The 'foot-in-the-door' technique can help engage prospects by starting with small requests.

"If I don't get enough yeses, maybe I can change. Maybe my approach is too strong. Maybe the market is not ready to straight away go on calls. That could happen... That's when I would actually change my call to action."

Takeaway:

• Begin with small requests to build trust with prospects.
• Gradually increase the commitment as they engage further.
• Adjust your approach based on the responses you receive.

Tailoring your outreach to the buyer's journey stage can improve engagement rates.

"You could begin with the call. And if that doesn't work, reduce it to something as easy as let's stay in touch on a monthly newsletter, very low pressure with sales. And if they're not gonna bite on that, it's very unlikely that outreach is going to win it for you, but you can rest assured knowing you've done your due diligence."

Takeaway:

• Adjust your outreach based on where the prospect is in the buyer's journey.
• Offer less commitment if the initial offer is declined.
• Recognize when to move on after giving multiple engagement opportunities.

Testing various calls to action can help you find what resonates best with your audience.

"Maybe we could wrap the show, Jeremy, with just both of us sharing a couple ideas for what that secondary call to action might look like, so that it's tangible and everyone go off and make sure that they test it at the end of the show."

Takeaway:

• Experiment with different CTAs to see which get better responses.
• Secondary CTAs can re-engage prospects who didn't respond initially.
• Continuous testing allows you to optimize your outreach strategy.

Having effective secondary calls to action can re-engage prospects who didn't respond to your primary ask.

"One thing I do like on the sort of like backing up is the, uh, hey, we're, we're having a community of those people like you, do you want me to add you to that? Or I have a newsletter, whatever, do you mind if I add you to that?"

Takeaway:

• Offer to add unresponsive prospects to a community or newsletter.
• This keeps you in their inbox and builds familiarity over time.
• Secondary CTAs can revive engagement without being intrusive.

Incorporating psychological principles into your email campaigns can improve their effectiveness.

"I mean, you read Influence, you know, like me, we're both like really big fan of Cialdini for that."

Takeaway:

• Apply psychological tactics like 'foot in the door' or 'door in the face' to your campaigns.
• Understanding human behavior can help craft more persuasive messages.
• Familiarize yourself with works like Robert Cialdini's 'Influence' to enhance your strategies.

Repeating the same message in follow-up emails can reduce engagement and annoy prospects.

"Jeremy and I have both been advocating for each message to be different. It should bring up a different pain point, different benefit, different call to action. Don't be a parrot and keep repeating yourself. That doesn't add anything new to the conversation."

Takeaway:

• Vary your follow-up messages to keep prospects engaged.
• Introduce new value or address different pain points in each email.
• Avoiding repetition increases the chances of getting a response.

Choosing the right call to action can impact the effectiveness of your cold email campaigns, especially when gathering initial information.

"If you're sussing out the market, you're finding out where your opportunities lie, go as low as you can. So you want the easiest call to action."

Takeaway:

• Use simple, low-commitment requests when exploring new markets.
• Easy calls to action can encourage more responses from prospects.
• Adjust your approach based on the goal of your campaign.

Using tripwire offers can help build trust with prospects who may not be ready for a big commitment.

"In the marketing world, there's a lot about this. Either you get a tripwire like, hey, why don't you buy like, you know, here's a course for $9, whatever, and then on the back end you sell them a $10,000, you know, white glove thing, whatever, because they sort of build trust on the brand and they know people won't buy it straight away because the ask is too big. You haven't built any trust yet."

Takeaway:

• Use low-cost offers to build initial trust with prospects.
• Gradually introduce higher-priced offerings after establishing credibility.
• Understand that some prospects need time before making big commitments.

Understanding how market size influences your outreach approach can help optimize your email campaigns.

"You know, the funny thing is, I think it depends on my market. Do I have tons of people and I need to filter them? Or do I have only a few people I need to get?"

Takeaway:

• Adjust your approach based on the size of your target market.
• For larger markets, a big ask can help filter prospects efficiently.
• For smaller markets, building relationships with smaller asks might be more effective.

Determining whether to start with a big ask in cold emails can significantly impact your campaign's effectiveness.

"I'm a door in the face kind of guy. I like to ask for the hard, hard commitment first. What about you?"

Takeaway:

• Starting with a big ask (like requesting a call) can help identify highly interested prospects.
• If the big ask doesn't get a response, follow up with a smaller request.
• Testing both approaches can optimize your campaign's performance.