A Case Study on
Sending Case
Studies
Why Sending Case Studies Outperforms Asking for Meetings in Cold Outreach
(3-Minute Read)
The Problem
Most sales teams focused on COLD outreach do the same thing over and over, they ask for meetings. They pitch their value prop and ask for meetings from people who don’t know their company at all.
Typically this leads to a very low conversion rate. For every 100 prospects you reach out to you may book meetings with one or two. People who aren’t actively shopping for your product/service won’t take the time to meet with you.
That’s a lot of wasted energy!
We’ve found a much better way to get COLD meetings is to lead with value and provide your very best content to the prospect.
The Solution
Rather than asking for a meeting you ask if you can share a valuable piece of information.
Can I send you a case study on how someone in your industry is solving “x” problem?
Can I send you a research report we just released on how leaders in “x” industry and solving “x” problem.
Guess What? The majority of the people you talk with say yes. They give you permission to send your best piece of content to them.
At OutboundView we’ve been executing case study and whitepaper distribution for our clients and the results are shocking. We call and email purely asking if we can share great content.
The prospect says yes and we send them the information, include a brief overview of why they should care, and include someone from our client’s team who can answer any questions they have.
Results
What we’re seeing is pretty remarkable. For every conversation we have, between 25-50% of those conversations result in the prospect giving us permission to send them our best content.
Of the content we send, between 10-20% ask for additional information or a meeting.
On average we’re seeing 10-15 qualified meetings being set per month by not asking for meetings and providing value.
In addition, we’re having prospects come back to us months later and asking for meetings when the timing is better. Overall this has been a better experience for the prospect, better branding for our clients, and better short-term results than purely asking for a 30-minute meeting.
25-50% of Prospects
give us permission to send a relevant whitepaper or case study.
10-20% of the Content Sent
results in the prospect coming back and asking for more info or a meeting.
10-15 Meetings Booked
We're booking 10-15 meetings per month by purely sending good content.
Guaranteed Results.
Let Us Distribute Your Best Content!
Provide a Better Experience for Your Prospects!
Want to learn more about whitepaper and case study distribution?
Check out the video below describing the process.
Lets Start talking
Who We Work With
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