How Outbound + Psychology Can Print You Millions $$$

The most important thing you need to understand when it comes to converting outbound campaigns into booked sales calls and closes is:

Curiosity Gap Theory.

• The curiosity gap theory capitalizes on the psychological principle that curiosity is sparked when there is a gap between what we know and what we want to know. This theory suggests that humans have an innate drive to seek out missing information or resolve uncertainty, which motivates us to engage with content or messages that promise to fill that gap.

When you think about it outbound is funny because you’re a complete stranger on the internet magically landing in front of someone’s eyes proposing a solution to a problem you’re expecting them to have.

And THAT is the biggest advantage you have.

Your goal in the sales message that you write should be to create as much of a seed of curiosity as you possibly can in the mind of your prospect.

The Curiosity Gap acts on the innate human instinct to learn more about the problem they're having.

"Can I share the ideas I had on how this could help your team?"

The reason a line like this works so well is because it's implying that the emailer has already prepared some type of info for your team.

They have ideas that COULD be the solution to your problems. All they want to do is show them to you. And all you have to do is say yes.

The possibility that this has the chance to be the solution to your problems inspires enough curiosity for you to engage with the email. And that is all that you are looking to do.

Human instinct when reading a message like this will inspire a thought along the lines of “shit what if this person actually can help me with xyz?”.

If you take this and add it on top of the premise that your message:

• Solves a real problem the person is having

• Has plenty of proof online that shows you solving this problem

• Shows off your knowledge / expertise of the problem

• Is relevant and timely to the person experiencing it

You have just crafted an absolute banger message and have stacked the deck i your favour for converting a completely ice cold prospect.

Show the gap. Build the curiosity. Show the proof.

Drop me a reply if this was helpful.

Ryan

P.S. if you’re running outbound right now and haven’t cracked an angle yet for your offer - here’s 3 of the best types of campaigns us and our team are currently running