7 Sales Techniques to Improve Your Link Outreach
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Transcript of 7 Sales Techniques to Improve Your Link Outreach
NO NEW Outreach strategies
Every outreach strategy CAN work
Emailing once is never enough
Outreach is a mix of sales and negotiation
Improve your link placements by up to 50%
Improving is better than restarting
HAD TO SCALE MANUAL OUTREACH AS QUICK AS
POSSIBLE
Emailed for LINKS?
Emailed for CONTENT?
Emailed for A JOB?
And…SO NOW YOU ALL KNOW
THAT YOU ARE OUTREACH SPECIALISTS
Why do ALL that work
(and maybe a bad follow-up)
FOR ONE LITTLE EMAIL?
STOP, emailing people during the MIDDLE OF THE NIGHT
or during
PEAK EMAIL DELETION TIMES
at the start of the day or at the start / end of the week.
PEOPLE LOOK FOR ANY EXCUSE TO DELETE AN EMAIL
(even if your email might help them)
LESS ON THE TO-DO LIST, THE BETTER
Find a timethat is between
10:00AM &
3:00PMfor the recipient
and message accordingly
SPLIT WORLD INTO2 TIME ZONES
TOOLS:
We started seeing anINCREASE IN OPEN RATES AND MORE INSTANT RESPONSE RATES
and you want to scale from theirhard work…
YOUR EMAIL IS INTERRUPTING THE
WEBSITE MASTER’S DAY,
JUST FOR THEM TO DO SOMETHING FOR YOU
that you worked hard to purchase, so why should they?
YOU WOULD NEVER LET A RANDOM GUY DRIVE THE CAR
or a bond or do anything for them, before asking for a favor
CREATE A RELATIONSHIP
COMMENT ON THEIR BLOGA relationship can be as small as a statement
SHARED FOLLOWERS ON TWITTERknowing somebody can be based on related connections
? NON-COMMERCIAL EMAILBuilding a connection is easily done with flattery, questions, quotations, etc
? NON-COMMERCIAL EMAILBuilding a connection is easily done with flattery, questions, quotations, etc
FOLLOW-UP EMAIL Friends get busy and so send a nice follow-up when you get no response
Helping someone answer a question they asked
ANSWERING ON Q&A’S OR FORUMS
Find 2 generic points of references that are always worthy of a mention to build a
relationship
Find 2 generic points of references that are always worthy of a mention to build a
relationship
GOOD EXAMPLES ARE:
(If nothing else, comment on the design)
BOOK:
We grew a stagnant campaign from a 1% response rate to
having an18% RESPONSE BY MANUFACTURING
FRIENDSHIPS
that a guest post will fix
EVERY WEBMASTER DOES NOT HAVE THE SAME CONTENT PROBLEM
BROKENLINKS
You are asking to solve a problem that you assume the website is having, which is
CONTENT
OR
If you had an amazingly engaged blog, why would you let someone elseWHO IS UNKNOWN WRITE ON IT?
ALWAYS Ask yourself, if you were running a blog,
WHAT IS YOUR BIGGEST PROBLEM?
They have good content and you could help get them more visitors
to it
MORE EXPOSURE?
MAXED OUT SERVER? Can you offer to setup a new CDN for them or use your under utilised server?
DO THEY NEED A NEW LAYOUT? Can you buy of find them a free theme to use?
ARE THEY SMALL AND COULD DO WITH FREE HOSTING? Can you move them over to your VPS easily?
Could you do the research for a huge resource piece they are doing?
IS IT A SMALL COMPANY OR BLOG?
GOT A NEW PIECE OF
CONTENT? Could you purchase, source or design an awesome image or photo for them to use?
CODING ISSUES?Does your developer have a bit of
spare time you could help them with?
FINANCIAL PROBLEMS?Ever thought about offering the cost of writing content around and offer it as cash in exchange for a banner in the content?
(with process you can execute on for ease of reference)
HAVE A LIST OF 5 - 10 DIFFERENT PITCHES
TRY PITCHING A 2ND AND / OR 3RD IDEA
if they did not respond or accept the first ones
Most people actually say the issues they have, when asked, which has improved
ourENGAGEMENT AND LIVE LINKS
OUR GUESTOGRAPHICS OUTREACH
from 14% success to 0%, until we stopped talking and started
to listen
EXPERTISE
Your persona does not show
KNOWLEDGE
OR OR
AUTHORITY
yet you still want prospects to accept your email, guest post or link requestWOULD YOU RESPOND IF YOU WERE THEM?
PEOPLE BELIEVE BOASTING IS BADnot boasting if you have already done it
in email signatures, templates, etc
ALWAYS REFERENCE YOUR BIGGEST SUCCESSES
Success can be anything that sounds good:
3,500 shares on a piece you did previously
Writing for one of the largest websites in your niche
Experts you have collaborated with
How many publications you have been featured in
Followers and likes you have (not a strong one but good if you have nothing else)
so that they can be added to any email outreach method
MAKE THEM GENERIC
READING:
MOST SUCCESSFUL GUEST POST WE DID GOT
3,500 SHARES
Large publications began responding for us to achieve the same successes for them
MOST SUCCESSFUL GUEST POST WE DID GOT
3,500 SHARES
Don’t you hate it when peopleASK THE SAME QUESTIONS CONSISTENTLY
Typically the answer
is the easiest way for a prospect to not create an unwanted
obligation / need
‘NO’(OR NOT A RESPONSE)
in the follow-up email than you did originally
USE A COMPLETELY DIFFERENT APPROACH
Email them this
after your no-response or rejection to first follow-up
2 MONTHS
after your no-response or rejection to first follow-up
2 MONTHS
Note: This puts all of the power back onto the webmaster, so that they can drive the conversation
Email them this
after your first 2 outreach emails (this is the third)
HAVE THIS AS AN AUTOMATIC FOLLOW-UP
to your original emails, the follow-up system must be stopped automatically
IF THEY ASK TO BE REMOVED OR SAY ‘NO’
TOOLS:
We have seen response rates
from people who never responded to our original emails
BETWEEN 2.5% TO 6%
We have seen response rates of
from people who never responded to our original emails
ANYTHING BETWEEN 2.5% TO 6%
Even 1% extra is great, as it is an automated follow-up andDOES NOT TAKE ANY TIME AND RUNS IN THE BACKGROUND
relationships and networks that are already built
NOT UTILIZING CONNECTIONS,
GREAT BUSINESSES HAVE OVER 20% OF THEIR INCOME FROM REFERRAL SOURCES, so why don’t link builders?
JUST MISSED OPPORTUNITY
after spending so long to get a reply and a
link
and request as if in need, as nobody can walk past someone who is in need
LEAVE THE EGO AT THE DOOR
to convince the webmaster they were happy with you
USE SOME NLP (SALES TACTICS)
Note: Worst case, the webmaster understands you are wanting to write more (potentially for them)
schedule the referral email template for 1 months time to send
ONCE THE LINK GOES LIVE AND IS DETECTED,
BOOK:
REFERRING, LINKING AND INTRODUCING US TO
OTHERS
We went from 0% referrals (Never asked) to 7% of all successful link
prospects
said they did not know anybody
24%
69%no reply
You waste too much time
RECOLLECTING DATA THEY ALREADY HAVE
it is easy to instantly get them results without much effort at all
GET NEW CLIENTS IN COMPLIMENTARY INDUSTRIES,
Data includes
Data includes
SAVE ALL OF THE DATA INTO A LARGE
DATABASE / SPREADSHEETTHAT CAN BE FILTERED
to introduce webmasters to other persona’s
USE PERSONA’S WITH SUCCESSFUL
RELATIONSHIPS
OR NEED MORE SERVICE
Use on clients who are:
ESCALATED
LOW TO NO RESULTS
TOOL:
A client was a plumber with no rankings, so we got all of our
successful link placement prospects and instantly got them
25 LINKS TO START