Last week I spoke with a founder who was doing a lot of outreach. And technically… it was working.

He was getting calls booked.

But the problem was: the majority of the calls weren’t with the right people.

Half the calls were with people trying to sell him something, and the other half were with people who were nowhere near qualified to work with him.

So his calendar was full, but his pipeline wasn’t progressing.

And his biggest challenge was this:

“How do I increase the quality of the conversations without killing the volume?”

This is actually a pretty common problem I see.

You get something working.
You hesitate to change anything.
But the results aren't what they could be.

Here’s the strategy we walked through together, and this is the same process we apply with all of our clients:

1. Clarify the Target

Not in a vague, industry-level way (e.g., “small business owners”).
We narrow to the profiles of people who:

• Have the need

• Are able to act soon

• Are likely to benefit from the offer

In his case, that meant:

• Founder or owner

• Early stage or very lean teams

• High creditworthiness or reliable cash flow

• Located in specific states where funding is advantageous

The goal here is to message people who already look like a fit before you ever reach out.

2. Lead With Value (Not Conversation or Pitches)

Most cold outreach tries to build rapport, or jumps straight into trying to sell.

Both approaches slow down trust.

What works better is offering a helpful, lightweight resource that represents a slice of your service:

• A short video

• A 1-page breakdown

• A customized insight based on their business size, stage, or structure

The resource should help someone whether they buy from you or not.

This immediately establishes credibility and relevance - not through claims, but through demonstration.

3. Show Them the Path Forward Clearly

When someone views your resource, the next step should be obvious and low-friction:

• “If this is helpful, I can walk you through exactly how to apply this to your situation. Here’s the link.”

This shifts the call from a “sales call” to a consulting conversation.

Which not only converts better, it attracts higher-quality prospects who value expertise.

This approach has a few by-products (which makes everything else MUCH easier):

• Improves lead quality

• Shortens the time between first contact and booked call

• Positions you as the trusted advisor, not just another vendor

• Makes conversations easier, warmer, and more substantive

And the best part is, this strategy works across industries.

If you'd like me to send you a version of this strategy tailored to your business, just reply to this email with one word:

Strategy

I’ll send you a personalized breakdown of what you can use based on your business/audience/offer.

Rooting for you,
Tom

Whenever you're ready... here are 3 ways we can help you grow your biz:

1 | Book an Outreach Strategy Call - CLICK HERE

We'll come up with a solid outreach strategy and how to effectively deliver your offer to your target prospects via LinkedIn or cold email.

We might work together. We might not. In either case you'll walk away armed with new ideas to grow your business.

2 | Get Your Custom LinkedIn Profile Upgrade - CLICK HERE

Drive the right profile visitors, turn them into leads, and get a customized lead list + scripts to start doing outreach for your specific offer (Done-For-You Service).

3 | Work With Us

Start generating leads and selling your services with one of our outreach programs:

LINKEDIN OUTREACH

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