Step 1: Initial Value Exchange (1-2 Messages)
Respond to their reply with immediate value
Provide one actionable insight they can use regardless of next steps
Jeremiah and Vatsal (Emerge Global) strongly advocate for this approach, recommending always offering value in every touch point.
They discuss intentionally crafting an offer that is "irresistible" and focusing on building relationships from a service-oriented perspective.
Jeremiah states: "The gift is the first and foremost. Be of service. Offer value first".
He encourages giving value away for free until people start to see the brand synonymous with extreme value, noting that offering value up front has never been easier.
Step 2: Subtle Qualification (1 Message)
Ask 1-2 questions that help determine fit
Focus questions on their challenges/goals, not your solution
Anton Titov (AR Finance) confirms that his team knows "what are the core problems that we are targeting" and that this knowledge dictates their pitching approach and communication efforts.
He used this approach by targeting pain points such as delayed delivery, cost, or high payment fees.
Step 3: Case-Based Call Offer (1 Message)
Present a specific case study relevant to their situation
Offer to walk through how it might apply to them
Chad (Live.co) incorporates client success into his sequence by telling prospects that an "XYZ marketing company has like increased by these numbers".
He treats the document containing the actual results (which he refers to as a lead magnet or cheat sheet) almost like a case study, offering it to prospects who show interest.
Step 4: Low-Pressure Next Steps (1-2 Messages)
Provide specific times/dates (not generic availability)
Offer clear agenda for the call
Include "no pressure" language to reduce resistance
Joey Kennedy (KMS Healthcare) advises using a "soft call action," such as "Interested in hearing more," rather than directly asking for a meeting.
If a prospect shows interest, he offers to send a "use case," which requires minimal commitment.