How cold emails helped us to go from 0 to 60 clients in 12 months

Outbound Marketing Webinar

Bartosz Majewski [email protected] 0048 732 624 181

mailto:[email protected]

Why it`s worth your time?

• Bartosz Majewski

• Since 2008 in sales

• Since 2011 in IT

• Head of Sales @

• 5 mln EUR sold since 2009

• Consultant



Facts and Figures

• Founded: January 2014

• 30+ clients

• 15 employees

• VC Backed

• Righthello.com/2014

We deliver leads for B2B technology companies and startups



How to get leads when you are B2B?



What`s outbound marketing?

• Coldcalls

• Cold Direct messages via social media

• Cold e-mails

• Letters (really)

• Print

• TV ads



• Country / Geography - Germany

• Industry – IT Software House

• Size 50 + employees

• Who decides? CEO / Sales Directors

Who are we looking for? Profile of the decision maker



Example Process • Day 1: We follow them on twitter and engage

with them.

• Day 7: We send them e-mail.

• Day 14: We Follow up.

• Day 21: We Follow up again.

• Still no response? We target 2nd person in the organisation with the same process.



E-mail template that won me my DF50 EMEA clients


Title: Congratulations for DF50! Hi Wojciech, It`s Bartek from Righthello. I found you on a Deloitte Fast 50 list. (congratz!) I`ll be transparent here. We are delivering high quality leads for B2B Tech companies. Our team can get you in touch with potential clients helping you to maintain growth rates which lead you to DF 50. Could you find 10 minutes to take a call from me soon? It think there is a chance that we`ll be good busines partners.


Conferences / Business Trips

• Always Buy / Get guest lists

• Schedule appointments 2+ weeks before event



Always do follow ups.



Outsourcing or inhouse?

Outsourcing

+ Time efficient

+ Know how acquisition

- Costly

- Cost before ROI

InHouse

- Takes a LOT of time

- Lack of persistence

- Lack of know how

- To get know how you have to experiment

+ Cheaper

+ Control impression



How to convert conversations into revenue?



#1 Sinatra`s test

• New York, New York:

• "If i could make it here i can make it anywhere. „

• If you are working with someone who is known or big in the industry you can easilly win with your competitors and / or have bigger pricing just because of that.



„5 mln EUR sold since 2009”

„We acquired SMT Software after 3

months”

„In 12 months we`ve grown to 30 clients and 15full time employees”

„After a year we are present in 8

countries” Bartosz Majewski [email protected] 0048 732 624 181


#2 Hustle like a drug dealer



#3 How to set up pricing?

1. #1 meeting : Let`s sell it for 400 EUR

2. SOLD!

3. #2 meeting : Let`s sell it for 600 EUR

4. SOLD!

5. #54 meeting: Let`s sell it for 800 EUR

6. SOLD!



How to increase pricing?

• July: Please buy a month of collaboration for 400 EUR

• October : Please buy at least two month of collaboration for 600 EUR a month

• December: Please buy at least three month of collaboration for 800 EUR a month

• Sweet spot: 20% thinks it`s cheap. 20% thinks we want to steal from them. 60% thinks it`s a fair price



#4 Sales Layer

Conclusions:

3.750 EUR Revenue in test period

200 EUR spend

93.51% of my work is pointless

6.49% has to be worth more than my salary / commision / shares

Cel:

Country: Poland

Position: Sales Director / CEO

Industry: IT / Startup

Size: Over 50 employees

#5 First client outside your country

• Set up a client profile

• Write 10 inmails via linkedin to them daily for 10 days.

• Out 100 inmails you should get 1 deal.

• Start small. Hustle like a drug dealer.

• Don`t bother to make money. It`s about revenue and refferall this time.

• No matter what you have to satisfy this one



#6 Sell now. Develop later. Customer Interviews (30)

3 Clients on service MVP (3 x 400 EUR)

30 Clients on a service (30 x 600 EUR)

Product waiting list (30 x 300 USD)

MVP of a SaaS database crawler

Exercises

• Ask 10 new clients for more money than usually. Measure the conversion.

• Sent 100 inmails to get client you don`t have yet

• Build a small product you can sell fast for less than 2000 EUR

• Write down 5 of your sinatra`s tests or a plan of getting them



Books worth reading

Contact me!

• Looking for an advisor?

• Want to run outbound marketing campaigns?

• Need any kind of help?

[email protected]


How cold emails helped us to go from 0 to 60 clients in 12 months

Marketing

Transcript of How cold emails helped us to go from 0 to 60 clients in 12 months