How We Built $1.6M in Pipeline For An Offer

There is an offer that I have been leading the charge on that I would confidently say we have officially “cracked”.

In the last 2 months (including the Christmas slow down) we have booked 111 intro sales calls and produced $1.6M in pipeline value.

Here’s a screenshot to show you I am not a grifter.

Now while this does sound like a lot, it is largely due to the state of the market we’re targeting and the offer we’re presenting.

In one of my emails a few days ago I talked about “buyer offers”.

These are the types of offers you see that would be classified as demand capture offers. This means people will always be looking for things like this. You do not need to do much convincing to get them interested. There is universal demand for products and services like this.

Compare this to an SEO software tool that you are using outbound to try and sell.

This is an example of a demand generation offer. You have to make people care about the SEO tool. There was no demand for the specific tool before you talked about it to your prospect. The prospect does not “need” the SEO tool.

There are a few things that happen with buyer offers and demand capture offers that make them very easy to position and sell:

1. Frame / Authority

   • One of the best parts about these types of offers is the frame that you can position them in

   • A lot of the time the best outbound messages for offers like these look something like this:

     • “Hey {name}, we have connections to {people or thing you want} that we can make an intro to on your behalf.

       
       Interested?”

   • This makes you look like the man because it comes across like you’re “doing a solid” to the prospect for even introducing them to something like this

   • Compare this to the SEO tool guy who’s begging prospects to get on the phone for a demo which inevitably makes his sales process impossible to be successful

2. Offer Simplicity

   • Another thing I love about buyer / demand capture types of offers is how easy they are to communicate

   • “Our tool can rank you 15% higher without you having to jump through a holla-hoop and it can also AI schedule your posts which means that…”

   • This was actually one of the hardest things we had to do when writing demand gen offers in the past. Outbound works best sending simple offers into markets that fulfill real needs.

If you have a B2B business that sells a demand generation offer and you want help with your positioning over outbound, send me a message and I’ll do what I can to help.

Cheers ladies and gents - hope you liked this one!

Ryan