although these are different platforms,
the fundamental strategies of how you write your messages
and how you go about finding your potential customers
are the same.
So whether you’re doing LinkedIn or cold email,
just know these strategies will work either way.
Now, the first question you gotta ask yourself
when you’re doing any type of outbound prospecting,
meaning you’re reaching out to people
who have no idea who you are,
are you want to answer the question of who.
Who exactly do you want to reach out to?
Who exactly do you want to serve?
and who exactly would be a great fit
for your product or service?
Now the problem that most people have
when it comes to sending out messages
is that they write these long messages
on everything that they do, right?
So they’ll reach out to a potential customer
and they don’t have a specific use case,
and they’ll just say, hey,
we could do this, we could do this,
we could do this, we could do this,
let me know which one fits you.
And the problem with that
is that when someone’s read your message
and they see all these different options
of things you can do, it’s very fatiguing, right?
You’re making the prospect do too much work
in reading your message
and trying to figure out how they can work with you.
Instead, you wanna reverse the situation
where you make it extremely clear,
on why the prospect should work with you, right?
Don’t write out every possible service that you can provide.
Narrow it down into one specific use case
that someone can think,
oh, this is exactly what I need.
And once you get that aha moment,
that’s when people are going to start responding
to your cold messages.
So the best way to do this
is to identify pain, right?
What’s a specific pain, someone experiences,
and how do you solve it?
So next thing you gotta understand
what exactly is your core offer
whether it’s a product or service, right?
So if you provide so many different solutions,
you have to narrow it down
to one specific use case
that another company can say,
ah, that’s exactly what I need.
So let’s go ahead and give you an example.
So let’s say you have an app development agency,
meaning that you provide a service,
where a big company can outsource app development,
cause maybe they don’t want to do it themselves.
So if you reach out to a lot of big brands,
like let’s say, for example, Mattel,
which has Barbie and Hot Wheels,
let’s say you wanna reach out to them.
If you say, Hey, Mattel,
I provide this service, this service,
I can make a game for you, I can make an app,
I can make this, I can make that,
they’re gonna read that and be like,
well, we’re not looking for any of these
so I’m just gonna ignore your email
because you’re providing too many different solutions
that I don’t need.
But instead, if you narrow it down
and you’re specific
on what kind of problems you solve,
and you do your research
on what type of problems let’s say, on Mattel,
which is what Hot Wheels and Barbie are experiencing,
then they’re gonna respond to your cold message.
For example, if you know that Mattel and Hot Wheels
have a big brand,
but they don’t know how to develop games for the app store,
and they don’t have a development team,
but that’s something they wanna do
because they wanna monetize their brand
in different ways, you can write a coded message
and you can say, hey look,
you guys are a big brand,
you’re killing it with the toys
and everything like that,
but, you know, have you guys ever thought about
developing a game around your IP
or your intellectual property,
and take advantage of so many people on mobile
and playing games on mobile these days?
Once you ask that question,
you kind of share that you provide a solution
that, you know, you can make this game
specifically for them, using their IP,
and you’re a master at monetizing an audience,
meaning that when people download the game
that you’re gonna make for them,
you know how to monetize that audience
and make money from the actual game
so you’re not just making a game,
but you’re creating a new type of business.
So that’s a lot more appealing, right?
It’s very specific for that use case,
and if you know, if they have that problem,
they’re a lot more likely to take your meeting.
And you wanna compare that to, let’s say,
if you said, I can make a game, I can an app,
I can do this, I can do that.
When you provide too many solutions,
people tend to not wanna do any work
and they’re not gonna take a meeting.
But if you provide a specific solution,
around the pain you know they have,
then that’s how they’re gonna take your meeting.
So that’s the who, right?
Who exactly are you gonna serve?
And how exactly are you gonna provide value
so they’re gonna take your meeting?
Now, the next question that you need to answer is, why.
Why exactly should somebody take your meeting
and why should they do it right now, right?
Because you need to have some type of sense of urgency.
If people don’t have a reason to take a meeting today,
then they’re just gonna be like,
Oh, this sounds interesting,
but let me just follow up in a month
so or six months down the line when I’m ready.
And that’s what you don’t want to happen
when you’re sending your cold emails
because even if someone’s not ready,
you wanna get on the phone with them
to see whether or not it’s a good fit.
And if it’s a good fit,
you continue to build that relationship
so one day in the future,
when they are ready, they’re ready to buy.
But if you never get that phone call or that meeting,
that they don’t, you don’t have that relationship
to even begin the selling process.
When it comes to why,
you really wanna focus on two things,
why now and what value you provide.
So let’s go ahead and talk about why now.
So let’s say for the example,
you’re selling an app development service
to a company like Mattel, again,
that’s like Barbies and Hot Wheels.
So why exactly do they need to create a mobile game now?
So one reason might be,
because mobile is on the rise,
everybody’s on their phones
and more and more people
are starting to use their phones
even more than computers.
So obviously if everybody’s on their phones,
having a mobile game where you can monetize,
it’s especially lucrative in this period right now.
And the earlier you are in developing these games
and putting it out into the market,
the less competition there will be,
and the more traction you’ll get
and the bigger your brand will become on mobile
and the more money you will make in the longterm.
So if you don’t do it now,
if you don’t make it, these mobile games right now,
other people are going to beat you out, right?
Other brands are gonna come in and take your spot
and if you decide to make a game in the future, well,
you have to compete against all this competition.
But if you do it right now,
its blue ocean has a special advantage
and you have a big brand,
so you can start dominating the market.
So that might be a reason for why
you wanna convince someone
to take a meeting right now versus in the future.
And if they realize that
they wanna take advantage while this opportunity is hot,
then they’re gonna take your meeting to see exactly,
how exactly you might be able to help them
develop this app and develop this game for their customers.
So now you understand the why now, but what’s the value?
Well, like I said before,
the value is that, first mover advantage,
you’re gonna make money
you’re gonna make your customers happy,
and you’re gonna build your brand outside of toys,
and you’re gonna build it
within the digital space which is on the rise.
So that’s gonna be a reason why a brand like Mattel,
might want to work with another company
to get started faster.
They may not want to develop these games by themselves
because that’s not their expertise, right?
Their expertise is making toys and things like that,
but they have the IP and they have the brand
and they just need someone to build the app,
and that’s where another outsourcing provider
or agency comes into play.
So once you wrap all these things together, right?
You know you’re who, you know your what,
and you know you’re why,
and you put that in your cold email,
or your LinkedIn message,
then suddenly people are going to want to respond.
And the reason why people will not respond to your messages,
is because if you don’t answer these questions, right?
So if people don’t respond,
you just have to figure out which part is broken,
replace it, fix it,
and then try again until you get the winning formula
that works to sell your specific product or service.
So if you enjoyed this video,
make sure to give it a like, subscribe
and turn on notifications.
Let me know in the comments,
what are some of your biggest challenges that are
when it comes to generating appointments
with your dream clients,
whether you work at a company or you have your own business,
cause I’m always interested to hear about your challenges,
so I can make videos about how I can help.
And if you want to see more videos about cold emails or
sending LinkedIn messages,
I have another video right here
on some of my best cold email templates,
make sure to check that out.
And if you want to free in-depth training
of how to sell anything to anyone,
I got another free training
on exactly how you can do that.
Click the link in the description to take you there.
So that said, my name is Patrick Dang.
I hope you guys enjoy this video,
and I’m going to see you guys in the next one.