts , techno commercial profiles , popular technology evangelists , niche
technology consultants
5. Some of the distinguished names in our client list are CISCO , Capegemini , Deloitte , HP , IBM , ORACLE , Merrill Lynch , Kellogs
6. In-depth and Skilled Expertise available at competitive rates of 16-18 USD per hour
Hence it would be great if you can indicate a date and time when we can discuss your requirements elaborately and take quick next
steps in fulfilling them and adding value to your organization
Warm Regards
XXXXX.K.Sen
AVP - Software Sales
bbbbbbbg@uuuuuusa.com
Mobile : +91 9555555555
Skype : XXXXXX

12. Donato,
I am doing some research on your company to determine if there is (or is not) a need for a more cost effective
conference call service. Could you please help me by pointing me to the best person there for this short
discussion?
I will call you to follow up shortly. Thank you for your help.
Tony Smith
Managing Director
925-784-1835
Tony@choicesystems.com
www.choicesystems.com
Guaranteed Lowest Pricing!
3
of
4

13. 4
of
4
Dear Donato,
My name is NNNNN and I am responsible for our organization’s business development initiatives in the US.
Nous has been successfully assisting several solution providers like yours in the areas of Application Development, Maintenance, Migration, and
IndependentValidation &Verification.
At Nous, we have a dedicated team of developers, with quality expertise in developing industry standard Recruitment software for our customers in
the US, in the following areas:
1. Multi location and Multi lingual
2. Interface that can be customized based on users needs
3. End to End Contact management
4. Application wide Free text search
5. Organizer capability
6. Automated CV reader
7. Extensive and Customizable reports
8. Web based and Desktop based software
Through our customer oriented business models, we ensure that our clients can save the costs related to IT.This enables you to have a lower Total
Cost of Ownership (TCO) of your products, and hence you can focus on your core activities and client acquisitions. Nous would work as an
extended engineering arm for your organization in the product/application development, maintenance, testing and remote support space.
I would appreciate if we could have a short call or a meeting which would help us to put things in perspective and share couple of our client
successes with you.This would also help us to give you a brief about our company and discuss the industry pain points with you.
Look forward to hearing from you.
Warm Regards,
NNNNN XXXXX
Business Development
Web: www.XXXXXXXsystems.com

14. Which email was NOT spam?
A. #1
B. #2
C. #3
D. #4
Poll

15. •Is your email interesting?
•Are you targeting the right demographic
•Did you segment your messaging?
•Does it assert influence?
Email stage: Entice

16. •Activity is not a success factor
•Sales qualified: yes
•Marketing qualified: yes
•Open rates: No
•Built off metrics
•Track it over the long term
•Must be measured, not assumed
•Numbers go in reports, not explanations
Email stage: Impact

17. Do
you
take
7me
to
(1)
craa,
(2)
A/B
test
(3)
score
and
(4)
peer
review
your
standard
outreach?
Poll

18. The
BIG
Idea
•90%
of
1st
Ome
VM
are
never
returned
•95%
of
cold
emails
are
never
read
•You
must
be
good
at
voicemail
&
email
outreach
•It
can
be
measurable,coached,
improved
Email
&
Voicemail
is
here
to
stay
“the glengarry leads”

19. Reality Check
It’s
about
a
decision
point.
You
can’t
conOnue
to
fail
at
an
essenOal
part
of
the
recruiOng
process
1st place: Cadillac
2nd place: Steak knives
3rd place: your fired

20. Email
Lab

21. Email writing shorthand
Allows
for
a
more
dynamic
emails
Makes
peer
review
easier
Quicker
to
modify
Not
boring.
Allow
for
many
factors
in
creaOvity

22. The
Instruc7ons

23. Outreach
test:
Instruc7ons
In
front
of
you
is
a
ficOonal
Dossier
on
a
prospect.
You
have
5
minutes
to
review
it.
At
the
end
of
the
5
minutes
send
me
an
email
and
call
my
line
and
leave
me
a
voicemail
as
if
I
am
that
person.
Assume
all
content
is
from
today.
You
only
get
one
try.
1:1
mee7ng
with
each
person
Do
not
give
advanced
no7ce
for
the
test
Do
not
do
it
in
a
group
(favors
people
who
are
last)
Measure
all
people
as
quickly
as
possible
Give
wriden
instruc7ons:

24. The
Recording

25. Why
record
it?
Don’t
get
caught
into
“I
did
say”
or
“did
not
say”
something.
Audio
doesn’t
lie.
Remember:
we
want
a
real
world
simula7on
You
will
need
the
recording
for
“The
Mee7ng”
Outreach
test:
The
Capture

26. The
Dossier

27. Tossing
a
football
back
and
forth
does
not
prepare
you
to
take
a
hit
We
need
a
real
world
test

28. Prospect’s
Bio

29. Company

30. Bill went to Penn State

31. Wikipedia

32. News

33. The
Measure

34. The Eight C’s
•Clear
•Concise
•ConversaOonal
•Credible
•Cadence
(voicemail)
•Consistent
•Customized
•Compelling

35. The Coaching / Pitch Meeting

36. •ConvenOonal
wisdom
for
peer
influencers
is
a
myth.
Leveraging
a
second
point
of
contact
into
an
organizaOon
does
not
double
your
success.
•It
triples
your
success
•Each
addiOonal
point
of
contact
mulOples
your
chances
by
3.
Having
and
leveraging
3
points
of
contact
in
an
organizaOon
yields
a
9X
success
factor
Peer
influence
myths
vs.
metrics

37. Think:
Have
you
been
more
likely
to
return
an
email/call
if
someone
has
“done
their
homework”
and
displays
a
knowledge
about
you,
your
interests,
your
peers
and
your
Poll

38. 4
Spheres
of
Influence
Contact
venues:
Peer
influence:
Industry
knowledge:
Prospect
knowledge:
# 1 2 3 4
affect 1 2 3 4
# 1 2 3 4
affect 1 16 24 ?
percenOle 20 40 60 80 100
affect 2 4 6 8 10
percenOle 20 40 60 80 100
affect 2 4 6 8 10

39. Phone
call +1
AddiOonal
contact
venues,
each +1
Prospect
knowledge
or
Industry
knowledge 0-­‐10
SOcky 0-­‐5
Leave
contact
informaOon
2x 0-­‐2
Peer
influencers,
leveraged
(minimum
2) x8
Clear 0-­‐8
Concise
(within
Ome
limit)
0-­‐8
ConversaOonal 0-­‐4
Credible 0-­‐4
Cadence 0-­‐4
Consistent 0-­‐4
Customized 0-­‐4
Compelling 0-­‐4
Passion
0-­‐15
Fillers,
er,
um,
ahh,
your
know -­‐5
per
Weakeners:
“I’m
just”,
“I
wanted” -­‐5
per
40
15
Max
100
Outreach
score
sheet:
24
17
4
Score

40. Outreach
effec7veness:
Captures
aden7on
(Shock
and
Awe)
Mul7ple
touches
Message
quality
Impact
messaging
Random
success
Without
a
mulOple
touches
you
do
not
moOvate
people
to
act
by
building
your
brand
and
messaging
Brand
failure
Without
a
message
quality
you
don’t
get
a
second
chance
and
do
a
disservice
to
your
brand
Your
message
can
be
tremendous...
but
if
it
is
never
captures
their
anenOon
it
is
“lost
in
the
ocean”
of
outreaches
Lost
in
the
ocean

41. Outreach
Measure
Minimum
competency
Average
outreach
Standard
scripts
SOI
scripts

42. Why
sales
missed
this...
• No
measurement
on
outreach
data
points
• No
scoring
on
outreach
• No
metrics
on
outreach
process
• No
standardiza7on
on
outreach
messaging
• No
coaching
system
on
outreach

43. hnp://ringlead.com/Capture