Matt breaks down his five-step Tier One prospecting process in this episode of The Growth Lab podcast. The process includes identifying Tier One accounts, identifying key decision makers, and building an account map. Matt emphasizes the need for patience, persistence, and insight when selling to market-leading companies. He encourages you to create your own Tier One prospecting plan and highlights the potential impact of landing Tier One clients.

Key takeaways

* Create a tier-one prospecting plan to target the biggest companies in your industry.

* You need to start with an ideal client profile to identify your Tier One accounts.

* Identify the key decision-makers and influencers within your target companies.

* Create an account map to organize your research and understand your prospects better.

* Develop personalized messaging based on triggers and execute a multi-touch outreach campaign.

* Selling to market leaders requires patience, persistence, and insights.

Timestamp

[00:00] Intro

[00:48] Tier One Prospects: ISG and the Top 20 List

[01:27] Targeted and Personalized Outbound Campaign

[02:54] Researching the Business and Account Mapping

[03:55] Crafting Personalized Messaging and Launching the Campaign

[04:40] The Impact of Landing Tier One Clients

Resources

* Download the Account Mapping Template here.

* How to Build an Ideal Client Profile in four steps here.

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Have you seen my YouTube channel? Bonus content from The Growth Lab and other valuable content that I think you’ll like. Check out my latest stuff and give me a like and subscribe.

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📱 TikTok: https://www.tiktok.com/@iam_mattharris

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If you have any feedback, content ideas or guest recommendations for the podcast, please email them to me at podcast@thegrowth-lab.com

In this episode of The Growth Lab podcast, Matt discusses how a simple Google Doc generated 11 sales opportunities in two months.

The Google Doc method is a well-packaged sales letter that includes a subtle hook, future pacing, case studies, social proof, problem and solution explanations, an FAQ section, and a call to action.

Find out how to use the Google Doc method for your prospecting.

Key takeaways

* The Google Doc method is a simple and effective for generating sales opportunities.

* The method involves asking for permission to send a Google Doc through a short and casual message.

* The Google Doc should include a subtle hook, future pacing, case studies, social proof, problem explanation, solution explanation, more social proof, recap, FAQ section, and a call to action.

* It is important to test different messaging sequences and update the Google Doc based on feedback.

* Although the method may not work for all target markets, it is worth trying as a tool for identifying new business opportunities.

Timestamp

[00:00] Introduction to the Google Doc Method

[03:21] Crafting an Effective Google Doc

[03:45] Testing and Refining the Method

[04:09] Considerations for Using the Method

Resources

* Access the LinkedIn script here.

* Access The Growth Lab Google Doc here.

* Access the tracking sheet here.

* Read The Growth Lab Newsletter’s post about the Google Doc Method here.

Follow + Review

If you enjoy listening to the podcast, I’d love for you to follow and leave a 5-star review to help others discover the show:

Subscribe to The Growth Lab on Youtube

Have you seen my YouTube channel? Bonus content from The Growth Lab and other valuable content that I think you’ll like. Check out my latest stuff and give me a like and subscribe.

Connect with me

👨🏾‍💻 LinkedIn: https://www.linkedin.com/in/iammattharris/

🐦 Twitter: https://twitter.com/iam_mattharris

📸 Instagram: https://www.instagram.com/iam_mattharris/

📱 TikTok: https://www.tiktok.com/@iam_mattharris

🎥 Facebook: https://www.facebook.com/iammattharris

🌎 My website: https://www.iammattharris.co.uk/

If you have any feedback, content ideas or guest recommendations for the podcast, please email them to me at podcast@thegrowth-lab.com

In today’s episode of the Growth Lab podcast, Matt (@iam_mattharris) shares his experience and insights on cold calling. He discusses the purpose of a cold call, how to structure one, and provides five bonus cold calling tips.

Matt emphasizes the importance of securing the next step and creating a level of confidence during a cold call. He also outlines a basic cold call structure and wraps up the episode by giving 5 bonus cold-calling tips.

Key takeaways

* The purpose of a cold call is to secure an in-person meeting or another call.

* A winning cold call should be concise, generate interest, and take no more than five minutes.

* The basic structure of a cold call has up to seven steps, including an intro, a value prop, an ask, and objection handling.

* Handling objections effectively is crucial in cold calling.

* Maintaining a casual and comfortable tone, using call outlines, and preventing prospects' resistance can improve cold-calling success.

Timestamps

[00:00] Introduction

[01:29] Download The Simple Guide to Cold Calling

[02:04] The Purpose of a Cold Call

[04:42] Objection Handling and Qualifying Prospects

[05:18] Five Bonus Cold Calling Tips

[06:05] Subscribe to The Growth Lab newsletter

Resources

Subscribe to The Growth Lab newsletter here.

Grab your copy of A Simple Guide to Cold Calling here.

Follow + Review

If you enjoy listening to the podcast, I’d love for you to follow and leave a 5-star review to help others discover the show:

Subscribe to The Growth Lab on Youtube

Get in touch

If you have any quest recommendations for the podcast, please email them to podcast@thegrowth-lab.com

Connect with Matt on:

LinkedIn: https://www.linkedin.com/in/iammattharris/

Twitter: https://twitter.com/iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

TikTok: https://www.tiktok.com/@iam_mattharris

Facebook: https://www.facebook.com/iammattharris