How not to Shoo Off your Buyers

Knowing your prospects’ historic engagement patterns, preferences, website visits, and intent, and thus personalizing your outreach to be relevant, is one thing.

Making them feel being spied is another thing.

The latter often backfires.

Who likes a spy behind their back? Do you?

Yes, it certainly helps to have a deeper understanding of your prospects, so that you can:

1. Connect the dots
2. Be relevant
3. Time it right

The intent of leveraging identity and intent tools must be to understand your prospects better to be able to tailor your approach – to be relevant for them.

And not to tell them you are watching them.

𝐅𝐨𝐫 𝐞𝐱𝐚𝐦𝐩𝐥𝐞:
If you were CRM business, and you gathered a buying signal about “John,” a CEO of a bootstrapped tech startup, a prospect via intent signals or website visits.


𝐃𝐨:
Hey John,

Would you consider a CRM that tracks inefficiencies in your sales process and streamlines conversion rates?

I can connect you with CEOs from tech startups who have optimized their sales processes and achieved topline growth and PEG (Profitable Efficient Growth), reporting an average of 35% improvement in their conversion rates.

I would be happy to jump on a quick call if this is something you would consider, how does Monday afternoon look?

Thanks!


𝐃𝐎𝐍’𝐓:
Hi John,

I understand you are the CEO of a bootstrapped tech startup and actively looking for a CRM.

We are the best CRM for startups. We are cost-efficient. Attached is the list of features our CRM offers.

Let me know a spot on your calendar.

Thanks!



The purpose of intent and identity tools is to help you understand your prospects better, to help you be relevant, to help you time it right, to help you avoid spraying and praying, and to help you avoid spamming.

How you leverage these insights can significantly influence whether you are perceived as a valuable or just another spammer.

When done right, these tools help avoid spam for the recipients and help marketers get timing & messaging right.

𝐓𝐡𝐞 𝐨𝐧𝐮𝐬 𝐢𝐬 𝐨𝐧 𝐭𝐡𝐞 𝐦𝐚𝐫𝐤𝐞𝐭𝐞𝐫𝐬 𝐭𝐨 𝐠𝐞𝐭 𝐢𝐭 𝐫𝐢𝐠𝐡𝐭, 𝐭𝐨 𝐜𝐮𝐭 𝐭𝐡𝐞 𝐜𝐫𝐚𝐩 𝐚𝐧𝐝 𝐠𝐞𝐭 𝐫𝐞𝐥𝐞𝐯𝐚𝐧𝐭.

𝐔𝐬𝐞𝐝 𝐀𝐩𝐩𝐫𝐨𝐩𝐫𝐢𝐚𝐭𝐞𝐥𝐲 = 𝐁𝐨𝐨𝐧, 𝐔𝐬𝐞𝐝 𝐈𝐧𝐚𝐩𝐩𝐫𝐨𝐩𝐫𝐢𝐚𝐭𝐞𝐥𝐲 = 𝐁𝐚𝐧𝐞.

𝐈𝐬 𝐭𝐡𝐢𝐬 𝐧𝐨𝐭 𝐭𝐡𝐞 𝐜𝐚𝐬𝐞 𝐰𝐢𝐭𝐡 𝐞𝐯𝐞𝐫𝐲 𝐢𝐧𝐯𝐞𝐧𝐭𝐢𝐨𝐧 𝐢𝐧 𝐇𝐮𝐦𝐚𝐧 𝐇𝐢𝐬𝐭𝐨𝐫𝐲?

𝐁𝐨𝐭𝐭𝐨𝐦 𝐥𝐢𝐧𝐞:
The identity and intent tools are like sniper rifles; they help you be precise and accurate.
What’s the point of holding a sniper rifle and shooting everyone but the target?

𝐑𝐞𝐚𝐝 𝐭𝐡𝐢𝐬 𝐟𝐚𝐫? 𝐅𝐨𝐥𝐥𝐨𝐰 Arun Pillai