Turning replies into (properly positioned) sales calls or direct sales
- These should usually follow a very similar pattern - aka an assembly line
- Best case scenario - a percentage of prospects are asking YOU to set a call with them or buying without replying
- Most of the time - you need to provide reasons for a prospect to take time out of their day to talk with you (knowing in the back of their mind you want money from them)
  - People have an inherent distaste for sales calls
  - The best way to avoid this is to “teach” them something instead
    - Beware - people dismiss things that are “too good to be true”
Taking pressure off the prospect
- Show them something you mention in your value magnet
  - They need to get something of value out of this - even if they don’t buy.
A predictable pattern will emerge
- Prospects will repeat a small number of similar replies over time
  - Information Request
  - Meeting Requests
  - Referral Requests
  - Future Requests
  - Out-of-office (OOO)
  - No longer at the company
  - Custom Response Request
The assembly line
- You should have optimized responses for all of the most common replies you will get.
  - Info Request
    - Whether you are direct pitching or sending a value-first lead magnet - many prospects will ask for more info. This is a perfect reason to send your optimized landing page. This page can do the heavy lifting in your sales process.
  - Meeting Request
    - Use smart variables to suggest times. Don’t send a calendar booking link.
  - Referral Request
    - You want to set up a subsequence that references the referral you got. Prospect ore likely to respond to a referral.
  - Future Request
    - You want to set up a subsequence that simply automatically reaches back out exactly when your prospect says.
  - Out-of-Office (OOO)
    - Similar to the future request - you want to set up a subsequence that automatically reaches back out exactly when your prospect says they’ll be back to work.
  - No Longer at the company
    - Usually if someone has recently left the company - they’ll provide the email of another person to contact.

Action Items

Step 1

Create your various subsequences for the common responses you will receive.

You’ll copy & paste these into your sending tool of choice.

Lesson #27: Appointment Assembly Line

You must be logged in to access this course

Offer Optimization

Cold Outreach Codex

Machine Construction