John Corcoran 11:44
So they’re thirsty, they’re, they’re ready for what you want.
Jeremy Weisz 11:48
So one of the things we will do for ourselves and for some of the kinds of we will zero in on their best referral partners, and it’s not just clients, clients, and referral partners, and get really granular with maybe the position that that person’s in, in generate a hyper targeted list. Yeah. For that,
John Corcoran 12:13
right. So that’s, that’s a key piece is how to put that list together. And then the next one is we kind of touched on already, but having the right message that you use the outreach message. And I like this about a velvet rope. Right. So I like to say that you use a velvet rope. So not anyone can get in, it’s got some exclusivity to it, you know, the velvet rope is the idea of, you know, some kind of exclusivity to it. And you You also have very specific criteria about who’s a fit and who’s not. So it’s not just like anyone can come in, but you know, certain exclusive types of people that you’re looking for. So
Jeremy Weisz 12:53
it’s important, because you don’t want to, if I was reaching out to you, John and said, Hey, I want anyone who you know, has, right? But if they say something like listen, I’m looking to really connect in in have in this book, or article or video or podcast, someone who’s done a high level of writing at different places, you’re like, oh, yeah, that’s me. I’ve done a high level writing at the White House and the governor in California, etc.
John Corcoran 13:22
Yeah. So that’s another one. And then next, right is right tools and software. And one big mistake that people make. Well, for one, you know, people use LinkedIn as a lead channel, which is fine, they’ve cracked down a lot in outreach. And so it’s harder and harder to do outreach. That way you can use email as a channel for reaching out to people hard part about that is you don’t want to reach out from an email that comes from your primary domain. Because if you do that you can get blacklisted and you will lose all your traffic and your emails won’t get delivered to people.
Jeremy Weisz 13:55
And those sorts of like deliverability issues if you start landing, and now all the email experts will talk about this, you know, if you land in the spam or you land in the social or promotions, then even if you have the right message and they never read it, you’re done. Right. So you have to have the right so you know, again, we have to have monitoring tools and other software to make sure the deliverability is on point,
John Corcoran 14:23
right in addition season domains that you use for the outreach itself. And then right offer which relates to the velvet rope piece, but you know, you need to make an enticing for them to come be a participant in this content marketing that you are creating. And then a next one is right way of conducting the pre interview conversation. So a lot of our clients, they will do a short little conversation prior to that creation of that content to just ensure that it’s a good fit all around. Ensure that the person that they Reaching out to is a good fit. And sometimes it’s the the CEO or founder owner, the business is doing that other times it is a team member, a member in the dodging the call conducting that call, right. But it’s a shorter call. And the purpose is to determine if they’re fit to qualify them for the content that you are seeking to create.
Jeremy Weisz 15:20
Yeah, and sometimes in that conversation, you can, you know, we call a pre interview conversations, because is it a fit, but then you can get into prepping them a little bit for the conversation. So it makes for a better experience on the actual interview. So you asked some pre interview questions, which we, you know, coach people on so that when you get to the interview, you feel prompt, you feel like you’re gonna create some great content together,
John Corcoran 15:43
right. And then that leads to the next step, which is the right way of conducting the actual interview itself. And a lot of people like to think about just the actual interview itself. But we like to say that you know, the conversation before and after, and during all three are really Of equal importance, how you handle the pre conversation, how you ended the actual conversation, during the interview, how you handle afterwards, all of those are important.
Jeremy Weisz 16:12
And then the next thing is the follow up, I want to mention, while you’re reaching out to the people, so as follow up after the interview, but there’s also a follow up, just even get that, that scheduled, right, when you get to the pre interview conversation, you know, we may have sent three or four emails to the person, you know, because people are busy, so they may see it, and I’ll get to it later. Not that they don’t want to do it. And then once they respond, we may send two or three or four manual emails back and forth, just making sure answer any questions and getting them scheduled, right. So they could have gotten, there could be seven to nine emails exchanged just to get them onto the call. And now you have the pre interview call, and then the interview call, and now you have to follow up after the interview. Beyond,
John Corcoran 17:06
right, and and that’s a key point as well, first, I swear five years of doing a podcast, I made the mistake of not consistently following up and emailing my guests to let them know that their episode went live. And that was a total mistake. So now we have a process where we do that where our team is sending messages, and I’m CCD on those messages, and then I can follow up with that person. And we’re letting them know about it, we’re also putting on a social, we’re tagging them so that they can easily share it on social. And but then it’s also an opportunity to follow up on something that we might have discussed during the initial interview that I wanted to follow up on. So having a process in place for that follow up afterwards is critical as well. So I think that wraps it up any final thoughts, Jeremy on on how to create a successful business development and sales development process?
Jeremy Weisz 18:01
I think, you know, the people that we talk to who have a set up this have a business development rep or a sales rep. They love this, because it makes those people’s job easier, it’s easier for them to reach out in a giving fashion, they get on a higher percentage of calls, right? Because there’s also that well, doesn’t this take more time? Right, John? Right. It will take more time,
John Corcoran 18:28
right, which hold this up in terms of the time can I’ll hold this up against, you know, doing dozens of calls with unqualified people any day of the week? Because you can you this process will filter out that in many cases, people disqualify themselves if they’re not a fit, right? If you say the parameters are, we want a CMO of a hospital chain with 17 locations or more. Those who have 16 or fewer would disqualify themselves. Or if you say we want a tech folks focused VC firm managing partner in Northern California. Those people who don’t fit those criteria would disqualify themselves and you won’t waste that time having those calls. You only have those calls with those people are a good fit. And again, you’re doing it for the purpose of content marketing for giving them exposure. Everyone wants exposure, or most many people do, a lot of people do. And so you will get much higher caliber conversations that are happening. So that’s it. Jeremy, where can people go to learn more about you and Rise25?
Jeremy Weisz 19:31
Yeah, they can go to rise25.com to learn more. We have lots of content and videos you can go to inspiredinsider.com to check out other episodes and you can go to smartbusinessrevolution.com to check out other podcast episodes as well. Excellent. Alright. Thanks, everyone.
Outro 19:46
Thank you for listening to the Smart Business Revolution Podcast with John Corcoran. Find out more at smartbusinessrevolution.com And while you’re there, sign up for our email list and join the revolution. And be listening for the next episode of the Smart Business Revolution Podcast.