Develop a tiered outreach strategy that prioritizes high-potential prospects.
Plan around end-of-year budget considerations to hone outreach content and timing.
Consistent planning during Q4 keeps your prospecting disciplined—and adaptive.
Find Your Reason for Reaching Out to Prospects
Prospecting goes well when you build relevant connections with your leads. People are busy. Give them a reason to listen.
To start? Find a trigger that gives you a solid enough reason to reach out — but make sure it’s relevant to why you are reaching out. A trigger example would be a prospect starting a new job, receiving a promotion, or their company receiving funding. These transitions may present a problem you can help solve.
Zach Francisco, RVP of Sales at Threekit, says:
After you find that trigger, make sure you have a typical israel telegram data problem associated with that trigger. For content, that could sound like: ‘Hey Sara, I saw you were recently promoted at Close. Typically, new content leaders who get promoted tell me that roles expand and their KPIs expand, too. How are you tracking content KPIs?
Find the trigger—your reason for contact—and let that trigger drive your outreach.
Search LinkedIn (+ other media) to find that key information.
Connect that information (promotion, funding, etc.) to a relevant pain point.
Connect that pain point to your solution.
This “why I’m reaching out” will help you stand out.
Anticipate Buyers Who are Expecting a Year-End Discount
Buyers are just as aware of your EOY sales quota. Some prospects will expect discounts and promotions as “you help them help you” with your end-of-year deadlines.
If you are pro discounts, rely on FOMO and exclusivity to drive prospects to become customers. This is a great way to attract new buyers, and we can’t deny the efficacy — Black Friday sales in 2023 reached $9.8 billion. People love a discount.