Gift-based Outbound: Your 20% Lead List, Part 4

Over the last few emails, I've shared some techniques for Gift-based Outbound ("GBO").

With GBO, you send high-value prospects an exciting gift in the mail as an initial, cold sales outreach.

GBO was a significant driver of Scorpion's growth of 8x in 5 years to $150M.

Here are part 1, part 2, and part 3.

Today, in part 4, we're covering a critical detail that some agency owners miss:

Make sure to send gifts only to businesses that can afford your services.

Let's say you make websites for dentists.

You'll want to review your lead list and remove dental practices with only one location, dentist, or staff member.

Keep the dental practices with many dentists or more than one location.

Why? Larger businesses have larger budgets to spend on things like websites.

And sending expensive gifts to businesses that can't afford you isn't a good idea.

Take a moment to think about what measurable criteria you could use to weed out those businesses on your 20% lead list who can't afford your services.

It could be:

  • Number of locations
  • Running ads on Google
  • Number of employees
  • Number and type of practice areas

And others.

Then, make sure you remove the businesses that can't afford you.

Once you do, you'll have a reasonably solid 20% lead list to which you can send gifts as an initial cold outreach.




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