Demonstrating time investment in your outreach can signal to prospects that they are valued, enhancing engagement.

"So what are some of the most expensive thing that you can show? I think it's linked because basically when you do something that is expensive in terms of time, like I'm giving you a lot of time to be able to, you know, to speak to you."

Takeaway:

• Investing time in personalized outreach shows commitment to the prospect.
• High-effort communications can set you apart from competitors.
• Use time-intensive methods strategically for high-value targets.

In-person visits can provide unparalleled engagement but may only be feasible for select prospects.

"The most expensive channel is in person. Knock on the damn door."

Takeaway:

• Consider in-person meetings for your highest-value prospects.
• Understand the trade-offs between effort and potential impact.
• Use geographic targeting to identify prospects suitable for in-person outreach.

As automation becomes widespread, prospects may distrust impersonal messages, reducing their impact.

"If you get an email from a CEO, you know it's not a CEO. It's so much automation that it means nothing..."

Takeaway:

• Prospects are skeptical of impersonal, automated emails.
• Personalization is key to standing out in a crowded inbox.
• Consider reducing automation to increase authenticity in your outreach.

When contacting a small number of prospects, investing more time in each can lead to better results.

"Right, because at a lower volume you're allowed to do, you're able to afford to do more high-touch things that are just difficult to scale, right? Like a good cold call..."

Takeaway:

• Use the opportunity of low-volume outreach to personalize interactions.
• Implement strategies that may not scale but offer higher engagement per prospect.
• High-touch methods can differentiate you from competitors relying on automation.

In a world saturated with automated messages, authenticity stands out and can improve engagement.

"But the thing about the video is like it sounds fake anyway. It doesn't matter what you're saying in that video, it's false like it's, it's, it's too much staged. So actually one thing that one of my friends is doing super well is he actually doing those outreach but on his phone... Like he's walking and he actually sometimes send me some video talks... There's something about the organic style recording that shows they're human reaching out to me."

Takeaway:

• Authentic, unscripted messages can build stronger connections with prospects.
• Avoid overly polished communications that may seem automated or insincere.
• Using spontaneous videos can help convey genuine interest and effort.

Leveraging engagement data can help you identify the most promising prospects for high-touch outreach.

"Pay attention to two things here. If you've been sending cold email and you've noticed that an account has opened a single email something like 7,8,9,10 times, it's probably 'cause they forward it internally. That, that account may deserve this high touch ditto for someone that has checked out your LinkedIn profile within 2 hours. I would use that as a prioritization filter so that you're still doing your outreach, but the folks that racked the shotgun get more from you."

Takeaway:

• Monitor email open rates to identify highly engaged prospects.
• Use LinkedIn profile views as a signal of interest.
• Prioritize high-engagement prospects for personalized follow-ups.

Targeting prospects based on prior engagement can boost the effectiveness of your campaigns.

"You had the choice to buy two kinds of lists. You could buy the list that had kind of like the demographic details, age, zip code, etc. or you have the response list. And these are individuals that have made a purchase before. The response lists are more expensive by tenfold, but they're also way more effective. So today, Jeremy, I would want to use the equivalent of a response list."

Takeaway:

• Prioritize prospects who have demonstrated prior interest or engagement.
• Investing in higher-quality lists can lead to better conversion rates.
• Use data signals to focus your outreach on the most responsive audience.

In an age of automation, personal touches like phone calls can make a significant difference in engaging prospects.

"I think I'd like to talk to the other side as a recipient, like, for example, Jack, if you receive like a phone call from a CEO versus an email from a CEO. I think these days versus a year or like 5 years ago is a huge difference. And I think that's meaning if you get an email from a CEO, you know it's not a CEO. It's so much automation that it means nothing where, where if, you know, if someone actually do spend the time to fund me, I'll listen."

Takeaway:

• Consider using phone calls for high-value prospects to make a personal connection.
• Recognize that emails may be perceived as impersonal due to automation.
• Personal touches can differentiate your outreach in crowded inboxes.

Understanding the impact of different communication channels can greatly improve the performance of your email marketing campaigns.

"And what I'd like to also is the, the quality of the channel we're contacting that person on. So is it the same quality if I'm contacting you on Instagram, on Facebook, on phone, or on email, LinkedIn, whatever. Right, because at a lower volume you're allowed to do, you're able to afford to do more high-touch things that are just difficult to scale, right? Like a good cold call."

Takeaway:

• Evaluate which channels your prospects are most responsive to for higher engagement.
• Consider utilizing high-touch channels for key prospects when operating at lower volumes.
• Diversify outreach methods beyond email to stand out and connect more effectively.

As email marketers, identifying the most valuable prospects is essential, especially when outreach opportunities are limited.

"Sales thought experiment, Jeremy. What if today you had to be an effective salesperson, but you could only contact 10 new prospects. The question today is not what would you say? What I'm most interested to find out is, how would you determine the 10 prospects most worthy of your outreach?"

Takeaway:

• Use data and research to prioritize prospects who are most likely to convert.
• Focus on quality over quantity to maximize the impact of your outreach.
• Leverage insights to build highly targeted and effective campaigns.