Read time: 3 min, 24 secs

Hey there - it's Brian 👋

We’re hiring!

This week we add a new sales person to our team.

So far TalentHQ has grown through clients sharing with their friends and inbound sales from our socials (and 70% of clients buy 2 - 3x more).

I’m ecstatic.

Now we turn on the jets. And I’m taking you along for the journey.

We have a great system to close our deals. So this new hire’s role is to book us 3 meetings a day so our closer can sell.

Good news:
We’ve found a bunch of sales people (also called “BDR” or “SDR”) for our clients.

So we have everything we need to find amazing sales reps for TalentHQ in 3 weeks.

Today:
➟ I’ll share how the sales rep books meetings.
➟ Give you an honest look behind the curtain at how we do it for TalentHQ.
➟ And give you resources to find your own sales rep.

This issue is for you if you need to refine your outbound sales process or you’re looking to hire a sales person to get you leads in-house.

Let’s make your business an outlier: 👇

How do we get our sales reps?

Luckily we have a staffing agency so we’re good at getting great people quickly.

Most pay around $5,000 / month.

But we get the same quality from LatAm for $1,200 - $1,500.

(And that can can be up to double what companies pay them in Colombia!)

Anyway. For our own business we’re running the same process that we do for clients.

That process is a topic for another day.

But if you want to know now:
reply “Sales rep” and I’ll reply with a Loom on how to do it.

Or if you prefer a live conversation click here.

“You’re reaching out to people… are you desperate?”

I laughed.

Clearly if you’re reaching out to people your business must not be doing good, right?

Well… no.

Even if plenty of people ask you for help, you still need to reach out to people.

See, 90% of people are “lurkers” on socials.

They watch, love what you do, but don’t engage.

For the 10% of active internet people, inbound is great.

But what about the 90% who don’t engage but need your help?

We need a sales rep to reach out to them.

And when you get the process right, your sales are much more predictable.

You’re not vulnerable to the algorithm.

It’s anxious when you have a great week of meetings, expect next week to tbe the same, and get ZERO.

Outbound makes your life more consistent.

I had weeks in my CMO business where I’d get 7 inbound calls.

Then I’d post the same content next week and get 0.

So you want BOTH. Inbound + outbound.

They complement each other.

I have a good inbound engine set up (covered it in previous issues).

Now let’s get into how you do your interruption marketing (warm vs cold): 👇

🧔🏻‍♂️ Brian’s nerdy side rant:

Inbound is amazing because you can go crazy viral. So you need both!

Here’s an example of one tweet that got 16,000 likes and drove $7.5k MRR.

Outbound: 🔥 Warm vs ❄️ Cold

Okay so we want more predictable revenue. So we reach out to people.

Got it.

But no one trusts you when you reach out to them cold.

Aren’t we annoying them?

What’s a good compromise?

🔥 Warm outbound.

Here’s what you do:
1) Post content and 2) reach out to people who engage with it.

On LinkedIn you engage with people who…
Likes, comments, connection requests, follows, and profile views.

If you do it right, it helps build a superfan base.

Why?

These people want to engage with you. And you want to help them.

So if you’re genuine when you reach out, it builds a relationship.

More relationships leads to more engagement.
Which gets you more views.
Leads to more conversations.
To more engagement.
To more views.
Etc etc

See how the snowball grows over time?

📚 TalentHQ behind the scenes:
We filter the people who engage to only reach out to people who need us.

1) By job title.
Owners (CEO, founder, COO)
Recruiters (HR / talent)
Cost cutters (CFO)

2) By industry.
SaaS, digital marketing agencies, ecomm

3) By size.
Phil focuses his campaigns on $500k - $3M
I focus campaigns on $3M - $20M

If someone fits those markers, we move on to the next stage: 👇

“Wait if you’re building the relationships? What does the sales rep do?”

The sales rep filters through likes / comments / profile views / connection requests / followers to find people who we want to build relationships with.

Says hi.

I take over the conversation from there.

The reality is most people don’t respond.

1) Filters
2) Organizes and tracks who we reach out to, when, on which platforms
3) Handles initially saying hi
4) Handles follow ups
5) Shares people ready to chat

Most people don’t response until at least 3 - 4 touchpoints. So it can be a manual process tracking status and reaching out.

That’s why having your own sales person to book you meetings is amazing.

Then I get to focus on building the genuine relationships.

“But Brian I don’t make content! Can I still do outreach?”

Of course.

But outreach without content has a lower response rate.

3 quick tips:
1) Expect no response for 3 - 4 touchpoints so make sure you’re following up.

2) Hit them multi-channel (email + phone + LinkedIn messages).

3) (Stole this from Salesforce’s outbound strategy):
If you can talk to multiple people at the target company and get one to intro you to each other it feels like a warm intro.

Where do we get our sales rep?

Luckily, we’ve found plenty of LatAm sales reps for our clients.

We know how to get great sales reps with great English, quickly.

Reply “SDR” and I’ll share how we’re doing it.

Or if you prefer a live conversation click here.

See you next Thursday 👋

Brian
[email protected]
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TalentHQ

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