- As you probably know if you've been
watching this channel for more than a couple days,
email outreach is still the strongest
lead gen channel at Experiment 27.
Recently, we've been working with
a lot more agencies that are just spinning up this process
and today I wanna walk you through one of the simplest,
most bare bones documents we've used
for tracking progress to make sure
that your team is sending emails
or you personally are sending emails the right way
and to track your meetings.
So let's jump over to the computer
and we'll get this going.
So here's the template and the idea
is to track how many emails are being sent.
This is similar to a template that we showed you
a few months ago in another video,
but this one's a lot more bare bones,
something that hopefully is easier to pick up for you.
Up here we've got the weeks listed.
So this is the Sunday and then
this is your seven days later, so every Sunday here.
The emails that you're sending with just a number.
So let's say you sent 35 emails this week.
The cold calls you're making, so 15 cold calls
and then the number of meetings that you're booking.
Very simple text-based tracking here
and its really important that
you don't lie on these numbers.
We had to implement a verification process internally,
meaning our customer success guy Lael
will literally log in to our sales guys' emails
and check that they're sending the exact amount
that they say they are because even our most honest
sales guys do end up lying on this document eventually.
But that's the basic tracking.
Every single week you'll put in what you're doing.
Two thousand emails, that's a lot of emails.
Ten emails the next week, no consistency here,
and then the number of calls made
and then we have the goals down here at the bottom.
These are baseline goals that I like to recommend
for people that are new to sending cold emails.
So for the first trial, I always recommend
starting with 200.
If you're doing a partnership and
a cold email outreach strategy,
you can just split that in half,
so 100 to potential agency partners
and 100 to enterprise clients
that you're trying to work with.
Fifty cold calls made, and I know cold calling
at first is scary and it's tough to do,
it's tough to get yourself on the phone.
So you could even lower it to 10,
that way you could knock it out in an hour.
But 50 calls is about 10 a day,
it's about an hour of cold calling every single day.
Which you could knock out first thing in the morning,
you could knock out in the afternoon.
But I think it's a small enough chunk
that most sales guys could do it.
And then for meetings booked each week,
the target is eight and the reason why
the target is eight is that assumes
a four percent meeting book rate.
So if we go by the checklist that we talked about
before for how to optimize your cold emails,
if you're going for an 80 or 90 percent open rate
and a 20 to 30 percent response rate,
all you need are 25 percent of the people
that responded to be interested in a meeting
for you to book eight meetings.
And yet, your numbers and your mileage may vary.
Every single company is different
when it comes to cold email success.
You might find that you can get
the eight meetings with 100 cold emails.
In that case, bump up your meetings goal to 16.
You might find that you need 400 cold emails
or you need to increase your cold calling.
Some people are better on the phone than they are in email
and I wouldn't want a guy or girl
that's a rockstar on the phone
just to be forced into their computer
because they heard it on a YouTube video
that it's the right thing to do.
If phone is what your sales people are best at,
they could do 100 cold calls a day and send 10 emails.
The goal is just to find a balance that'll work
because the only real thing that matters
is that meeting goal.
So that's the first slide level of effort
and then the second part of this is the CRM.
So from the CRM, we like to track
where people are in the sales process
and how meetings are qualified
and we just use a simple color coding system here.
So what I like to do is actually have
the sales guys write out the name of the companies.
Again, that stops 'em from lying too much.
And then based on each one of these meetings,
we've got color coding over here
so you can easily mark whether the people
are qualified or not qualified.
And we've got two levels of qualification.
Someone called this an SQL and MQL system,
so sales qualified lead marketing qualified lead system.
I try to avoid those kind of acronyms
so green or yellow, right?
Project in the next one to six months,
you mark it green or if they've got
a project in the next six to 12 months, you mark 'em yellow.
If it's completely not qualified, it's red
and if you're getting almost all reds,
then you need to rewrite something about
your cold emails or if it's blue, that means a no show
and that means the sales guy has to
go back and rebook the meeting.
Go down to the description, you can get a link to this one.
If you found this valuable, be sure to like it
to encourage this type of content on YouTube.
Subscribe for more B2B sales training
and if you need marketing support for your digital agency,
check out experiment27.com.
Thanks.