Captain’s log, stardate 20171004
Sent by Jonathan Stark on October 4th, 2017
For the past couple months, you’ve been hearing about my experiences running an outreach campaign to credit unions for my mobile consulting business.
After a fairly short initial period of planning and research, I committed to connecting with one new person in my target market every business day.
This might sound like a lot of work but it really just takes a few minutes per day.
I’m in my fourth week of this and I haven’t missed a day yet. I know this because I’m using an iOS app called Productive to remind me and track my progress.
The results have been remarkable.
This morning I had a call with a complete stranger who was president of a credit union for 10 years, head of a state credit union league for 20 years, a member of the state house of representatives for 12 years, and a state banking commissioner for 2 years.
Needless to say, this person has a lot of insight into my target market.
My specific intent for the call was to better understand my buyers (i.e., credit union execs).
I asked things like:
We had a super interesting conversation and I learned the answers to all these questions and more.
At the end of the call, I thanked him and he said, “My pleasure! Please feel free to reach out anytime.”
Let me reiterate:
This was a complete and total stranger!
He didn’t know me from a hole in the wall. I connected with him on LinkedIn last week and sent him a DM politely asking for a call. He said yes and we set it up.
Also today... I sent out not one but two proposals. Both to billion dollar organizations. Both with five-figure prices for high-value, low-labor engagements.
In the same day.
I don’t think I’ve sent out two proposals in the same day in my entire career.
Outreach works when you do it right.
There are a million little tactical decisions to make with an outreach campaign like this, but if I had to boil down what I’m doing to it’s basic essence, it’d be:
That’s really all there is to what I’m doing.