Think, Plan, and Send Email Outreach Different | Workshop | Hunter.io

Hello everyone. Welcome to Hello everyone. Welcome to today's Outreach Planner workshop. I'm James, the today's Outreach Planner workshop. I'm James, the today's Outreach Planner workshop. I'm James, the head of marketing here. I'm accompanied by head of marketing here. I'm accompanied by head of marketing here. I'm accompanied by Matt, the CEO of Hunter. Matt, the CEO of Hunter. We'll spend the next 2 minutes We'll spend the next 2 minutes waiting for everyone to join. The waiting for everyone to join. The waiting for everyone to join. The usual way to break the ice is to usual way to break the ice is to usual way to break the ice is to ask where they are connecting from, ask where they are connecting from, ask where they are connecting from, but today we'll change things up a bit. but today we'll change things up a bit. but today we'll change things up a bit. I would like to know, of those who are I would like to know, of those who are I would like to know, of those who are here now, who works here now, who works here now, who works remotely and who works from an office. Just remotely and who works from an office. Just remotely and who works from an office. Just say it in the chat. say it in the chat. Office, good, Jess. I hope that...now , the next question is, if they are , the next question is, if they are , the next question is, if they are in an office, how far did they have to in an office, how far did they have to in an office, how far did they have to drive to get there? So, what drive to get there? So, what drive to get there? So, what was your travel time? So, was your travel time? So, was your travel time? So, Jess, how much...is okay? That's Jess, how much...is okay? That's Jess, how much...is okay? That's ok. If I were 10 minutes from ok. If I were 10 minutes from ok. If I were 10 minutes from my office, I would probably my office, I would probably my office, I would probably go too. I work remotely. I'm in go too. I work remotely. I'm in go too. I work remotely. I'm in Boston, which means that even if I Boston, which means that even if I Boston, which means that even if I were well located, it would take me an were well located, it would take me an were well located, it would take me an hour to get to work and a solid two hours to get hour to get to work and a solid two hours to get hour to get to work and a solid two hours to get back home. That's if...there are back home. That's if...there are back home. That's if...there are like two highways. The 93 or the Pike, and like two highways. The 93 or the Pike, and like two highways. The 93 or the Pike, and either way you're going to suffer. Many either way you're going to suffer. Many either way you're going to suffer. Many remote ones. This is great.

remote ones. This is great. remote ones. This is great. Yes. Yes. So, honestly, Jess, I So, honestly, Jess, I love her. People are amazing. The love her. People are amazing. The love her. People are amazing. The atmosphere is great. And yes, you have atmosphere is great. And yes, you have atmosphere is great. And yes, you have four seasons, and we all have four seasons, and we all have four seasons, and we all have something to complain about during three something to complain about during three something to complain about during three seasons, which is the fact that seasons, which is the fact that seasons, which is the fact that winter lasts about 15 months a year. It winter lasts about 15 months a year. It winter lasts about 15 months a year. It simply seems to continue simply seems to continue simply seems to continue indefinitely. Although it's a great indefinitely. Although it's a great indefinitely. Although it's a great place. place. It's just as difficult to get to DC from It's just as difficult to get to DC from Ashburn, Virginia. It takes about 30 minutes to Ashburn, Virginia. It takes about 30 minutes to Ashburn, Virginia. It takes about 30 minutes to get there and then about 45 minutes in get there and then about 45 minutes in get there and then about 45 minutes in traffic to get closer to the center. traffic to get closer to the center. I feel an affinity with all of you from I feel an affinity with all of you from New England, not because of the word New England, not because of the word New England, not because of the word England, but really just because of England, but really just because of England, but really just because of the weather. I feel like the weather in Boston the weather. I feel like the weather in Boston the weather. I feel like the weather in Boston is the closest thing to my time in is the closest thing to my time in is the closest thing to my time in England that you can find. So we'll England that you can find. So we'll England that you can find. So we'll all enjoy the gray all enjoy the gray all enjoy the gray and rainy weather. Well, it's great to see everyone and rainy weather. Well, it's great to see everyone and rainy weather. Well, it's great to see everyone joining in. I'm excited. This, this joining in. I'm excited. This, this joining in. I'm excited. This, this should be a fun topic. We've been should be a fun topic. We've been should be a fun topic. We've been talking about it. We've been trying talking about it. We've been trying talking about it. We've been trying to figure out which is the to figure out which is the to figure out which is the correct version of this content correct version of this content correct version of this content for months. And I'm very excited for months. And I'm very excited for months. And I'm very excited to show them to you. I know James is to show them to you. I know James is to show them to you. I know James is excited. One thing I would excited. One thing I would excited. One thing I would love is if, if you don't mind,

love is if, if you don't mind, love is if, if you don't mind, before you leave, you could leave some before you leave, you could leave some before you leave, you could leave some feedback in the feedback in the feedback in the comments channel or in the chat. Just to comments channel or in the chat. Just to comments channel or in the chat. Just to find out ways we could find out ways we could find out ways we could improve this next time or add improve this next time or add improve this next time or add a follow-up. If there is anything in a follow-up. If there is anything in a follow-up. If there is anything in particular that you found particular that you found particular that you found extremely helpful, let's delve into it extremely helpful, let's delve into it extremely helpful, let's delve into it and leave a note about it. And in and leave a note about it. And in and leave a note about it. And in that way we can continue to that way we can continue to that way we can continue to improve them and make them as improve them and make them as improve them and make them as valuable as possible. So I ask you a valuable as possible. So I ask you a valuable as possible. So I ask you a favor, besides sitting favor, besides sitting favor, besides sitting patiently while we wait to patiently while we wait to patiently while we wait to share valuable information with you. If share valuable information with you. If share valuable information with you. If you could also give us your opinion, that you could also give us your opinion, that you could also give us your opinion, that would be fantastic. would be fantastic. Please, and only in terms of Please, and only in terms of logistics before we begin. For logistics before we begin. For logistics before we begin. For those who have been with us before, you may have those who have been with us before, you may have those who have been with us before, you may have noticed a small change in noticed a small change in noticed a small change in where to find the chat where to find the chat where to find the chat and questions tabs. They are now on the and questions tabs. They are now on the and questions tabs. They are now on the right side of your screen. As right side of your screen. As right side of your screen. As we move forward, I would love for everyone to we move forward, I would love for everyone to we move forward, I would love for everyone to ask their questions either in the chat or ask their questions either in the chat or ask their questions either in the chat or in the questions section. We'll have in the questions section. We'll have in the questions section. We'll have plenty of time towards the end to plenty of time towards the end to plenty of time towards the end to get into that. But for now, we already get into that. But for now, we already get into that. But for now, we already have a critical mass of have a critical mass of have a critical mass of attendees, so I'd like us to attendees, so I'd like us to attendees, so I'd like us to get started. Let's begin. As get started. Let's begin. As get started. Let's begin. As I mentioned at the beginning, my name is I mentioned at the beginning, my name is I mentioned at the beginning, my name is James and I am the head of marketing here James and I am the head of marketing here James and I am the head of marketing here at Hunter. I love what I do at at Hunter. I love what I do at at Hunter. I love what I do at Hunter, especially when I have the Hunter, especially when I have the Hunter, especially when I have the opportunity to talk to all opportunity to talk to all opportunity to talk to all our users like today. I'm our users like today. I'm our users like today. I'm joined by Matt, who is equally or even joined by Matt, who is equally or even joined by Matt, who is equally or even more excited to talk to you more excited to talk to you more excited to talk to you today about how to ensure you achieve today about how to ensure you achieve today about how to ensure you achieve total success in your total success in your total success in your fourth-quarter outreach. And today, as always,

fourth-quarter outreach. And today, as always, fourth-quarter outreach. And today, as always, it's brought to you by our 2026 it's brought to you by our 2026 it's brought to you by our 2026 State of Email Reach report. State of Email Reach report. State of Email Reach report. We talk about We talk about We talk about this a lot because everything we try to this a lot because everything we try to this a lot because everything we try to do to help you improve your do to help you improve your do to help you improve your reach must be based on our reach must be based on our reach must be based on our data. But it's no use telling them the data. But it's no use telling them the data. But it's no use telling them the benchmarks or best benchmarks or best benchmarks or best practices if we don't help them practices if we don't help them practices if we don't help them put them into practice. So put them into practice. So put them into practice. So today's session is not only built on today's session is not only built on today's session is not only built on 31 million outreach emails 31 million outreach emails 31 million outreach emails sent in 2025, which is an sent in 2025, which is an sent in 2025, which is an incredible number, but also on the incredible number, but also on the incredible number, but also on the experience that Matt and I have in experience that Matt and I have in experience that Matt and I have in this field. There will be many insights this field. There will be many insights this field. There will be many insights that Matt will be able to share with you based on that Matt will be able to share with you based on that Matt will be able to share with you based on what he sees in his own what he sees in his own what he sees in his own inbox, which we hope will help you inbox, which we hope will help you inbox, which we hope will help you highlight as we review highlight as we review highlight as we review today's content. So, what's today's content. So, what's today's content. So, what's next? Okay, let's talk a little bit next? Okay, let's talk a little bit next? Okay, let's talk a little bit about what's happening right now about what's happening right now about what's happening right now in the fourth quarter, why in the fourth quarter, why in the fourth quarter, why we're holding this workshop, and we're holding this workshop, and we're holding this workshop, and why it's a supplemental workshop based why it's a supplemental workshop based why it's a supplemental workshop based on the scope planner that on the scope planner that on the scope planner that you all have access to. Next, you all have access to. Next, you all have access to. Next, Matt will talk to them about how they can Matt will talk to them about how they can Matt will talk to them about how they can think differently about their think differently about their think differently about their outreach during the fourth quarter, outreach during the fourth quarter, outreach during the fourth quarter, not just to improve their not just to improve their not just to improve their November and December outreach, but also their November and December outreach, but also their November and December outreach, but also their January outreach and outward into 2027. He January outreach and outward into 2027. He January outreach and outward into 2027. He will help them with some ideas about this.

will help them with some ideas about this. will help them with some ideas about this. Next, I'll talk to you about a Next, I'll talk to you about a Next, I'll talk to you about a pre-shipment checklist, with pre-shipment checklist, with pre-shipment checklist, with some ideas on how you can some ideas on how you can some ideas on how you can improve what you're doing, so you can get off to a good start as we head improve what you're doing, so you can get off to a good start as we head into November. Then we'll talk into November. Then we'll talk a little about the a little about the a little about the interactive planner, and at the end we'll have about interactive planner, and at the end we'll have about interactive planner, and at the end we'll have about 15 minutes to talk about your 15 minutes to talk about your 15 minutes to talk about your questions. questions. Well, thank you, James. This sounds Well, thank you, James. This sounds great. I love this content so far great. I love this content so far great. I love this content so far . I'm . I'm glad that's the case. So, let's glad that's the case. So, let's start with what's happening start with what's happening start with what's happening in the fourth quarter. As I said, much in the fourth quarter. As I said, much in the fourth quarter. As I said, much of what we do in marketing of what we do in marketing of what we do in marketing here at Hunter is data-driven. here at Hunter is data-driven. We want to make sure we give you We want to make sure we give you information and advice backed by information and advice backed by information and advice backed by the best practices we observe, the best practices we observe, the best practices we observe, as well as our own as well as our own as well as our own experiences. Now, something we can experiences. Now, something we can experiences. Now, something we can see in this graph is that see in this graph is that see in this graph is that more emails are being sent, more emails are being sent, more emails are being sent, but response rates are but response rates are but response rates are decreasing. And this is just an decreasing. And this is just an decreasing. And this is just an annual view of the last 12 months or so annual view of the last 12 months or so annual view of the last 12 months or so . And what you can see is . And what you can see is . And what you can see is that we are entering a period with a that we are entering a period with a that we are entering a period with a lot of noise from people sending lot of noise from people sending lot of noise from people sending outreach emails. But you'll notice that outreach emails. But you'll notice that outreach emails. But you'll notice that response rates plummet response rates plummet response rates plummet right around next week.

right around next week. And that's important to know, and that's And that's important to know, and that's why we're bringing you this why we're bringing you this why we're bringing you this presentation today, this workshop, because presentation today, this workshop, because presentation today, this workshop, because we want to help you think about how we want to help you think about how we want to help you think about how you can avoid falling off that cliff. you can avoid falling off that cliff. The fact that response rates The fact that response rates are plummeting is actually are plummeting is actually are plummeting is actually part of a larger trend. And the part of a larger trend. And the part of a larger trend. And the biggest trend is that biggest trend is that biggest trend is that more and more emails are being sent each year more and more emails are being sent each year more and more emails are being sent each year , but , but , but response rates are decreasing proportionally. response rates are decreasing proportionally. response rates are decreasing proportionally. What you can see is that we went from a What you can see is that we went from a What you can see is that we went from a period in 2021 where period in 2021 where period in 2021 where response rates were around 5%, and response rates were around 5%, and response rates were around 5%, and now we've almost cut that in now we've almost cut that in now we've almost cut that in half by 2025. And the 2026 data half by 2025. And the 2026 data half by 2025. And the 2026 data will be part of the 2027 report that will be part of the 2027 report that will be part of the 2027 report that we'll publish in January. This is we'll publish in January. This is we'll publish in January. This is important because it means we are important because it means we are important because it means we are at a critical moment to at a critical moment to at a critical moment to truly change how we approach truly change how we approach truly change how we approach outreach. And it's not with the intention of outreach. And it's not with the intention of outreach. And it's not with the intention of lecturing you or telling you the lecturing you or telling you the lecturing you or telling you the perfect way to do things, but perfect way to do things, but perfect way to do things, but what we want is to help you think what we want is to help you think what we want is to help you think differently about how to approach differently about how to approach differently about how to approach sending emails, creating sending emails, creating sending emails, creating lists, and things like that. We know lists, and things like that. We know lists, and things like that. We know that it is becoming increasingly difficult to capture that it is becoming increasingly difficult to capture that it is becoming increasingly difficult to capture everyone's attention, in terms of both everyone's attention, in terms of both everyone's attention, in terms of both decision-makers and decision-makers and decision-makers and prospects. And the results of sending prospects. And the results of sending prospects. And the results of sending a larger volume in recent years a larger volume in recent years a larger volume in recent years have not been what many expect, have not been what many expect, have not been what many expect, namely, more conversations through namely, more conversations through namely, more conversations through prospecting. And therefore, that prospecting. And therefore, that prospecting. And therefore, that means your inbox, means your inbox, means your inbox, your prospects' inbox, your prospects' inbox, your prospects' inbox, looks pretty cluttered. It's full of looks pretty cluttered. It's full of looks pretty cluttered. It's full of tricks, shortcuts, and AI-generated garbage tricks, shortcuts, and AI-generated garbage . If you can see what we share

. If you can see what we share . If you can see what we share here, it's an example of what I see in here, it's an example of what I see in here, it's an example of what I see in my inbox: fake threads, my inbox: fake threads, my inbox: fake threads, surprise invitations, surprise invitations, surprise invitations, mass sharing of Google Sheets and Excel spreadsheets, mass sharing of Google Sheets and Excel spreadsheets, mass sharing of Google Sheets and Excel spreadsheets, pressure-based messages; It's so much pressure-based messages; It's so much pressure-based messages; It's so much noise that it really makes me not want noise that it really makes me not want noise that it really makes me not want to reply to any messages. And I to reply to any messages. And I to reply to any messages. And I make sure, just like Matt, to make sure, just like Matt, to make sure, just like Matt, to find time to talk to find time to talk to find time to talk to those who send emails, those who send emails, those who send emails, because it's part of what we do and a because it's part of what we do and a because it's part of what we do and a great way to discover new great way to discover new great way to discover new solutions. But the most interesting thing about solutions. But the most interesting thing about solutions. But the most interesting thing about our research and surveys of our research and surveys of our research and surveys of decision-makers is that 65% decision-makers is that 65% say that the emails they send are say that the emails they send are say that the emails they send are too pushy, too too pushy, too too pushy, too focused on sales, and focused on sales, and focused on sales, and completely miss the point: they want to completely miss the point: they want to completely miss the point: they want to have a conversation, but you do have a conversation, but you do have a conversation, but you do n't give them the information or the n't give them the information or the n't give them the information or the opportunity to respond to something opportunity to respond to something opportunity to respond to something worthwhile. I would encourage you to check worthwhile. I would encourage you to check worthwhile. I would encourage you to check your own inbox and take a your own inbox and take a your own inbox and take a look at these types of emails that I look at these types of emails that I look at these types of emails that I 'm sure you'll see there. Matt, I know 'm sure you'll see there. Matt, I know 'm sure you'll see there. Matt, I know we have a webinar in we have a webinar in we have a webinar in November that will delve deeper into this November that will delve deeper into this November that will delve deeper into this topic, but do you feel like this is something you topic, but do you feel like this is something you topic, but do you feel like this is something you see regularly in your see regularly in your see regularly in your inbox, this kind of pattern that's inbox, this kind of pattern that's inbox, this kind of pattern that's developing?

developing? Yes. I mean, look, I would even go Yes. I mean, look, I would even go a step further, because I think that... a step further, because I think that... having been a broadcaster before and still having been a broadcaster before and still being one, right? It's being one, right? It's being one, right? It's important to step aside for a important to step aside for a important to step aside for a moment and think: Who am I moment and think: Who am I moment and think: Who am I responding to? What's happening in my responding to? What's happening in my responding to? What's happening in my inbox? What am I reading inbox? What am I reading inbox? What am I reading on Reddit, the internet, and LinkedIn on Reddit, the internet, and LinkedIn on Reddit, the internet, and LinkedIn about what everyone is doing? And about what everyone is doing? And about what everyone is doing? And in fact, James, if you don't mind in fact, James, if you don't mind in fact, James, if you don't mind going back one or two slides, going back one or two slides, going back one or two slides, these two slides are really these two slides are really these two slides are really important. Not only because they help us important. Not only because they help us important. Not only because they help us with what we are presenting today, but with what we are presenting today, but with what we are presenting today, but because they clearly indicate something we because they clearly indicate something we because they clearly indicate something we have seen developing in have seen developing in have seen developing in recent years: a kind of recent years: a kind of recent years: a kind of trend in reach. And I can see it trend in reach. And I can see it trend in reach. And I can see it in my inbox, where for in my inbox, where for in my inbox, where for a few months I receive dozens of a few months I receive dozens of a few months I receive dozens of almost identical emails every day from almost identical emails every day from almost identical emails every day from different people. And then, different people. And then, different people. And then, suddenly, something changes and it's as if everyone suddenly, something changes and it's as if everyone suddenly, something changes and it's as if everyone has received a new manual on has received a new manual on has received a new manual on what to do with cold scoping and what to do with cold scoping and what to do with cold scoping and everyone is copying it. What is everyone is copying it. What is everyone is copying it. What is happening is that not only is the happening is that not only is the happening is that not only is the volume of shipments increasing and the response rate decreasing volume of shipments increasing and the response rate decreasing volume of shipments increasing and the response rate decreasing , which are clear trends , which are clear trends , but there are additional trends , but there are additional trends , but there are additional trends within that. So, James, if within that. So, James, if within that. So, James, if you go to the next slide, I think it's you go to the next slide, I think it's you go to the next slide, I think it's very helpful to visualize that, as very helpful to visualize that, as very helpful to visualize that, as the volume increased, the the volume increased, the the volume increased, the response rates decreased at exactly

response rates decreased at exactly response rates decreased at exactly the same time. However, what the same time. However, what the same time. However, what this does not show is that the total net number this does not show is that the total net number this does not show is that the total net number of successful emails or of successful emails or of successful emails or sequences has also sequences has also sequences has also increased. So, although volume increased. So, although volume increased. So, although volume has increased and response rates have has increased and response rates have has increased and response rates have decreased, success is not decreased, success is not decreased, success is not disappearing. It's simply that disappearing. It's simply that disappearing. It's simply that mathematics is changing. And what mathematics is changing. And what mathematics is changing. And what this has led us to do is try this has led us to do is try this has led us to do is try to dedicate a lot of time to deciphering the to dedicate a lot of time to deciphering the to dedicate a lot of time to deciphering the various trends they see in the various trends they see in the various trends they see in the research we bring you. The research we bring you. The research we bring you. The point of that is, look, we can't point of that is, look, we can't point of that is, look, we can't necessarily always tell you necessarily always tell you necessarily always tell you why the trend is happening, why the trend is happening, why the trend is happening, what contributes to it, or even how what contributes to it, or even how what contributes to it, or even how well people are responding to it. What we well people are responding to it. What we well people are responding to it. What we can do is try to give you can do is try to give you can do is try to give you better visibility of trends like better visibility of trends like better visibility of trends like this, which ultimately reflect this, which ultimately reflect this, which ultimately reflect the environment in which you are trying to operate. the environment in which you are trying to operate. the environment in which you are trying to operate. And I think that matters. Context And I think that matters. Context And I think that matters. Context matters. Honestly, that's a matters. Honestly, that's a matters. Honestly, that's a common thread throughout today, but I think common thread throughout today, but I think common thread throughout today, but I think paying closer attention to these paying closer attention to these paying closer attention to these patterns is the beginning of the process patterns is the beginning of the process patterns is the beginning of the process of trying to figure out how to break them of trying to figure out how to break them . And that's really what we're going to . And that's really what we're going to . And that's really what we're going to talk about a lot today.

talk about a lot today. Yes, I think so, thanks, Matt. Yes, I think so, thanks, Matt. And, following Matt's point, today is not about And, following Matt's point, today is not about And, following Matt's point, today is not about providing them with a bunch providing them with a bunch providing them with a bunch of numbers or statistics that they ca of numbers or statistics that they ca of numbers or statistics that they ca n't really do much with. Today is n't really do much with. Today is n't really do much with. Today is to help you simulate much of the to help you simulate much of the to help you simulate much of the work we do in our own work we do in our own work we do in our own team here at Hunter: where we team here at Hunter: where we team here at Hunter: where we brainstorm, where we plan brainstorm, where we plan brainstorm, where we plan campaigns, where we think campaigns, where we think campaigns, where we think differently about how we're going to capture differently about how we're going to capture differently about how we're going to capture someone's attention based on the someone's attention based on the someone's attention based on the data we can see. Because everything we data we can see. Because everything we data we can see. Because everything we talk about with you, we're talk about with you, we're talk about with you, we're doing ourselves to test it doing ourselves to test it doing ourselves to test it and make sure that, you know, we can and make sure that, you know, we can and make sure that, you know, we can give you the best advice based on give you the best advice based on give you the best advice based on experience, not just data. So experience, not just data. So experience, not just data. So today's workshop will help you today's workshop will help you today's workshop will help you take the planner you will have take the planner you will have take the planner you will have access to, the PDF or access to, the PDF or access to, the PDF or interactive version, take all this interactive version, take all this interactive version, take all this research and go through a research and go through a research and go through a simulated thought and simulated thought and simulated thought and planning process for your planning process for your planning process for your outreach work. It will not prescribe the outreach work. It will not prescribe the outreach work. It will not prescribe the exact words. It's not going to prescribe exact words. It's not going to prescribe exact words. It's not going to prescribe the exact templates you should the exact templates you should the exact templates you should use, but it's really here to use, but it's really here to use, but it's really here to give you the ability to send out the give you the ability to send out the give you the ability to send out the broadcast that's relevant to broadcast that's relevant to broadcast that's relevant to you and relevant to your you and relevant to your you and relevant to your potential customers. Ultimately, it will potential customers. Ultimately, it will potential customers. Ultimately, it will help them think, plan, and ship help them think, plan, and ship help them think, plan, and ship differently, not just in the differently, not just in the differently, not just in the fourth quarter, but as they fourth quarter, but as they fourth quarter, but as they move toward 2027. So, move toward 2027. So, move toward 2027. So, thank you, James.

thank you, James. thank you, James. Matt will take over from here on out. Matt will take over from here on out. Uh, to think differently. I love taking Uh, to think differently. I love taking ideas from really cool and ideas from really cool and ideas from really cool and creative people and using them to remind creative people and using them to remind creative people and using them to remind others of something that's really others of something that's really others of something that's really important. Um, the hardest part important. Um, the hardest part important. Um, the hardest part when writing a speech is taking when writing a speech is taking when writing a speech is taking a moment and remembering who you a moment and remembering who you a moment and remembering who you 're writing it for. They're so...I don't know about 're writing it for. They're so...I don't know about 're writing it for. They're so...I don't know about you. I'm not going to speak for everyone. you. I'm not going to speak for everyone. you. I'm not going to speak for everyone. This is not universal. But my This is not universal. But my This is not universal. But my experience was that I was always very experience was that I was always very experience was that I was always very focused on trying to make sure the message focused on trying to make sure the message focused on trying to make sure the message was right, like, did I say the was right, like, did I say the was right, like, did I say the right things? Was it motivating in the right things? Was it motivating in the right things? Was it motivating in the right way? And I often lacked the right way? And I often lacked the right way? And I often lacked the empathy to understand the day-to-day lives of empathy to understand the day-to-day lives of empathy to understand the day-to-day lives of my customers, or I simply forgot to my customers, or I simply forgot to my customers, or I simply forgot to apply that empathy, really. And that was apply that empathy, really. And that was apply that empathy, really. And that was almost always reflected in the almost always reflected in the almost always reflected in the numbers. So some of the things we're going to numbers. So some of the things we're going to numbers. So some of the things we're going to talk about today are how talk about today are how talk about today are how we try to boost that empathy in a we try to boost that empathy in a we try to boost that empathy in a way that you can understand a little more. And way that you can understand a little more. And way that you can understand a little more. And to be clear, I...the word to be clear, I...the word to be clear, I...the word understand is wrong. These are just understand is wrong. These are just understand is wrong. These are just triggers to get you thinking about it, triggers to get you thinking about it, right? They probably understand right? They probably understand right? They probably understand their customers very well. So this is not their customers very well. So this is not their customers very well. So this is not meant to imply that they don't do it meant to imply that they don't do it . It means to say: here's something else you . It means to say: here's something else you . It means to say: here's something else you can use to try to think about can use to try to think about can use to try to think about this differently, to try this differently, to try this differently, to try to get different results. Um, to get different results. Um, to get different results. Um, incremental changes yield incremental changes yield incremental changes yield incremental results. And that is never incremental results. And that is never incremental results. And that is never more often demonstrated than in more often demonstrated than in more often demonstrated than in marketing of any kind or in marketing of any kind or in marketing of any kind or in writing emails of writing emails of writing emails of any kind. So what any kind. So what any kind. So what I want to talk about is when they think about I want to talk about is when they think about I want to talk about is when they think about their buyer, they want to think about what they their buyer, they want to think about what they their buyer, they want to think about what they are dealing with. It's not just are dealing with. It's not just are dealing with. It's not just what time of year it is and all that,

what time of year it is and all that, what time of year it is and all that, but here we have a but here we have a but here we have a fictional November for a potential client fictional November for a potential client fictional November for a potential client where they review deals and attend an where they review deals and attend an where they review deals and attend an industry conference for a industry conference for a industry conference for a week. Frankly, maybe they week. Frankly, maybe they week. Frankly, maybe they couldn't go. So they feel a bit couldn't go. So they feel a bit couldn't go. So they feel a bit of FOMO because they wanted to go to the of FOMO because they wanted to go to the of FOMO because they wanted to go to the conference, but they couldn't attend. conference, but they couldn't attend. conference, but they couldn't attend. They're trying to close deals, to They're trying to close deals, to They're trying to close deals, to back up their team's revenue figures back up their team's revenue figures back up their team's revenue figures , they're thinking about budgets and , they're thinking about budgets and , they're thinking about budgets and planning, they're thinking that if I do planning, they're thinking that if I do planning, they're thinking that if I do this in November right before this in November right before this in November right before Thanksgiving, I'll probably be Thanksgiving, I'll probably be Thanksgiving, I'll probably be late to the game. Again, they are trying to late to the game. Again, they are trying to late to the game. Again, they are trying to focus on achieving that income; their focus on achieving that income; their focus on achieving that income; their vacation is approaching. The vacation is approaching. The vacation is approaching. The point is, this is what they're point is, this is what they're point is, this is what they're dealing with. They all have their own dealing with. They all have their own dealing with. They all have their own issues, like their bosses demanding issues, like their bosses demanding issues, like their bosses demanding things from them. Their co-workers, things from them. Their co-workers, things from them. Their co-workers, hopefully, exceed expectations and hopefully, exceed expectations and hopefully, exceed expectations and give them more work. There are many give them more work. There are many give them more work. There are many positive things happening in their world. Your positive things happening in their world. Your positive things happening in their world. Your message is the last thing on their minds message is the last thing on their minds . So that's all you need to know. It's . So that's all you need to know. It's . So that's all you need to know. It's not about you changing their not about you changing their not about you changing their circumstances. It's about you circumstances. It's about you circumstances. It's about you adapting to the circumstances so that adapting to the circumstances so that adapting to the circumstances so that your message has a better your message has a better your message has a better chance of cutting through the noise. Your chance of cutting through the noise. Your chance of cutting through the noise. Your time is yours, right? Are you a time is yours, right? Are you a time is yours, right? Are you a public company? Because if that's the case, they're public company? Because if that's the case, they're public company? Because if that's the case, they're probably finalizing the probably finalizing the probably finalizing the implementation of implementation of implementation of next year's budget. They probably now next year's budget. They probably now next year's budget. They probably now know exactly how much money they need to know exactly how much money they need to know exactly how much money they need to spend before the end of the year if they want to spend before the end of the year if they want to spend before the end of the year if they want to recoup any of it. They may be recoup any of it. They may be recoup any of it. They may be selecting some suppliers before the selecting some suppliers before the selecting some suppliers before the end of the year. Or what they do is say end of the year. Or what they do is say : "Okay, these are all the projects : "Okay, these are all the projects : "Okay, these are all the projects we finished this year." They're coming back.

we finished this year." They're coming back. we finished this year." They're coming back. They reflect on everything they failed to They reflect on everything they failed to They reflect on everything they failed to finish. And then they finish. And then they finish. And then they prioritize again for the first quarter. prioritize again for the first quarter. prioritize again for the first quarter. Again, unless you're Again, unless you're Again, unless you're directly contributing to that directly contributing to that directly contributing to that process, they're not thinking about you. They process, they're not thinking about you. They process, they're not thinking about you. They are thinking about these things. are thinking about these things. are thinking about these things. So what happens is, if So what happens is, if So what happens is, if you think about the chart, one of the you think about the chart, one of the you think about the chart, one of the tables that James showed with the tables that James showed with the tables that James showed with the seasons of the year, there are certain seasons of the year, there are certain seasons of the year, there are certain things that occur in such things that occur in such things that occur in such large patterns that they are things you should large patterns that they are things you should large patterns that they are things you should pay attention to. You shouldn't pay attention to. You shouldn't pay attention to. You shouldn't ignore them at this point. An example of ignore them at this point. An example of ignore them at this point. An example of that is the fact that after that is the fact that after that is the fact that after Thanksgiving, Thanksgiving, Thanksgiving, cold prospecting simply stops cold prospecting simply stops cold prospecting simply stops completely for a month and a half. And completely for a month and a half. And completely for a month and a half. And then it resumes more or less after then it resumes more or less after then it resumes more or less after January 5th. Now, are they all January 5th. Now, are they all January 5th. Now, are they all free during that period of time? free during that period of time? free during that period of time? No. Does everyone observe the same No. Does everyone observe the same No. Does everyone observe the same religious holidays? No. But when you religious holidays? No. But when you religious holidays? No. But when you look at the numbers, the number of look at the numbers, the number of look at the numbers, the number of contacts follows a very common pattern: they contacts follows a very common pattern: they contacts follows a very common pattern: they simply do nothing during those simply do nothing during those simply do nothing during those times of the year. After analyzing the times of the year. After analyzing the times of the year. After analyzing the messages sent during that messages sent during that messages sent during that 6-week period, I can tell you that one of 6-week period, I can tell you that one of 6-week period, I can tell you that one of the biggest problems is that the the biggest problems is that the the biggest problems is that the set of messages for those 6 weeks set of messages for those 6 weeks set of messages for those 6 weeks is identical to that of July or March.

is identical to that of July or March. is identical to that of July or March. So the problem is, if I receive So the problem is, if I receive So the problem is, if I receive the same message, think of it from my the same message, think of it from my the same message, think of it from my perspective, right? If I receive a perspective, right? If I receive a perspective, right? If I receive a bunch of bunch of bunch of cold emails in November, December, or January, cold emails in November, December, or January, cold emails in November, December, or January, and they all convey the same message as in and they all convey the same message as in and they all convey the same message as in the first quarter, how the first quarter, how the first quarter, how relevant could that possibly be? Either it's not relevant could that possibly be? Either it's not relevant could that possibly be? Either it's not relevant in January, or it really isn't relevant in January, or it really isn't relevant in January, or it really isn't in December or November. For me, in December or November. For me, in December or November. For me, this is where the process begins. Well this is where the process begins. Well , this is what they're , this is what they're , this is what they're dealing with. This is how I segment my dealing with. This is how I segment my dealing with. This is how I segment my lists. All these little pieces of information are lists. All these little pieces of information are lists. All these little pieces of information are ways you can consider to ways you can consider to ways you can consider to better segment your contacts, create better segment your contacts, create better segment your contacts, create smaller and more specific lists, smaller and more specific lists, smaller and more specific lists, find common ground, and design a find common ground, and design a find common ground, and design a strategy that says: while my strategy that says: while my strategy that says: while my competitors will be asleep for 6 weeks competitors will be asleep for 6 weeks , I won't. I'm going to do something to gain an , I won't. I'm going to do something to gain an , I won't. I'm going to do something to gain an advantage in January. However, I don't know if advantage in January. However, I don't know if advantage in January. However, I don't know if this will make sense in your industry. this will make sense in your industry. this will make sense in your industry. This is not the perfect advice for This is not the perfect advice for This is not the perfect advice for everyone on this call.

everyone on this call. everyone on this call. I really wish I could tell you to do I really wish I could tell you to do I really wish I could tell you to do these five things between now and December these five things between now and December these five things between now and December and you'll earn more money. Yes, indeed and you'll earn more money. Yes, indeed and you'll earn more money. Yes, indeed . But as you saw in the . But as you saw in the . But as you saw in the previous slides, volume previous slides, volume previous slides, volume continues to increase and continues to increase and continues to increase and response rates decrease, although success continues to response rates decrease, although success continues to response rates decrease, although success continues to occur. And that means the occur. And that means the occur. And that means the mathematics surrounding this function mathematics surrounding this function mathematics surrounding this function is changing. The function is not is changing. The function is not is changing. The function is not changing. They still need to present changing. They still need to present changing. They still need to present proposals to the people. They still proposals to the people. They still proposals to the people. They still need to find new business. need to find new business. need to find new business. They need proposals to be presented to them They need proposals to be presented to them They need proposals to be presented to them . They need . They need . They need help finding new solutions to help finding new solutions to help finding new solutions to their problems. We're all in this their problems. We're all in this their problems. We're all in this business together. But there is too much business together. But there is too much business together. But there is too much of what I call a "sea of of what I call a "sea of of what I call a "sea of uniformity". And when that happens, uniformity". And when that happens, uniformity". And when that happens, everyone's message gets lost. And that's what everyone's message gets lost. And that's what everyone's message gets lost. And that's what I try to help them find: data, I try to help them find: data, I try to help them find: data, ideas, templates, whatever ideas, templates, whatever ideas, templates, whatever we can give them to try to break we can give them to try to break we can give them to try to break those patterns. Now, one of the things we those patterns. Now, one of the things we those patterns. Now, one of the things we 've discovered that 've discovered that 've discovered that specifically helps is prospecting more than specifically helps is prospecting more than specifically helps is prospecting more than one person per company. I'm getting into one person per company. I'm getting into one person per company. I'm getting into the holiday festivities a bit the holiday festivities a bit the holiday festivities a bit because it's timely and we're because it's timely and we're because it's timely and we're all probably thinking about it. I all probably thinking about it. I all probably thinking about it. I 'm not focusing too much on the 'm not focusing too much on the 'm not focusing too much on the holidays, to be clear, but holidays, to be clear, but holidays, to be clear, but think about what happens at the end of the year. It think about what happens at the end of the year. It think about what happens at the end of the year. It may be a large company, but I may be a large company, but I may be a large company, but I guarantee you that not everyone in the guarantee you that not everyone in the guarantee you that not everyone in the department will be there every day department will be there every day department will be there every day or take the same number of days off.

or take the same number of days off. or take the same number of days off. So, one of the things to So, one of the things to So, one of the things to think about is who feels the think about is who feels the think about is who feels the pain that their proposal solves. Is it pain that their proposal solves. Is it pain that their proposal solves. Is it the buyer? Is it the the buyer? Is it the the buyer? Is it the budget buyer? Is it the budget buyer? Is it the budget buyer? Is it the decision-maker? Do they manage the decision-maker? Do they manage the decision-maker? Do they manage the budget? Often, these are budget? Often, these are budget? Often, these are different people. Honestly, if different people. Honestly, if different people. Honestly, if you talk to a CEO, CFO, or you talk to a CEO, CFO, or you talk to a CEO, CFO, or marketing director in the fourth quarter, marketing director in the fourth quarter, marketing director in the fourth quarter, they're thinking about next they're thinking about next they're thinking about next year. Yes, their teams are likely year. Yes, their teams are likely year. Yes, their teams are likely focused on the present, but those focused on the present, but those focused on the present, but those people are worried about the next people are worried about the next people are worried about the next 6 to 12 months. I spend a lot of my 6 to 12 months. I spend a lot of my 6 to 12 months. I spend a lot of my time thinking about 2027 even though it's time thinking about 2027 even though it's time thinking about 2027 even though it's 2026. And the reason is that we have to 2026. And the reason is that we have to 2026. And the reason is that we have to keep the company in the keep the company in the keep the company in the right position. That means right position. That means right position. That means if you contact me to talk about something you if you contact me to talk about something you if you contact me to talk about something you think is hurting me right now, you're probably missing think is hurting me right now, you're probably missing think is hurting me right now, you're probably missing the mark. I'm a CEO, so the mark. I'm a CEO, so the mark. I'm a CEO, so unless you're talking to me about problems for unless you're talking to me about problems for unless you're talking to me about problems for next year or next year or next year or existential changes, you might miss the mark. existential changes, you might miss the mark. existential changes, you might miss the mark. So, that's what I'm trying to say So, that's what I'm trying to say So, that's what I'm trying to say here. Think about the person who feels here. Think about the person who feels here. Think about the person who feels the pain and how that differs from the the pain and how that differs from the the pain and how that differs from the person who controls the budget.

person who controls the budget. Because if you were to talk to each one in an Because if you were to talk to each one in an elevator, I imagine you would say something elevator, I imagine you would say something elevator, I imagine you would say something specific to the one who feels the pain and specific to the one who feels the pain and specific to the one who feels the pain and something different to the one who doesn't feel it but something different to the one who doesn't feel it but something different to the one who doesn't feel it but has the money. That's exactly the has the money. That's exactly the has the money. That's exactly the kind of thing I try to kind of thing I try to kind of thing I try to identify patterns for, so you can identify patterns for, so you can identify patterns for, so you can break them. Furthermore, those people will still have to break them. Furthermore, those people will still have to break them. Furthermore, those people will still have to present their idea to others present their idea to others present their idea to others in the company. They will have to convince in the company. They will have to convince in the company. They will have to convince others, and those others could be others, and those others could be others, and those others could be obstacles. That's also a obstacles. That's also a obstacles. That's also a perfectly interesting strategy perfectly interesting strategy perfectly interesting strategy for cold calling. Because for cold calling. Because for cold calling. Because even if they delete your email, it creates an even if they delete your email, it creates an even if they delete your email, it creates an impression. The brand leaves an impression. The brand leaves an impression. The brand leaves an impression, the message and the problem impression, the message and the problem impression, the message and the problem leave an impression. Potentially, leave an impression. Potentially, leave an impression. Potentially, there's a lot of value there. What you should there's a lot of value there. What you should there's a lot of value there. What you should consider is, yes, who my consider is, yes, who my consider is, yes, who my main contact is, but also main contact is, but also main contact is, but also who else I can influence to who else I can influence to who else I can influence to support the purchase decision that support the purchase decision that support the purchase decision that my buyer, the one who manages the my buyer, the one who manages the my buyer, the one who manages the budget, will make. And I think this is a great budget, will make. And I think this is a great budget, will make. And I think this is a great example because we've seen things like this.

example because we've seen things like this. example because we've seen things like this. When you contact two or three people When you contact two or three people When you contact two or three people in the same company, in the same company, in the same company, response rates increase by almost 50%. Those are response rates increase by almost 50%. Those are response rates increase by almost 50%. Those are general averages. That tells you that, general averages. That tells you that, general averages. That tells you that, in some cases, it's much better than in some cases, it's much better than in some cases, it's much better than that. These are examples of when that. These are examples of when that. These are examples of when we talk about bringing you metrics and we talk about bringing you metrics and we talk about bringing you metrics and patterns, to try to help you patterns, to try to help you patterns, to try to help you identify how you, for your business identify how you, for your business identify how you, for your business and knowing that your customers are and knowing that your customers are and knowing that your customers are different, could apply it. different, could apply it. different, could apply it. Contact two or three people, break Contact two or three people, break Contact two or three people, break cycles, change patterns, go against the cycles, change patterns, go against the cycles, change patterns, go against the grain, make sure you grain, make sure you grain, make sure you better segment your audiences by profile; All of better segment your audiences by profile; All of better segment your audiences by profile; All of this will help, and honestly, sometimes it this will help, and honestly, sometimes it this will help, and honestly, sometimes it 's just three words in an email that 's just three words in an email that 's just three words in an email that make all the difference. I've seen a lot of make all the difference. I've seen a lot of make all the difference. I've seen a lot of emails and sometimes we do something like a emails and sometimes we do something like a emails and sometimes we do something like a creative writing contest for creative writing contest for creative writing contest for cold emails. What's surprising is cold emails. What's surprising is cold emails. What's surprising is that, if you compare several ideas, you can that, if you compare several ideas, you can that, if you compare several ideas, you can see four versions of almost the same see four versions of almost the same see four versions of almost the same email, and honestly, sometimes that email, and honestly, sometimes that email, and honestly, sometimes that difference of three words is what difference of three words is what difference of three words is what makes it perfect. You can see four makes it perfect. You can see four makes it perfect. You can see four versions of the same email, and it's easy.

versions of the same email, and it's easy. versions of the same email, and it's easy. Failure, failure, failure, and suddenly Failure, failure, failure, and suddenly , one adds just the exact touch of , one adds just the exact touch of , one adds just the exact touch of essence, right? That's what I'm essence, right? That's what I'm essence, right? That's what I'm trying to give you: ideas for your industry, trying to give you: ideas for your industry, trying to give you: ideas for your industry, because they will be different from ours because they will be different from ours . And then...excuse me, I got . And then...excuse me, I got . And then...excuse me, I got a little ahead of myself. Apply 3D thinking. What does a little ahead of myself. Apply 3D thinking. What does a little ahead of myself. Apply 3D thinking. What does that really mean? It's about building that really mean? It's about building that really mean? It's about building on what I just mentioned. on what I just mentioned. on what I just mentioned. Focus on the audiences, on how many Focus on the audiences, on how many Focus on the audiences, on how many people you reach, and start thinking people you reach, and start thinking people you reach, and start thinking more dynamically about what else more dynamically about what else more dynamically about what else is happening. For example, I know is happening. For example, I know is happening. For example, I know my needs; I simply need my needs; I simply need my needs; I simply need the business every month. I need income, the business every month. I need income, the business every month. I need income, I need potential clients. It's I need potential clients. It's I need potential clients. It's easy, and I need them in January, easy, and I need them in January, easy, and I need them in January, December, and October. But the December, and October. But the December, and October. But the people I need, they're people I need, they're people I need, they're doing other things. They are closing doing other things. They are closing doing other things. They are closing deals, making lists, preparing deals, making lists, preparing deals, making lists, preparing budgets, attending events and budgets, attending events and budgets, attending events and conferences. Especially in our conferences. Especially in our conferences. Especially in our sector, for some reason, sector, for some reason, sector, for some reason, many of these conferences are concentrated towards the many of these conferences are concentrated towards the many of these conferences are concentrated towards the end of the year. Competitors, what end of the year. Competitors, what end of the year. Competitors, what are the competitors doing? Well are the competitors doing? Well , in our space, our , in our space, our , in our space, our competitors are sending more competitors are sending more competitors are sending more emails. Deliveries are increasing emails. Deliveries are increasing , shipments are increasing. They are , shipments are increasing. They are , shipments are increasing. They are trying to optimize for certain trying to optimize for certain trying to optimize for certain times of the day. Oh, Tuesdays and times of the day. Oh, Tuesdays and times of the day. Oh, Tuesdays and Thursdays are the best, and you'll want to Thursdays are the best, and you'll want to Thursdays are the best, and you'll want to send them between 6:00 and 9:00 send them between 6:00 and 9:00 send them between 6:00 and 9:00 a.m. in your time zone. So, if a.m. in your time zone. So, if a.m. in your time zone. So, if this is happening, it tells you a little this is happening, it tells you a little this is happening, it tells you a little more about the context in which you are more about the context in which you are more about the context in which you are operating. So, should you operating. So, should you operating. So, should you stay silent? Should you take stay silent? Should you take stay silent? Should you take a 2-week break and then come back a 2-week break and then come back ? These are the kinds of things that ? These are the kinds of things that ? These are the kinds of things that change contextually depending on your change contextually depending on your change contextually depending on your industry, right? And, for example, if

industry, right? And, for example, if industry, right? And, for example, if you look at the software or you look at the software or you look at the software or manufacturing sector, you can imagine that all of manufacturing sector, you can imagine that all of manufacturing sector, you can imagine that all of this looks very different in those two this looks very different in those two this looks very different in those two businesses. In each of them, businesses. In each of them, businesses. In each of them, however, some variation of however, some variation of however, some variation of this occurs. And I'm just trying to encourage ways this occurs. And I'm just trying to encourage ways this occurs. And I'm just trying to encourage ways of thinking about that context, because it of thinking about that context, because it of thinking about that context, because it could introduce ideas like this. could introduce ideas like this. could introduce ideas like this. Now, let me be clear, this is something I Now, let me be clear, this is something I Now, let me be clear, this is something I was successful at. It's something I've was successful at. It's something I've was successful at. It's something I've done, but I also want to make sure it's done, but I also want to make sure it's done, but I also want to make sure it's clear that it's not a clear that it's not a clear that it's not a panacea. I discovered that when I panacea. I discovered that when I panacea. I discovered that when I targeted certain executives, targeted certain executives, targeted certain executives, Sunday afternoon/evening had the Sunday afternoon/evening had the Sunday afternoon/evening had the highest response rate and the highest response rate and the highest response rate and the highest open rate. It was highest open rate. It was highest open rate. It was absolutely the best time for absolutely the best time for absolutely the best time for email performance. I've also email performance. I've also email performance. I've also tried that same approach with other tried that same approach with other tried that same approach with other people and other segments and it failed people and other segments and it failed people and other segments and it failed miserably. I think I tried miserably. I think I tried miserably. I think I tried targeting a financial profile and targeting a financial profile and targeting a financial profile and ended up with an open rate and ended up with an open rate and ended up with an open rate and response rate of zero with almost response rate of zero with almost response rate of zero with almost exactly the same text. By exactly the same text. By exactly the same text. By changing it to Sundays only for changing it to Sundays only for changing it to Sundays only for certain profiles, the dynamics of the certain profiles, the dynamics of the certain profiles, the dynamics of the campaign changed completely. You can campaign changed completely. You can campaign changed completely. You can learn the good and the bad from that, which learn the good and the bad from that, which learn the good and the bad from that, which is: don't apply the same message to is: don't apply the same message to is: don't apply the same message to everyone thinking it will work, instead everyone thinking it will work, instead everyone thinking it will work, instead do the experiment and find out. Um, do the experiment and find out. Um, do the experiment and find out. Um, if everyone sends on Tuesdays and Thursdays, if everyone sends on Tuesdays and Thursdays, if everyone sends on Tuesdays and Thursdays, then don't send on Tuesdays and Thursdays then don't send on Tuesdays and Thursdays , right? And it's not written here, , right? And it's not written here, , right? And it's not written here, but if it's a pattern that can be but if it's a pattern that can be but if it's a pattern that can be detected in your inbox, detected in your inbox, detected in your inbox, I'm pretty sure that the AI I'm pretty sure that the AI I'm pretty sure that the AI being integrated into our being integrated into our being integrated into our emails will be very good at catching those

emails will be very good at catching those emails will be very good at catching those things too. And therefore, this things too. And therefore, this things too. And therefore, this is not a temporary thought process. is not a temporary thought process. is not a temporary thought process. This is the new thought process This is the new thought process This is the new thought process when framed with the information when framed with the information when framed with the information that the current volume is that the current volume is that the current volume is probably double what it was probably double what it was probably double what it was last year, and last year was last year, and last year was last year, and last year was double the year before, while double the year before, while double the year before, while response rates continue to decline. So response rates continue to decline. So response rates continue to decline. So those are all the facts of the those are all the facts of the those are all the facts of the industry. These are just ideas that industry. These are just ideas that industry. These are just ideas that can help try to avoid falling into can help try to avoid falling into can help try to avoid falling into the same quicksand. Now, the same quicksand. Now, the same quicksand. Now, if you've been to any if you've been to any if you've been to any previous webinars, you've heard me talk about this. previous webinars, you've heard me talk about this. I want to thank a couple of attendees I want to thank a couple of attendees who pointed this out to me because I who pointed this out to me because I who pointed this out to me because I wasn't mentioning the second part. wasn't mentioning the second part. wasn't mentioning the second part. Sequences targeting between 21 and Sequences targeting between 21 and Sequences targeting between 21 and 50 recipients have an 50 recipients have an 50 recipients have an average response rate of 6% or better. And if average response rate of 6% or better. And if average response rate of 6% or better. And if the list exceeds 500, it's 2.4%. the list exceeds 500, it's 2.4%. So there is a direct correlation So there is a direct correlation between volume and response rate between volume and response rate . This is true in the overall averages . This is true in the overall averages . This is true in the overall averages of all our numbers, and it is of all our numbers, and it is of all our numbers, and it is certainly true account by account certainly true account by account certainly true account by account based on the number of recipients in based on the number of recipients in based on the number of recipients in an individual sequence. It's not an individual sequence. It's not an individual sequence. It's not just about addressing 50 people. It's about just about addressing 50 people. It's about just about addressing 50 people. It's about taking lists of thousands and trying taking lists of thousands and trying taking lists of thousands and trying to figure out what different things to figure out what different things to figure out what different things you can use to separate them into you can use to separate them into you can use to separate them into smaller groups. Because the process of smaller groups. Because the process of smaller groups. Because the process of doing that is what helps you doing that is what helps you doing that is what helps you decide, for example: "Okay, if decide, for example: "Okay, if decide, for example: "Okay, if I'm going to target I'm going to target I'm going to target marketing departments, what is the marketing departments, what is the marketing departments, what is the CMO thinking?" The CMO is thinking about

CMO thinking?" The CMO is thinking about CMO thinking?" The CMO is thinking about next year's budget. next year's budget. next year's budget. Will we ensure we use Will we ensure we use Will we ensure we use this year's budget appropriately? What is this year's budget appropriately? What is this year's budget appropriately? What is the major strategic issue the major strategic issue the major strategic issue looming that needs to be prioritized in 2027? looming that needs to be prioritized in 2027? looming that needs to be prioritized in 2027? They, the CMO is thinking about They, the CMO is thinking about They, the CMO is thinking about this, while a this, while a this, while a campaign manager has been given 250,000 campaign manager has been given 250,000 campaign manager has been given 250,000 prospects and we tell him to prospects and we tell him to prospects and we tell him to put them on lists of 50. It seems like put them on lists of 50. It seems like put them on lists of 50. It seems like there's a real cognitive dissonance there's a real cognitive dissonance there's a real cognitive dissonance between those two ideas, but there isn't. between those two ideas, but there isn't. Because if you take a list of 250,000 and Because if you take a list of 250,000 and start trying to divide it into smaller and smaller start trying to divide it into smaller and smaller start trying to divide it into smaller and smaller segments, what segments, what segments, what happens is that you identify the happens is that you identify the happens is that you identify the variables of an audience that make it variables of an audience that make it variables of an audience that make it possible to speak to them differently. possible to speak to them differently. Are they executive level (C-level)? Are they executive level (C-level)? Similar message. Aren't they Similar message. Aren't they Similar message. Aren't they executive level? Perhaps a similar message, executive level? Perhaps a similar message, executive level? Perhaps a similar message, but divide it even further. And also, if they but divide it even further. And also, if they but divide it even further. And also, if they are the ones who feel the pain, it's an are the ones who feel the pain, it's an are the ones who feel the pain, it's an opportunity where you say, "Okay, opportunity where you say, "Okay, opportunity where you say, "Okay, give me everyone who feels the pain." give me everyone who feels the pain." give me everyone who feels the pain." "Give me everyone a manager's title "Give me everyone a manager's title ." "Let me put them in an audience and ." "Let me put them in an audience and ." "Let me put them in an audience and then let me divide it by geography then let me divide it by geography ." Because I guarantee you that people in ." Because I guarantee you that people in ." Because I guarantee you that people in San Francisco right now aren't San Francisco right now aren't San Francisco right now aren't thinking twice about their weather, and everyone thinking twice about their weather, and everyone thinking twice about their weather, and everyone in the Boston area is.

in the Boston area is. in the Boston area is. So, there are little things like that, So, there are little things like that, So, there are little things like that, like buyer versus like buyer versus like buyer versus pain-suffering, West Coast versus East Coast. And pain-suffering, West Coast versus East Coast. And pain-suffering, West Coast versus East Coast. And I know I'm a centrist in the United States I know I'm a centrist in the United States , I'm sorry, but those are the things , I'm sorry, but those are the things , I'm sorry, but those are the things that come to mind. Uh, that come to mind. Uh, that come to mind. Uh, England versus the US... there are so many England versus the US... there are so many England versus the US... there are so many different places you could different places you could different places you could think of and then reference a think of and then reference a think of and then reference a data point that allows you to create a data point that allows you to create a data point that allows you to create a smaller list. And when you use that smaller list. And when you use that smaller list. And when you use that data point, everyone on that list data point, everyone on that list data point, everyone on that list now has a common denominator you now has a common denominator you now has a common denominator you can target. That's really can target. That's really can target. That's really the secret to figuring out how to narrow the secret to figuring out how to narrow the secret to figuring out how to narrow things down to a list of 50 people. And things down to a list of 50 people. And things down to a list of 50 people. And look, if you're not using it right now look, if you're not using it right now look, if you're not using it right now , Claude, ChatGPT, any of , Claude, ChatGPT, any of , Claude, ChatGPT, any of the Chinese open-source models the Chinese open-source models the Chinese open-source models are great for this. They are phenomenal are great for this. They are phenomenal are great for this. They are phenomenal at segmentation. Give them some at segmentation. Give them some at segmentation. Give them some criteria. Don't give them any criteria criteria. Don't give them any criteria criteria. Don't give them any criteria and ask them to figure it out. The point and ask them to figure it out. The point and ask them to figure it out. The point is that you don't have to be an expert in is that you don't have to be an expert in is that you don't have to be an expert in this process. There are many this process. There are many this process. There are many great tools available. You can great tools available. You can great tools available. You can build it in Hunter. Uh, it build it in Hunter. Uh, it build it in Hunter. Uh, it 's not available yet, but soon you'll be able to 's not available yet, but soon you'll be able to 's not available yet, but soon you'll be able to ask our AI agent, uh, ask our AI agent, uh, ask our AI agent, uh, ah, spoiler alert. So, all of this is very ah, spoiler alert. So, all of this is very ah, spoiler alert. So, all of this is very possible. You have many tools possible. You have many tools possible. You have many tools available to do this, more now available to do this, more now available to do this, more now than ever, and it's entirely feasible to than ever, and it's entirely feasible to than ever, and it's entirely feasible to move away from large lists that you know will move away from large lists that you know will move away from large lists that you know will fall into the volume trap and fall into the volume trap and fall into the volume trap and change that for something that gets you change that for something that gets you change that for something that gets you much, much closer to the much, much closer to the much, much closer to the response rates we used to see three, response rates we used to see three, response rates we used to see three, four, five years ago. It's feasible. We four, five years ago. It's feasible. We four, five years ago. It's feasible. We 're seeing it in the data. It's still 're seeing it in the data. It's still 're seeing it in the data. It's still happening. It's just that for happening. It's just that for happening. It's just that for the last year and a half everyone has been the last year and a half everyone has been the last year and a half everyone has been so focused on scale that they've stopped so focused on scale that they've stopped so focused on scale that they've stopped thinking about the message. People stopped

thinking about the message. People stopped thinking about the message. People stopped thinking about the customer. I'm not thinking about the customer. I'm not thinking about the customer. I'm not pointing the finger at you. Let me be clear. pointing the finger at you. Let me be clear. pointing the finger at you. Let me be clear. I trust that everyone here is here I trust that everyone here is here I trust that everyone here is here for the right reasons for the right reasons for the right reasons and wants to improve things. But there are and wants to improve things. But there are and wants to improve things. But there are many people who don't. There are many people many people who don't. There are many people many people who don't. There are many people who are just sending messages and they who are just sending messages and they who are just sending messages and they are not very well targeted. And I think that's are not very well targeted. And I think that's are not very well targeted. And I think that's the key here. There is an the key here. There is an the key here. There is an opportunity for everyone in this opportunity for everyone in this opportunity for everyone in this webinar to go against the grain webinar to go against the grain webinar to go against the grain while others go with the while others go with the while others go with the flow. If everyone is obsessed flow. If everyone is obsessed flow. If everyone is obsessed with Alex Hormozi and is with Alex Hormozi and is with Alex Hormozi and is literally copying his templates, then do literally copying his templates, then do literally copying his templates, then do n't do it. Go in the n't do it. Go in the n't do it. Go in the opposite direction. Look, I'm not saying opposite direction. Look, I'm not saying opposite direction. Look, I'm not saying anything groundbreaking here, anything groundbreaking here, anything groundbreaking here, but I'm just trying to encourage you to think but I'm just trying to encourage you to think but I'm just trying to encourage you to think differently. A reminder to differently. A reminder to differently. A reminder to perhaps view this from a perhaps view this from a perhaps view this from a slightly different perspective. Try it, try slightly different perspective. Try it, try slightly different perspective. Try it, try changing the basics. Send changing the basics. Send changing the basics. Send emails on Saturday or Sunday emails on Saturday or Sunday emails on Saturday or Sunday nights. Unless it's at an nights. Unless it's at an nights. Unless it's at an executive level, then don't do it because I do executive level, then don't do it because I do executive level, then don't do it because I do n't think it's very effective. Hey, n't think it's very effective. Hey, n't think it's very effective. Hey, plan emails for weeks when plan emails for weeks when plan emails for weeks when things are intentionally things are intentionally things are intentionally quiet. You know, like, uh, quiet. You know, like, uh, quiet. You know, like, uh, Thanksgiving week. Yes it's true. Thanksgiving week. Yes it's true. Thanksgiving week. Yes it's true. Everyone takes extra time off in Everyone takes extra time off in Everyone takes extra time off in the US and in other parts of the world; the US and in other parts of the world; nobody is taking that time off.

nobody is taking that time off. nobody is taking that time off. Take advantage of that. Build your campaigns Take advantage of that. Build your campaigns Take advantage of that. Build your campaigns accordingly. Incorporate that into the accordingly. Incorporate that into the accordingly. Incorporate that into the message. Hey, do you want to get an message. Hey, do you want to get an message. Hey, do you want to get an advantage over your advantage over your advantage over your coworkers before everyone's coworkers before everyone's coworkers before everyone's sleeping in for the holidays? Use it. No, sleeping in for the holidays? Use it. No, sleeping in for the holidays? Use it. No, you have to experiment. I can't you have to experiment. I can't you have to experiment. I can't tell you exactly what will work tell you exactly what will work . But definitely try to send them . But definitely try to send them . But definitely try to send them at different times. Definitely at different times. Definitely at different times. Definitely send it to several people and try to make sure you send it to several people and try to make sure you send it to several people and try to make sure you optimize it for optimize it for optimize it for quiet periods. And I think that's what quiet periods. And I think that's what quiet periods. And I think that's what we've consistently seen in every we've consistently seen in every we've consistently seen in every version of the data we've version of the data we've version of the data we've analyzed, whether we're talking to analyzed, whether we're talking to analyzed, whether we're talking to decision-makers and decision-makers and decision-makers and recipients or to the people who recipients or to the people who recipients or to the people who write the text. If you can find write the text. If you can find write the text. If you can find a way to address the a way to address the a way to address the specific pain point clearly and quickly, specific pain point clearly and quickly, specific pain point clearly and quickly, response rates improve response rates improve response rates improve dramatically compared to dramatically compared to dramatically compared to messages that focus more on your messages that focus more on your messages that focus more on your message than on their pain. This, here message than on their pain. This, here message than on their pain. This, here 's the thing. The best way 's the thing. The best way 's the thing. The best way I can try to explain what I can try to explain what I can try to explain what happens behind the scenes or why it happens behind the scenes or why it happens behind the scenes or why it happens is that you can't always happens is that you can't always happens is that you can't always time the message correctly. You can't time the message correctly. You can't time the message correctly. You can't nail the exact moment. It's nail the exact moment. It's nail the exact moment. It's difficult. You don't know. You can do difficult. You don't know. You can do difficult. You don't know. You can do many things with signals and still many things with signals and still many things with signals and still not nail the moment. It's not nail the moment. It's not nail the moment. It's difficult. It doesn't mean it's difficult. It doesn't mean it's difficult. It doesn't mean it's impossible. But anything that impossible. But anything that impossible. But anything that talks about a person's pain is talks about a person's pain is talks about a person's pain is much more likely to much more likely to much more likely to engage them emotionally than if engage them emotionally than if engage them emotionally than if you talk about a solution. I don't you talk about a solution. I don't you talk about a solution. I don't necessarily know if I need a necessarily know if I need a necessarily know if I need a solution, but I do know if I have a solution, but I do know if I have a solution, but I do know if I have a pain. So, the point is, if pain. So, the point is, if pain. So, the point is, if I'm a business user somewhere in I'm a business user somewhere in I'm a business user somewhere in my organization, I'm

my organization, I'm my organization, I'm struggling with some pain point. He struggling with some pain point. He struggling with some pain point. He may not have had time to may not have had time to may not have had time to look for a solution. Therefore, the look for a solution. Therefore, the look for a solution. Therefore, the key thing you want to try to leverage key thing you want to try to leverage key thing you want to try to leverage in these emails is to in these emails is to in these emails is to find ways to appeal to them find ways to appeal to them find ways to appeal to them emotionally, and this is one of the emotionally, and this is one of the emotionally, and this is one of the best ways to do that. The numbers best ways to do that. The numbers best ways to do that. The numbers back it up. You could do it face-to-face back it up. You could do it face-to-face back it up. You could do it face-to-face if you want to try it. This one if you want to try it. This one if you want to try it. This one remains. So, the better and more remains. So, the better and more remains. So, the better and more precise you are when speaking about what you can precise you are when speaking about what you can precise you are when speaking about what you can guarantee your recipient guarantee your recipient guarantee your recipient will understand, the better you'll do at capturing their will understand, the better you'll do at capturing their will understand, the better you'll do at capturing their attention in a attention in a attention in a full inbox and getting a response. I full inbox and getting a response. I full inbox and getting a response. I feel very confident based on all feel very confident based on all feel very confident based on all the data I've seen and all the the data I've seen and all the the data I've seen and all the experiments we've conducted. So I experiments we've conducted. So I experiments we've conducted. So I think this is a good place to think this is a good place to think this is a good place to pause for a second because pause for a second because pause for a second because I want to highlight this. Okay, here we go I want to highlight this. Okay, here we go . It really means there are only a . It really means there are only a . It really means there are only a couple of ways you need to couple of ways you need to couple of ways you need to modify your message to match modify your message to match modify your message to match your prospects' universe. This your prospects' universe. This , events, time, budget, , events, time, budget, , events, time, budget, decision-making, pain. As it says three, I don't decision-making, pain. As it says three, I don't decision-making, pain. As it says three, I don't know, maybe there are six, but the point is know, maybe there are six, but the point is know, maybe there are six, but the point is that there are a handful of things you just that there are a handful of things you just that there are a handful of things you just need to keep in mind when need to keep in mind when need to keep in mind when you think about your buyers and your market you think about your buyers and your market , one of these things will register. Are there , one of these things will register. Are there , one of these things will register. Are there a lot of events? Perhaps if a lot of events? Perhaps if a lot of events? Perhaps if you work in retail or a you work in retail or a you work in retail or a related sector, everyone is already planning for related sector, everyone is already planning for related sector, everyone is already planning for the NRF. I think the NRF is in January in the NRF. I think the NRF is in January in the NRF. I think the NRF is in January in New York, it's one of the biggest events New York, it's one of the biggest events New York, it's one of the biggest events . And I guarantee you that if anyone . And I guarantee you that if anyone . And I guarantee you that if anyone is in that sector or close to it, they're already is in that sector or close to it, they're already is in that sector or close to it, they're already thinking about the NRF. Take advantage of

thinking about the NRF. Take advantage of thinking about the NRF. Take advantage of that. He takes advantage of the fact that his that. He takes advantage of the fact that his that. He takes advantage of the fact that his lazy colleagues are too busy thinking lazy colleagues are too busy thinking lazy colleagues are too busy thinking about the NRF to do his work, I don't know about the NRF to do his work, I don't know . Be smart, figure out what makes . Be smart, figure out what makes . Be smart, figure out what makes sense. Look for the people who will be sense. Look for the people who will be sense. Look for the people who will be giving presentations on the websites of giving presentations on the websites of giving presentations on the websites of these events. It's an excellent way these events. It's an excellent way these events. It's an excellent way to identify those responsible for to identify those responsible for to identify those responsible for things. It is not the best way to things. It is not the best way to things. It is not the best way to identify those who suffer from the identify those who suffer from the identify those who suffer from the problem or those who carry it out, but it is the best way to identify problem or those who carry it out, but it is the best way to identify problem or those who carry it out, but it is the best way to identify those who promote and talk about it. If you're those who promote and talk about it. If you're those who promote and talk about it. If you're trying to grow your pipeline, you trying to grow your pipeline, you trying to grow your pipeline, you could spend, I don't know, an infinite amount of time could spend, I don't know, an infinite amount of time could spend, I don't know, an infinite amount of time talking about this. How can you talking about this. How can you talking about this. How can you help them achieve their goals? How help them achieve their goals? How help them achieve their goals? How can you ensure they have enough can you ensure they have enough can you ensure they have enough pipeline to start January pipeline to start January pipeline to start January strong? If they need approvals, you should strong? If they need approvals, you should strong? If they need approvals, you should write the business case yourself, write the business case yourself, right? You need to sell the idea to right? You need to sell the idea to right? You need to sell the idea to someone, so have your someone, so have your someone, so have your proposal ready. You understand why this proposal ready. You understand why this proposal ready. You understand why this is a solution to their pain. Present is a solution to their pain. Present is a solution to their pain. Present the business case. Not only that...And by the the business case. Not only that...And by the the business case. Not only that...And by the way, you don't have to put all this way, you don't have to put all this way, you don't have to put all this in the first email, right? It's not about in the first email, right? It's not about in the first email, right? It's not about sending them a sending them a sending them a flashy marketing page or brochure. It's flashy marketing page or brochure. It's flashy marketing page or brochure. It's simply a matter of thinking about it. You have X simply a matter of thinking about it. You have X simply a matter of thinking about it. You have X number of days to try to connect number of days to try to connect number of days to try to connect with these people between now and the end of the with these people between now and the end of the with these people between now and the end of the year or the beginning of next year.

year or the beginning of next year. What are all the different things What are all the different things What are all the different things you can try? This is one of you can try? This is one of you can try? This is one of them. These are three of them. them. These are three of them. them. These are three of them. Candidate selection. So, Candidate selection. So, Candidate selection. So, tuning into their world, thinking: tuning into their world, thinking: tuning into their world, thinking: look, is Black Friday relevant or look, is Black Friday relevant or look, is Black Friday relevant or not? Is it not relevant because they're not not? Is it not relevant because they're not not? Is it not relevant because they're not in retail? If so, they might have in retail? If so, they might have in retail? If so, they might have Black Friday off. Maybe they're Black Friday off. Maybe they're Black Friday off. Maybe they're thinking about how to spend money on thinking about how to spend money on thinking about how to spend money on Black Friday with their family or, I don't know, Black Friday with their family or, I don't know, Black Friday with their family or, I don't know, go stand in line for a television. I don't go stand in line for a television. I don't go stand in line for a television. I don't know if anyone still does that. know if anyone still does that. know if anyone still does that. Buy them something. I used to use this Buy them something. I used to use this Buy them something. I used to use this all the time when I was serving all the time when I was serving all the time when I was serving retailers. I was visiting their website. I retailers. I was visiting their website. I retailers. I was visiting their website. I gave them some feedback. I was gave them some feedback. I was gave them some feedback. I was telling them something valuable that they might not have telling them something valuable that they might not have telling them something valuable that they might not have known. It provides the customer...Wow, this known. It provides the customer...Wow, this known. It provides the customer...Wow, this is really great and not just because it's what we is really great and not just because it's what we is really great and not just because it's what we 've done. But give them 've done. But give them 've done. But give them some statistics for their planning some statistics for their planning , right? If they know something about a topic they need to , right? If they know something about a topic they need to , right? If they know something about a topic they need to prepare for and haven't prepare for and haven't prepare for and haven't done so yet, that's a great value they done so yet, that's a great value they done so yet, that's a great value they can bring. The best part of all this, can bring. The best part of all this, can bring. The best part of all this, by the way, is that none of this by the way, is that none of this by the way, is that none of this requires them to be requires them to be requires them to be aggressively selling. At any of these points aggressively selling. At any of these points , they have the opportunity to write , they have the opportunity to write , they have the opportunity to write something valuable to them that they can something valuable to them that they can something valuable to them that they can take advantage of immediately. It's not a take advantage of immediately. It's not a take advantage of immediately. It's not a sales pitch. It's a: "Hey, I sales pitch. It's a: "Hey, I sales pitch. It's a: "Hey, I care about the problem you're care about the problem you're care about the problem you're facing. I have ways to help you facing. I have ways to help you facing. I have ways to help you with that pain. Here's a fact you with that pain. Here's a fact you with that pain. Here's a fact you might not know." That's courage. " might not know." That's courage. " Let me know if this becomes something they Let me know if this becomes something they Let me know if this becomes something they need to prioritize." It completely changes the need to prioritize." It completely changes the need to prioritize." It completely changes the conversation. You've already conversation. You've already conversation. You've already given them something. So there's more given them something. So there's more given them something. So there's more trust, right? These are the kinds trust, right? These are the kinds trust, right? These are the kinds of things where there's no of things where there's no of things where there's no magic bullet, but if you look at them magic bullet, but if you look at them magic bullet, but if you look at them all, there have to be one or two that all, there have to be one or two that all, there have to be one or two that will define the success of your reach in will define the success of your reach in will define the success of your reach in your industry. I don't know which one or two it is,

your industry. I don't know which one or two it is, your industry. I don't know which one or two it is, but I guarantee that if you do some but I guarantee that if you do some but I guarantee that if you do some experimenting, you'll get to them experimenting, you'll get to them experimenting, you'll get to them pretty quickly. So I hope pretty quickly. So I hope pretty quickly. So I hope this has been helpful. I tried to make this has been helpful. I tried to make this has been helpful. I tried to make these points concrete. I know these points concrete. I know these points concrete. I know James spent a lot of time making sure they were James spent a lot of time making sure they were James spent a lot of time making sure they were very solid and very solid and very solid and complete. None of this is perfect or complete. None of this is perfect or complete. None of this is perfect or simple. Is it difficult? Because you're simple. Is it difficult? Because you're simple. Is it difficult? Because you're trying to sell via trying to sell via trying to sell via email. It's a difficult job. We email. It's a difficult job. We email. It's a difficult job. We 're all busy. We compete 're all busy. We compete 're all busy. We compete for more things every day than the day for more things every day than the day for more things every day than the day before. It's not easy. And that means there is before. It's not easy. And that means there is before. It's not easy. And that means there is no simple solution. If it no simple solution. If it no simple solution. If it were easy, there would be a were easy, there would be a were easy, there would be a simple solution, but there isn't. That's why simple solution, but there isn't. That's why simple solution, but there isn't. That's why I'm trying to make this more of a I'm trying to make this more of a I'm trying to make this more of a dialogue; Send me your comments. dialogue; Send me your comments. dialogue; Send me your comments. Let's talk about what would be a good Let's talk about what would be a good Let's talk about what would be a good follow-up to this. Did we not delve deeply follow-up to this. Did we not delve deeply follow-up to this. Did we not delve deeply enough into one area, or go enough into one area, or go enough into one area, or go too far into another, or both? These are too far into another, or both? These are too far into another, or both? These are things that help us to help them. And things that help us to help them. And I believe everyone present has already I believe everyone present has already made the purchase. So this is not about made the purchase. So this is not about made the purchase. So this is not about selling. This is intended selling. This is intended selling. This is intended to help. And anything you think to help. And anything you think to help. And anything you think might contribute to that, might contribute to that, might contribute to that, please let us know. And with that, I think please let us know. And with that, I think please let us know. And with that, I think my middle section is over, my middle section is over, my middle section is over, James. I'll give you the floor again, and yes.

James. I'll give you the floor again, and yes. James. I'll give you the floor again, and yes. I hope you can see this through to the I hope you can see this through to the I hope you can see this through to the end. I will answer the chats. end. I will answer the chats. end. I will answer the chats. Thank you. Okay, Matt, that was really Thank you. Okay, Matt, that was really Thank you. Okay, Matt, that was really helpful. I think, to echo helpful. I think, to echo helpful. I think, to echo what Matt said, the challenge with what Matt said, the challenge with what Matt said, the challenge with any kind of outreach, any kind of outreach, any kind of outreach, especially via email, especially via email, especially via email, is to stand out in a way that isn't is to stand out in a way that isn't is to stand out in a way that isn't intrusive, that isn't something that intrusive, that isn't something that intrusive, that isn't something that bothers the recipient. And many of bothers the recipient. And many of bothers the recipient. And many of the ideas that Matt has shared with the ideas that Matt has shared with the ideas that Matt has shared with you today are based on that concept. you today are based on that concept. you today are based on that concept. But if they think differently about But if they think differently about But if they think differently about how to approach this, then they will be how to approach this, then they will be how to approach this, then they will be much more successful. But it will require a much more successful. But it will require a much more successful. But it will require a lot of experimentation, and they will need to lot of experimentation, and they will need to lot of experimentation, and they will need to apply their knowledge of their apply their knowledge of their apply their knowledge of their category, their business, their buyers, category, their business, their buyers, category, their business, their buyers, and the people who influence them. and the people who influence them. Hunter has a lot of tools Hunter has a lot of tools that you can use that are part of your that you can use that are part of your that you can use that are part of your Hunter account, which Hunter account, which Hunter account, which I want to talk about briefly before we move on I want to talk about briefly before we move on I want to talk about briefly before we move on to today's Q&A session to today's Q&A session to today's Q&A session . Now, as we think about the process . Now, as we think about the process . Now, as we think about the process after this workshop, I encourage you to after this workshop, I encourage you to after this workshop, I encourage you to use the interactive use the interactive use the interactive scope planner, because it will give you a scope planner, because it will give you a scope planner, because it will give you a traceable process to follow that will make everything traceable process to follow that will make everything traceable process to follow that will make everything much easier, and you'll be able to adjust much easier, and you'll be able to adjust much easier, and you'll be able to adjust everything within that everything within that everything within that planner. But if we start planner. But if we start planner. But if we start logically in terms of finding logically in terms of finding logically in terms of finding people, well, as we said, people, well, as we said, people, well, as we said, they need to find all the they need to find all the they need to find all the target companies that are relevant to their target companies that are relevant to their target companies that are relevant to their solution and then divide them into

solution and then divide them into solution and then divide them into smaller lists of about 25 to 50 people smaller lists of about 25 to 50 people . The way to multiply and increase your . The way to multiply and increase your . The way to multiply and increase your reach is to find those two or three reach is to find those two or three reach is to find those two or three contacts, as Matt said. It is very contacts, as Matt said. It is very contacts, as Matt said. It is very important that, when finding important that, when finding important that, when finding contacts within your contacts within your contacts within your target companies, you make sure that the target companies, you make sure that the target companies, you make sure that the email addresses are email addresses are email addresses are valid or acceptable, preferably valid or acceptable, preferably valid or acceptable, preferably valid. valid. valid. Valid emails are usually more effective at Valid emails are usually more effective at Valid emails are usually more effective at reaching inboxes, reaching inboxes, reaching inboxes, while with acceptable ones it is a while with acceptable ones it is a while with acceptable ones it is a little more difficult to get an email little more difficult to get an email little more difficult to get an email to to to someone's inbox. It's also crucial because someone's inbox. It's also crucial because someone's inbox. It's also crucial because we've discovered that AI, if you're we've discovered that AI, if you're we've discovered that AI, if you're using it for something right now, using it for something right now, using it for something right now, as many probably are, but if you're as many probably are, but if you're as many probably are, but if you're using AI to find an using AI to find an using AI to find an email address and it's not email address and it's not email address and it's not connected to Hunter... I shared a connected to Hunter... I shared a connected to Hunter... I shared a link to the next workshop where link to the next workshop where link to the next workshop where we show how to connect Hunter. If you we show how to connect Hunter. If you we show how to connect Hunter. If you 're not connected to Hunter, its AI will 're not connected to Hunter, its AI will 're not connected to Hunter, its AI will freak out 76% of those freak out 76% of those freak out 76% of those email addresses. Therefore, email addresses. Therefore, email addresses. Therefore, Hunter already includes the ability to Hunter already includes the ability to Hunter already includes the ability to verify email addresses verify email addresses verify email addresses , and if you use Hunter in your AI , and if you use Hunter in your AI , it will help ensure you are , it will help ensure you are , it will help ensure you are using the correct addresses using the correct addresses using the correct addresses for your contacts. As for the for your contacts. As for the for your contacts. As for the offer, you need to provide something useful from offer, you need to provide something useful from offer, you need to provide something useful from the beginning, like today's ideas. If the beginning, like today's ideas. If the beginning, like today's ideas. If you look inside the you look inside the you look inside the scope planner, you'll find even more ideas.

scope planner, you'll find even more ideas. scope planner, you'll find even more ideas. There are things like roundtables, There are things like roundtables, There are things like roundtables, surveys, questionnaires, and podcasts. surveys, questionnaires, and podcasts. surveys, questionnaires, and podcasts. These are all different ways of building These are all different ways of building These are all different ways of building trust that are not based on "I have trust that are not based on "I have trust that are not based on "I have something to sell you, please something to sell you, please something to sell you, please buy it" in an email. That is not the buy it" in an email. That is not the buy it" in an email. That is not the goal of the conversation we goal of the conversation we goal of the conversation we are trying to start. The are trying to start. The are trying to start. The goal of the email you send is goal of the email you send is goal of the email you send is really to get people's really to get people's really to get people's attention in a way that provides them with attention in a way that provides them with attention in a way that provides them with value. When writing, keep your value. When writing, keep your value. When writing, keep your emails in plain text. emails in plain text. emails in plain text. We discovered that by adding images, We discovered that by adding images, We discovered that by adding images, attaching files, or sharing links, attaching files, or sharing links, attaching files, or sharing links, at least in the first email, you at least in the first email, you at least in the first email, you practically cancel your ability to practically cancel your ability to practically cancel your ability to reach reach reach someone's inbox. So that first email is someone's inbox. So that first email is someone's inbox. So that first email is really like approaching someone at really like approaching someone at really like approaching someone at an event and introducing yourself. It's not about an event and introducing yourself. It's not about an event and introducing yourself. It's not about approaching someone at an event and approaching someone at an event and approaching someone at an event and giving them a contract to sign for your giving them a contract to sign for your giving them a contract to sign for your solution. That's not what we're solution. That's not what we're solution. That's not what we're trying to do here, and it's not what you trying to do here, and it's not what you trying to do here, and it's not what you should be doing. And finally, in should be doing. And finally, in should be doing. And finally, in terms of programming, as terms of programming, as terms of programming, as Matt said, think differently. Think Matt said, think differently. Think Matt said, think differently. Think about the gaps you can see. Take advantage of about the gaps you can see. Take advantage of about the gaps you can see. Take advantage of the upcoming 6-week period from the upcoming 6-week period from the upcoming 6-week period from mid-November to early mid-November to early mid-November to early January to stand out while your January to stand out while your January to stand out while your competitors hold back. That will competitors hold back. That will competitors hold back. That will help you enormously. A help you enormously. A help you enormously. A word of caution when writing word of caution when writing word of caution when writing emails. Every touchpoint you emails. Every touchpoint you emails. Every touchpoint you have, everything Matt talked about today, you'll have, everything Matt talked about today, you'll have, everything Matt talked about today, you'll see again in the see again in the see again in the scope planner. You can go into each month and scope planner. You can go into each month and scope planner. You can go into each month and see templates. There are 272 see templates. There are 272 see templates. There are 272 email templates you can email templates you can email templates you can take advantage of. Each one is take advantage of. Each one is take advantage of. Each one is designed to be brief. They're designed to be brief. They're designed to be brief. They're designed to ask your prospects for things that designed to ask your prospects for things that designed to ask your prospects for things that require little effort require little effort require little effort and include a and include a and include a social media touchpoint, because

social media touchpoint, because social media touchpoint, because our data says that combining our data says that combining our data says that combining email and social media improves your email and social media improves your email and social media improves your response rates. Your goal is to response rates. Your goal is to response rates. Your goal is to capture attention. If you're going to use a capture attention. If you're going to use a capture attention. If you're going to use a good subject line, great, but good subject line, great, but good subject line, great, but you must deliver on the promise in the body of the email you must deliver on the promise in the body of the email you must deliver on the promise in the body of the email that made that line stand that made that line stand that made that line stand out. And as you go through out. And as you go through out. And as you go through each of these touchpoints, each of these touchpoints, each of these touchpoints, remember: four points in total, three remember: four points in total, three remember: four points in total, three emails and one social; The request and emails and one social; The request and emails and one social; The request and call to action should require call to action should require call to action should require less effort as you send less effort as you send less effort as you send more emails. So, you shouldn't more emails. So, you shouldn't more emails. So, you shouldn't start with, uh, a request to start with, uh, a request to start with, uh, a request to schedule a call, follow with a schedule a call, follow with a schedule a call, follow with a request to schedule a call, and request to schedule a call, and request to schedule a call, and then another request to schedule a then another request to schedule a then another request to schedule a call. In other words, that's not the goal. It call. In other words, that's not the goal. It call. In other words, that's not the goal. It should be something like sharing something should be something like sharing something should be something like sharing something useful and asking a question that gets useful and asking a question that gets useful and asking a question that gets an answer. Uh, if they don't respond, an answer. Uh, if they don't respond, an answer. Uh, if they don't respond, share something else that needs share something else that needs share something else that needs a response and all they have to a response and all they have to a response and all they have to do is press Y or N, and finally do is press Y or N, and finally do is press Y or N, and finally hand over the resource they hand over the resource they hand over the resource they said yes or no to in the said yes or no to in the said yes or no to in the last response. Again, think last response. Again, think last response. Again, think differently when it comes to differently when it comes to differently when it comes to writing your emails.

writing your emails. writing your emails. James, can I intervene in this? Um, James, can I intervene in this? Um, James, can I intervene in this? Um, there's some personal research I've been there's some personal research I've been there's some personal research I've been doing on this that I think doing on this that I think doing on this that I think is valid. No, I want you to know that I don't is valid. No, I want you to know that I don't is valid. No, I want you to know that I don't have the same data we would normally have the same data we would normally have the same data we would normally have with our have with our have with our main research, but, uh...Yes, the main research, but, uh...Yes, the main research, but, uh...Yes, the wording of the message is really wording of the message is really wording of the message is really complicated. Uh, there is a trend. The complicated. Uh, there is a trend. The complicated. Uh, there is a trend. The goal is attention. Don't try to goal is attention. Don't try to goal is attention. Don't try to do it too much. AI can be very do it too much. AI can be very do it too much. AI can be very useful for writing it in a way that does useful for writing it in a way that does useful for writing it in a way that does n't sound too...like a n't sound too...like a n't sound too...like a cold email. But if you're going to use AI in this cold email. But if you're going to use AI in this cold email. But if you're going to use AI in this process, don't tell it it's a process, don't tell it it's a process, don't tell it it's a cold email. You'll get a cold email. You'll get a cold email. You'll get a completely different response from any AI completely different response from any AI completely different response from any AI if you say, "Hey, I'm trying to if you say, "Hey, I'm trying to if you say, "Hey, I'm trying to write a cold email or I'm write a cold email or I'm write a cold email or I'm trying to do some prospecting trying to do some prospecting ." "Compared to treating it ." "Compared to treating it ." "Compared to treating it like a copywriting assignment like a copywriting assignment like a copywriting assignment ." If you treat it like a ." If you treat it like a ." If you treat it like a writing task and don't really writing task and don't really writing task and don't really give the AI ​​too much information, it give the AI ​​too much information, it give the AI ​​too much information, it does a better job right now. Uh, does a better job right now. Uh, does a better job right now. Uh, when you tell him: "I want you to write when you tell him: "I want you to write when you tell him: "I want you to write a cold email." "What he does is go a cold email." "What he does is go a cold email." "What he does is go there and try to copy everything that's been there and try to copy everything that's been there and try to copy everything that's been written about cold mail and written about cold mail and written about cold mail and regurgitate it for you." And that ends up regurgitate it for you." And that ends up regurgitate it for you." And that ends up doing more harm than if doing more harm than if doing more harm than if you simply ignored all of that from the beginning.

you simply ignored all of that from the beginning. you simply ignored all of that from the beginning. So, think about this regarding how So, think about this regarding how So, think about this regarding how you use AI. This is, in fact, a good you use AI. This is, in fact, a good you use AI. This is, in fact, a good example where the obvious thing you would think to example where the obvious thing you would think to example where the obvious thing you would think to tell the AI ​​is the worst thing you could tell the AI ​​is the worst thing you could tell the AI ​​is the worst thing you could do. So, small experiments do. So, small experiments do. So, small experiments like those we've learned about—I repeat, I do like those we've learned about—I repeat, I do like those we've learned about—I repeat, I do n't have solid data on this— n't have solid data on this— n't have solid data on this— but what I can say is that I but what I can say is that I but what I can say is that I spent a lot of time trying to understand spent a lot of time trying to understand spent a lot of time trying to understand how AIs, you know, keep how AIs, you know, keep how AIs, you know, keep inboxes clean or write inboxes clean or write inboxes clean or write emails if they think they're cold emails emails if they think they're cold emails . Like, and this is a pattern that has . Like, and this is a pattern that has . Like, and this is a pattern that has been quite obvious to me in been quite obvious to me in been quite obvious to me in personal testing. So, uh, yeah, keep that personal testing. So, uh, yeah, keep that personal testing. So, uh, yeah, keep that in mind. Thank you, James. It's just that in mind. Thank you, James. It's just that in mind. Thank you, James. It's just that the information was relatively the information was relatively the information was relatively new. I haven't shared it with anyone new. I haven't shared it with anyone new. I haven't shared it with anyone yet, but I thought it was valuable. yet, but I thought it was valuable. Well, on that topic, towards the end Well, on that topic, towards the end we'll share a link to the we'll share a link to the we'll share a link to the November edition of this workshop series November edition of this workshop series November edition of this workshop series where Matt, as I mentioned at the beginning where Matt, as I mentioned at the beginning , will share a little more , will share a little more , will share a little more information about his information about his information about his inbox. So you can help them with inbox. So you can help them with inbox. So you can help them with real-life examples to avoid sending the real-life examples to avoid sending the real-life examples to avoid sending the same email that everyone same email that everyone same email that everyone else is sending. Therefore, else is sending. Therefore, else is sending. Therefore, that will be incredibly valuable and I that will be incredibly valuable and I that will be incredibly valuable and I encourage you to register. We'll share the encourage you to register. We'll share the encourage you to register. We'll share the link towards the end.

link towards the end. link towards the end. Especially if they are selling to Especially if they are selling to Especially if they are selling to CEOs at SaaS companies. CEOs at SaaS companies. It will be a perfect deep dive It will be a perfect deep dive into what your inbox could actually look like into what your inbox could actually look like into what your inbox could actually look like . . So, just to wrap things up before we So, just to wrap things up before we get into the questions and answers, I get into the questions and answers, I get into the questions and answers, I talk a lot about the talk a lot about the talk a lot about the scope planner. The range planner has scope planner. The range planner has scope planner. The range planner has been downloaded and used by over been downloaded and used by over been downloaded and used by over 15,000 Hunter users since its 15,000 Hunter users since its 15,000 Hunter users since its launch earlier this year, launch earlier this year, launch earlier this year, which is fantastic. This series of which is fantastic. This series of which is fantastic. This series of workshops, as I mentioned, is to workshops, as I mentioned, is to workshops, as I mentioned, is to complement that planner. But complement that planner. But complement that planner. But I wanted to point out for anyone who hasn't I wanted to point out for anyone who hasn't I wanted to point out for anyone who hasn't used the planner that everything we used the planner that everything we used the planner that everything we 're talking about today, you can go 're talking about today, you can go 're talking about today, you can go ahead, log in and access the ahead, log in and access the ahead, log in and access the planner through that URL. And it doesn't planner through that URL. And it doesn't planner through that URL. And it doesn't matter if you're new to this, if you matter if you're new to this, if you matter if you're new to this, if you 've tried it, or if an agency has 've tried it, or if an agency has 've tried it, or if an agency has done it for you and you want to do it done it for you and you want to do it done it for you and you want to do it yourself and save some money in your yourself and save some money in your yourself and save some money in your budget, or if you've had some budget, or if you've had some budget, or if you've had some success and now want to find more success and now want to find more success and now want to find more prospects that are similar to the ones that prospects that are similar to the ones that prospects that are similar to the ones that gave you results. There are many options gave you results. There are many options gave you results. There are many options available to you in the planner.

available to you in the planner. available to you in the planner. What you can see in front of you are What you can see in front of you are What you can see in front of you are a couple of different paths you can a couple of different paths you can a couple of different paths you can take when using the planner. You know take when using the planner. You know , if you're new to this, obviously , if you're new to this, obviously , if you're new to this, obviously everything we're talking about, you're everything we're talking about, you're everything we're talking about, you're starting from scratch. But, you know, starting from scratch. But, you know, starting from scratch. But, you know, starting now will help you learn starting now will help you learn starting now will help you learn what works so that when you get to what works so that when you get to what works so that when you get to that 6-week period from that 6-week period from that 6-week period from mid-November to January, mid-November to January, mid-November to January, you'll find ways to capture you'll find ways to capture you'll find ways to capture your prospects' attention while your prospects' attention while your prospects' attention while everyone else is obviously everyone else is obviously everyone else is obviously silent. If you have tried this before, silent. If you have tried this before, silent. If you have tried this before, our recommendation is to update our recommendation is to update our recommendation is to update your information. Around 22% of the your information. Around 22% of the your information. Around 22% of the data in your CRM is already completely data in your CRM is already completely data in your CRM is already completely outdated at this point. And that outdated at this point. And that outdated at this point. And that 's important because it means that if they're going 's important because it means that if they're going 's important because it means that if they're going to send messages again, they've to send messages again, they've to send messages again, they've potentially not been potentially not been potentially not been active with them for about 6 months. They are active with them for about 6 months. They are active with them for about 6 months. They are likely to achieve rebound rates likely to achieve rebound rates likely to achieve rebound rates that are above the 2% that we see that are above the 2% that we see that are above the 2% that we see as the norm. If you notice that as the norm. If you notice that as the norm. If you notice that your campaigns are successful, you'll want to your campaigns are successful, you'll want to your campaigns are successful, you'll want to find more potential customers find more potential customers find more potential customers similar to the ones that have similar to the ones that have similar to the ones that have worked best for you. Well, with a Hunter payment plan worked best for you. Well, with a Hunter payment plan worked best for you. Well, with a Hunter payment plan on the new on the new on the new dashboard experience, you can not only see dashboard experience, you can not only see dashboard experience, you can not only see people in your current accounts who people in your current accounts who people in your current accounts who show buying signals that show buying signals that show buying signals that we mentioned today, such as hiring, we mentioned today, such as hiring, we mentioned today, such as hiring, financing, or new additions financing, or new additions . You can also find people . You can also find people . You can also find people who are very similar to those top who are very similar to those top who are very similar to those top potential customers you already have. There are potential customers you already have. There are potential customers you already have. There are opportunities you'll see within that opportunities you'll see within that opportunities you'll see within that panel that make everything much panel that make everything much panel that make everything much easier, instead of having to think easier, instead of having to think easier, instead of having to think in detail: "Well, I know these in detail: "Well, I know these in detail: "Well, I know these five companies are the ones we do five companies are the ones we do five companies are the ones we do well with." How am I going to search for them or

well with." How am I going to search for them or well with." How am I going to search for them or find them manually? That's something find them manually? That's something find them manually? That's something the panel offers you automatically the panel offers you automatically the panel offers you automatically every Monday morning. As every Monday morning. As every Monday morning. As I mentioned, we have tools for I mentioned, we have tools for I mentioned, we have tools for each of these steps, okay? each of these steps, okay? each of these steps, okay? So if you want to find new So if you want to find new So if you want to find new contacts, we have the contacts, we have the contacts, we have the Discover database and the "find similar" function, Discover database and the "find similar" function, Discover database and the "find similar" function, which helps you find which helps you find which helps you find similar profiles based on their position, seniority, similar profiles based on their position, seniority, similar profiles based on their position, seniority, company, etc. company, etc. company, etc. Your plan also includes email verification, Your plan also includes email verification, Your plan also includes email verification, but you can integrate your CRM; but you can integrate your CRM; but you can integrate your CRM; I personally highly recommend the I personally highly recommend the I personally highly recommend the HubSpot integration. It's HubSpot integration. It's HubSpot integration. It's fantastic. We also have Zoho, fantastic. We also have Zoho, fantastic. We also have Zoho, Salesforce, and a couple more options Salesforce, and a couple more options Salesforce, and a couple more options that you can connect through Zapier that you can connect through Zapier . We have a . We have a . We have a sequences solution, so if you want help sequences solution, so if you want help sequences solution, so if you want help writing any of these writing any of these writing any of these emails, you can obviously use the emails, you can obviously use the emails, you can obviously use the sequences solution that's part of sequences solution that's part of sequences solution that's part of your account. And we have a your account. And we have a your account. And we have a deliverability checker and a spam tester, deliverability checker and a spam tester, deliverability checker and a spam tester, which is very, very useful for avoiding those which is very, very useful for avoiding those which is very, very useful for avoiding those keywords or terms that will make you keywords or terms that will make you keywords or terms that will make you end up straight in the end up straight in the end up straight in the spam or junk mail folder. spam or junk mail folder. spam or junk mail folder. Or we'll detect something if you have an Or we'll detect something if you have an Or we'll detect something if you have an incorrect setting, right? The incorrect setting, right? The incorrect setting, right? The technical setup for technical setup for technical setup for deliverability is very simple, but if you've deliverability is very simple, but if you've deliverability is very simple, but if you've never done it before, it might not never done it before, it might not never done it before, it might not be so simple. So it's also good be so simple. So it's also good be so simple. So it's also good for detecting things that might be for detecting things that might be for detecting things that might be wrong and helping you maintain a wrong and helping you maintain a wrong and helping you maintain a visual score of your deliverability visual score of your deliverability . It is extremely useful.

. It is extremely useful. Yes, so again, please Yes, so again, please take a look. There will be a take a look. There will be a take a look. There will be a follow-up email after follow-up email after follow-up email after today's session where we will give you access to all today's session where we will give you access to all today's session where we will give you access to all these links so you can these links so you can these links so you can easily refer to them. And the last thing I easily refer to them. And the last thing I easily refer to them. And the last thing I want to mention is that if you're want to mention is that if you're want to mention is that if you're using ChatGPT, Gemini, Claude, or using ChatGPT, Gemini, Claude, or using ChatGPT, Gemini, Claude, or Perplexity, in the Perplexity, in the Perplexity, in the contact planner you'll find an option to contact planner you'll find an option to contact planner you'll find an option to copy a prompt from copy a prompt from copy a prompt from each month's sequences and insert it each month's sequences and insert it each month's sequences and insert it directly into your AI, which will directly into your AI, which will directly into your AI, which will help you develop your contacts help you develop your contacts help you develop your contacts within your chosen AI. Okay, we have within your chosen AI. Okay, we have within your chosen AI. Okay, we have about 10 minutes left. I'd love to about 10 minutes left. I'd love to about 10 minutes left. I'd love to hear hear hear anyone's comments in the chat now, and any anyone's comments in the chat now, and any anyone's comments in the chat now, and any questions you might have for Matt or questions you might have for Matt or questions you might have for Matt or me. This is intended to be interactive me. This is intended to be interactive . It's not about us just talking . It's not about us just talking . It's not about us just talking for an hour straight. for an hour straight. for an hour straight. We want to hear your questions. We want to hear your questions. We want to hear your questions. We want to help you solve problems We want to help you solve problems . If you have used the planner, is there . If you have used the planner, is there . If you have used the planner, is there anything you think, "Oh, I didn't quite understand anything you think, "Oh, I didn't quite understand anything you think, "Oh, I didn't quite understand that"? Or if there's anything else you'd like to add, that"? Or if there's anything else you'd like to add, that"? Or if there's anything else you'd like to add, please let us know. This please let us know. This please let us know. This time is completely dedicated to time is completely dedicated to time is completely dedicated to you.

you. I'll take the first one, if you don't mind. I'll take the first one, if you don't mind. There was a comment from Jonas. Sorry if There was a comment from Jonas. Sorry if There was a comment from Jonas. Sorry if the pronunciation is incorrect. And it the pronunciation is incorrect. And it the pronunciation is incorrect. And it mentions: "Can you do an mentions: "Can you do an mentions: "Can you do an analysis to see if analysis to see if analysis to see if emails are getting shorter emails are getting shorter emails are getting shorter or longer, especially in the or longer, especially in the or longer, especially in the last 6 to 12 months compared last 6 to 12 months compared last 6 to 12 months compared to previous years?" It's an excellent to previous years?" It's an excellent to previous years?" It's an excellent example. We know that there is a example. We know that there is a example. We know that there is a very clear correlation between very clear correlation between very clear correlation between email length and email length and email length and success. And it's also true that that success. And it's also true that that success. And it's also true that that was more valid 2 years ago than I was more valid 2 years ago than I was more valid 2 years ago than I think it is now. I would have to think it is now. I would have to think it is now. I would have to verify the data. And it seems so. verify the data. And it seems so. verify the data. And it seems so. But I think Jonas makes a very good But I think Jonas makes a very good But I think Jonas makes a very good example, which is that this problem of example, which is that this problem of example, which is that this problem of trends is quite widespread trends is quite widespread . Almost anything that works in . Almost anything that works in . Almost anything that works in cold calling will become cold calling will become cold calling will become a trend that everyone will try to a trend that everyone will try to a trend that everyone will try to do for 6 to 12 months, and then it do for 6 to 12 months, and then it do for 6 to 12 months, and then it will change. And in each of these things will change. And in each of these things , what we're seeing is much of , what we're seeing is much of , what we're seeing is much of what Jonas provided in the example, what Jonas provided in the example, what Jonas provided in the example, which is that as a reaction to everyone which is that as a reaction to everyone which is that as a reaction to everyone thinking that cold mailings are now thinking that cold mailings are now thinking that cold mailings are now generated by AI, their response is to generated by AI, their response is to generated by AI, their response is to write longer emails. And write longer emails. And write longer emails. And longer emails are proving longer emails are proving longer emails are proving more successful because it's assumed that, more successful because it's assumed that, more successful because it's assumed that, being longer, they're more likely to being longer, they're more likely to being longer, they're more likely to come from a person and not an AI come from a person and not an AI , right? So, the thing about , right? So, the thing about , right? So, the thing about trends is trying to trends is trying to trends is trying to identify, detect the trend, identify, detect the trend, identify, detect the trend, follow it, and then essentially do the follow it, and then essentially do the follow it, and then essentially do the opposite of the trend. Or to do something

opposite of the trend. Or to do something opposite of the trend. Or to do something different when everyone else is doing the different when everyone else is doing the different when everyone else is doing the same thing. So, Jonas set a great same thing. So, Jonas set a great same thing. So, Jonas set a great example. It was kind of a question. example. It was kind of a question. example. It was kind of a question. I'll look up the figures and share them I'll look up the figures and share them I'll look up the figures and share them in the chat, Jonas, because we have some in the chat, Jonas, because we have some in the chat, Jonas, because we have some really good concrete data about which one is really good concrete data about which one is really good concrete data about which one is correct, like, what's the correct, like, what's the correct, like, what's the correct length? And I'm trying to, correct length? And I'm trying to, correct length? And I'm trying to, James, do you happen to have that James, do you happen to have that James, do you happen to have that in mind? in mind? No, but the trend shows that No, but the trend shows that the shorter you are, the better the shorter you are, the better the shorter you are, the better the response rates. the response rates. I would say the limit was around 50 , or maybe 100 words or less was , or maybe 100 words or less was , or maybe 100 words or less was like the tipping point. But I'll like the tipping point. But I'll like the tipping point. But I'll tell you something, Jonas, if you go to the status of the tell you something, Jonas, if you go to the status of the tell you something, Jonas, if you go to the status of the cold email, which I'll share here cold email, which I'll share here cold email, which I'll share here on Slack or, sorry, in the chat. on Slack or, sorry, in the chat. on Slack or, sorry, in the chat. This is, in fact, the most This is, in fact, the most This is, in fact, the most recent publication we have made about the recent publication we have made about the recent publication we have made about the research. So this should research. So this should research. So this should have everything up to date, and have everything up to date, and have everything up to date, and you can also start from here and get other you can also start from here and get other you can also start from here and get other additional things we do. Then additional things we do. Then I would suggest you take a look at I would suggest you take a look at I would suggest you take a look at that. We update it quite that. We update it quite that. We update it quite regularly now, so I think there should be regularly now, so I think there should be regularly now, so I think there should be another update in the another update in the another update in the next few months. Keep an eye on that.

next few months. Keep an eye on that. Thanks, Matt. Then Owen and Amelia Thanks, Matt. Then Owen and Amelia asked in the chat about addressing asked in the chat about addressing asked in the chat about addressing two or three people at the same time two or three people at the same time two or three people at the same time within the same company. I'll give an within the same company. I'll give an within the same company. I'll give an answer, and then, Matt, I'd like to answer, and then, Matt, I'd like to answer, and then, Matt, I'd like to hear your thoughts on it. The hear your thoughts on it. The hear your thoughts on it. The data indicates that you shouldn't send data indicates that you shouldn't send data indicates that you shouldn't send emails to all those people at the same emails to all those people at the same emails to all those people at the same time. Firstly, the reason, the time. Firstly, the reason, the time. Firstly, the reason, the first reason for that is that you don't first reason for that is that you don't first reason for that is that you don't segment the message. If you don't have segment the message. If you don't have segment the message. If you don't have personalized messages, all three personalized messages, all three personalized messages, all three will receive the same email at the same will receive the same email at the same will receive the same email at the same time. Second, if all three emails arrive time. Second, if all three emails arrive time. Second, if all three emails arrive to the same people at the same time, to the same people at the same time, to the same people at the same time, your email service provider your email service provider your email service provider will notice that this is not correct. And that will notice that this is not correct. And that will notice that this is not correct. And that will affect your ability not only to will affect your ability not only to will affect your ability not only to reach their inbox, but will reach their inbox, but will reach their inbox, but will potentially alert potentially alert potentially alert email providers, preventing you from email providers, preventing you from email providers, preventing you from sending emails from that account in the future sending emails from that account in the future sending emails from that account in the future . And finally, the goal of . And finally, the goal of . And finally, the goal of prospecting, as I keep saying, is to prospecting, as I keep saying, is to prospecting, as I keep saying, is to start a conversation, and you can't start a conversation, and you can't start a conversation, and you can't have the same conversation with three have the same conversation with three have the same conversation with three people at the same time. So what you're people at the same time. So what you're people at the same time. So what you're trying to do is get the attention of trying to do is get the attention of trying to do is get the attention of the first person, who should be the the first person, who should be the the first person, who should be the one who feels the problem more than anyone else one who feels the problem more than anyone else . And then, the second person . And then, the second person . And then, the second person should probably be in should probably be in should probably be in charge of the budget, or someone will charge of the budget, or someone will charge of the budget, or someone will put obstacles in your way. And the third person

put obstacles in your way. And the third person put obstacles in your way. And the third person should be an advocate, someone should be an advocate, someone should be an advocate, someone within the company who you feel would be within the company who you feel would be within the company who you feel would be the type of person who would the type of person who would the type of person who would support you and help you succeed support you and help you succeed . If you send those emails to three . If you send those emails to three . If you send those emails to three different people separately, different people separately, different people separately, I would normally recommend that the I would normally recommend that the I would normally recommend that the sequence of those three to four sequence of those three to four sequence of those three to four contacts last between two and three weeks contacts last between two and three weeks . So, you would look to follow up . So, you would look to follow up . So, you would look to follow up with that second person after with that second person after with that second person after that last contact is sent at the end that last contact is sent at the end that last contact is sent at the end of the second or third week. That of the second or third week. That of the second or third week. That way, you increase the likelihood that way, you increase the likelihood that way, you increase the likelihood that one of those people will pay attention to one of those people will pay attention to one of those people will pay attention to your email. And if you reference the your email. And if you reference the your email. And if you reference the first person you wrote to or first person you wrote to or first person you wrote to or the second, that should help the second, that should help the second, that should help build trust, feel less like build trust, feel less like build trust, feel less like spam, and seem more natural, which, spam, and seem more natural, which, spam, and seem more natural, which, through segmentation and through segmentation and through segmentation and messaging, should already be natural and messaging, should already be natural and messaging, should already be natural and seem trustworthy. So don't send seem trustworthy. So don't send seem trustworthy. So don't send emails to all three people at the same time emails to all three people at the same time emails to all three people at the same time . Do it gradually. . Do it gradually.

Thank you, James. I wanted to chime in Thank you, James. I wanted to chime in about... I have a question about about... I have a question about about... I have a question about whether longer emails are more whether longer emails are more whether longer emails are more effective. Well, if you go halfway down effective. Well, if you go halfway down effective. Well, if you go halfway down the page, I wish I had a the page, I wish I had a the page, I wish I had a direct link for you, but there's a graph direct link for you, but there's a graph direct link for you, but there's a graph that shows response rates that shows response rates that shows response rates based on the word count of the based on the word count of the based on the word count of the email body. Now, if you look at our email body. Now, if you look at our email body. Now, if you look at our previous research, we had previous research, we had previous research, we had concrete evidence that this mattered concrete evidence that this mattered . For last year when we closed . For last year when we closed . For last year when we closed this, or at the beginning of this year, this, or at the beginning of this year, this, or at the beginning of this year, you can see that there is rarely a you can see that there is rarely a you can see that there is rarely a significant difference. So, check it out significant difference. So, check it out significant difference. So, check it out . It's . It's . It's about halfway through the about halfway through the about halfway through the document, but yes, when you see a document, but yes, when you see a document, but yes, when you see a group of graphs where the lines group of graphs where the lines group of graphs where the lines are almost the same height, you'll know are almost the same height, you'll know are almost the same height, you'll know that's probably the one. But that's probably the one. But that's probably the one. But again, there are two factors here. There's what again, there are two factors here. There's what again, there are two factors here. There's what has happened in the past and what has happened in the past and what has happened in the past and what current trends say. And the current trends say. And the current trends say. And the important thing is to know that, whatever important thing is to know that, whatever important thing is to know that, whatever the trends may have been in the the trends may have been in the the trends may have been in the past, now at least you know what past, now at least you know what past, now at least you know what the historical reality has been. That doesn't the historical reality has been. That doesn't the historical reality has been. That doesn't necessarily mean that's the necessarily mean that's the necessarily mean that's the reality now. And this, again, reality now. And this, again, reality now. And this, again, refers back to Jonas's comment. Thank you refers back to Jonas's comment. Thank you refers back to Jonas's comment. Thank you for the question and follow-up.

for the question and follow-up. Jonas has another question. Jonas has another question. I was reading that one too. I was reading that one too. I was reading that one too. Okay, so how many Okay, so how many Okay, so how many cold emails do you receive roughly per cold emails do you receive roughly per cold emails do you receive roughly per week? Well, actually I've been week? Well, actually I've been week? Well, actually I've been thoroughly investigating my own thoroughly investigating my own thoroughly investigating my own inbox to be able to give you this inbox to be able to give you this inbox to be able to give you this specific number. It's in the specific number. It's in the specific number. It's in the webinar that James mentioned for webinar that James mentioned for webinar that James mentioned for next month. It's completely next month. It's completely next month. It's completely focused on me doing a sort of focused on me doing a sort of focused on me doing a sort of reverse engineering of my reverse engineering of my reverse engineering of my inbox and sharing that information with inbox and sharing that information with inbox and sharing that information with you about cold emails. you about cold emails. you about cold emails. So I think this is exactly what you're So I think this is exactly what you're So I think this is exactly what you're looking for. The number is in the looking for. The number is in the looking for. The number is in the hundreds, Jonas. Honestly, I don't hundreds, Jonas. Honestly, I don't hundreds, Jonas. Honestly, I don't remember the exact number offhand, remember the exact number offhand, remember the exact number offhand, but it was definitely in the hundreds. but it was definitely in the hundreds. How many are good compared to How many are good compared to How many are good compared to the ones I delete? Well, there are three groups. the ones I delete? Well, there are three groups. the ones I delete? Well, there are three groups. There are the good ones, which I read or There are the good ones, which I read or There are the good ones, which I read or reply to, and that number is very small reply to, and that number is very small . There are those that arrive in my . There are those that arrive in my . There are those that arrive in my inbox, most of which inbox, most of which inbox, most of which are then deleted. And then there are those that don't are then deleted. And then there are those that don't are then deleted. And then there are those that don't even reach my inbox even reach my inbox even reach my inbox . So there are really three . So there are really three . So there are really three levels to think about. I'm only going levels to think about. I'm only going levels to think about. I'm only going to talk about the ones that have arrived in my to talk about the ones that have arrived in my to talk about the ones that have arrived in my inbox, but what I've inbox, but what I've inbox, but what I've done is go back and examine the done is go back and examine the done is go back and examine the types of emails I'm receiving and types of emails I'm receiving and types of emails I'm receiving and that the inbox is now filtering. And that the inbox is now filtering. And that the inbox is now filtering. And these are obvious things. So these are obvious things. So these are obvious things. So inbox filtering, inbox filtering, inbox filtering, unless you're doing everything wrong, is unless you're doing everything wrong, is unless you're doing everything wrong, is probably not your probably not your probably not your main concern. What will be a main concern. What will be a main concern. What will be a more significant problem is how similar more significant problem is how similar more significant problem is how similar your message is to other messages. In other your message is to other messages. In other your message is to other messages. In other words, how recognizable is your

words, how recognizable is your words, how recognizable is your domain, how similar is your domain, how similar is your domain, how similar is your message to other messages that were message to other messages that were message to other messages that were received by other people in the received by other people in the received by other people in the organization. Those are probably organization. Those are probably organization. Those are probably your most important factors. And I would say that I think your most important factors. And I would say that I think your most important factors. And I would say that I think a percentage of them are a percentage of them are a percentage of them are filtered out of my inbox filtered out of my inbox filtered out of my inbox completely. Of the rest, less than completely. Of the rest, less than completely. Of the rest, less than 1% receive a response from me 1% receive a response from me 1% receive a response from me personally. Now, what you need to personally. Now, what you need to personally. Now, what you need to understand about those numbers, Jonas, is understand about those numbers, Jonas, is understand about those numbers, Jonas, is how skewed they are. Because I believe that how skewed they are. Because I believe that how skewed they are. Because I believe that every person on Earth who offers every person on Earth who offers every person on Earth who offers potential clients or potential clients or potential clients or lead generation sends me a cold email lead generation sends me a cold email lead generation sends me a cold email every day. So I think I'm every day. So I think I'm every day. So I think I'm a magnet for everyone who sells a magnet for everyone who sells a magnet for everyone who sells cold mailing services. cold mailing services. cold mailing services. Therefore, I'm going to have a Therefore, I'm going to have a Therefore, I'm going to have a biased dataset. I just wanted you to be aware of biased dataset. I just wanted you to be aware of biased dataset. I just wanted you to be aware of that bias. It's probably a bit that bias. It's probably a bit that bias. It's probably a bit heavier, and it's probably a heavier, and it's probably a heavier, and it's probably a bit more focused on a certain type of bit more focused on a certain type of bit more focused on a certain type of message. But it gives you an message. But it gives you an message. But it gives you an approximate figure, which is that more than 90% does not approximate figure, which is that more than 90% does not approximate figure, which is that more than 90% does not reach my eyes. And most of the ones reach my eyes. And most of the ones reach my eyes. And most of the ones that do reach my eyes are that do reach my eyes are that do reach my eyes are eliminated very, very quickly because it's eliminated very, very quickly because it's eliminated very, very quickly because it's super obvious from the beginning that super obvious from the beginning that super obvious from the beginning that this isn't going to help me at all. Well, this isn't going to help me at all. Well, this isn't going to help me at all. Well, as for any kind of as for any kind of as for any kind of email, zoo, z u, please email, zoo, z u, please email, zoo, z u, please clarify that for me, so I don't clarify that for me, so I don't clarify that for me, so I don't misunderstand. Remember what misunderstand. Remember what misunderstand. Remember what triggered it so effectively and what triggered it so effectively and what triggered it so effectively and what made you stop to read. So, the made you stop to read. So, the made you stop to read. So, the emails, uh, the emails, uh, the emails, uh, the differences or what did someone put there?

differences or what did someone put there? Pain is almost always what captures Pain is almost always what captures my attention. And if you think about the my attention. And if you think about the my attention. And if you think about the decision-makers in any decision-makers in any decision-makers in any business, there are probably 50 business, there are probably 50 business, there are probably 50 pain points they know they have. And pain points they know they have. And pain points they know they have. And the problem is that they look for a the problem is that they look for a the problem is that they look for a pain point that they can easily resolve pain point that they can easily resolve pain point that they can easily resolve without much effort or cost, in which without much effort or cost, in which without much effort or cost, in which case it could move up the case it could move up the case it could move up the priority list, or the pain they express is priority list, or the pain they express is priority list, or the pain they express is of very high priority. Those are the two of very high priority. Those are the two of very high priority. Those are the two things that catch my attention, things that catch my attention, things that catch my attention, because most of the time everyone because most of the time everyone because most of the time everyone just promotes what they do, and everyone just promotes what they do, and everyone just promotes what they do, and everyone sounds the same. So, if I receive 30 sounds the same. So, if I receive 30 sounds the same. So, if I receive 30 emails a day, I'd say at least emails a day, I'd say at least emails a day, I'd say at least half of them sound like they're saying the same thing. There may half of them sound like they're saying the same thing. There may half of them sound like they're saying the same thing. There may be a 10% difference in be a 10% difference in be a 10% difference in the words, but it's that bad. If the words, but it's that bad. If the words, but it's that bad. If you pay attention to this webinar and you pay attention to this webinar and you pay attention to this webinar and do three things from it, you'll already be do three things from it, you'll already be do three things from it, you'll already be better than 75% of the market. I feel better than 75% of the market. I feel better than 75% of the market. I feel confident in that statistic. It could confident in that statistic. It could confident in that statistic. It could be 76%. It could be 73%. It's a be 76%. It could be 73%. It's a be 76%. It could be 73%. It's a large number. So I hope that large number. So I hope that large number. So I hope that helps. I stop to read because it speaks helps. I stop to read because it speaks helps. I stop to read because it speaks of a pain that I believe we must of a pain that I believe we must of a pain that I believe we must address. And, to be clear, I could address. And, to be clear, I could address. And, to be clear, I could see 50 pain points that we need to see 50 pain points that we need to see 50 pain points that we need to address, and someone mentions one or does so

address, and someone mentions one or does so address, and someone mentions one or does so in a way that makes it seem in a way that makes it seem in a way that makes it seem trivial. That's the kind of thing I trivial. That's the kind of thing I trivial. That's the kind of thing I think about: "Look, if I can solve a think about: "Look, if I can solve a think about: "Look, if I can solve a problem for free, I'll take a look at it problem for free, I'll take a look at it ." "Or if I can simply invest ." "Or if I can simply invest ." "Or if I can simply invest money and it's not much, I'll consider it." I money and it's not much, I'll consider it." I money and it's not much, I'll consider it." I almost never have time to say, almost never have time to say, almost never have time to say, "Oh, let me sign up for a "Oh, let me sign up for a "Oh, let me sign up for a whole sales process for this." "In other whole sales process for this." "In other whole sales process for this." "In other words, it's not the time to pay words, it's not the time to pay words, it's not the time to pay attention to this cold email, attention to this cold email, attention to this cold email, interact with this person, and start interact with this person, and start interact with this person, and start a full sales process." I never a full sales process." I never a full sales process." I never have time for that. So, the have time for that. So, the have time for that. So, the more your speech tries to explain how to more your speech tries to explain how to more your speech tries to explain how to solve a problem if the person goes solve a problem if the person goes solve a problem if the person goes through many obstacles, the less they will do it through many obstacles, the less they will do it . I would say that more than 90% will not respond . I would say that more than 90% will not respond . I would say that more than 90% will not respond favorably to that. I understand that it's favorably to that. I understand that it's favorably to that. I understand that it's a bit ambiguous, Jonas. I'll try to be a bit ambiguous, Jonas. I'll try to be a bit ambiguous, Jonas. I'll try to be more specific and tell you something, I'm going to more specific and tell you something, I'm going to more specific and tell you something, I'm going to think about it and come back to see if there's think about it and come back to see if there's think about it and come back to see if there's anything more to it than that. The shortest email anything more to it than that. The shortest email anything more to it than that. The shortest email and the longest email. Of the emails I and the longest email. Of the emails I and the longest email. Of the emails I responded to, the responded to, the responded to, the shortest one won my business and the shortest one won my business and the shortest one won my business and the longest one won my business. So longest one won my business. So , length isn't everything, and it , length isn't everything, and it , length isn't everything, and it shows that you can succeed shows that you can succeed shows that you can succeed whether you're long-winded or short. The whether you're long-winded or short. The whether you're long-winded or short. The key is to address the right pain with key is to address the right pain with key is to address the right pain with the right solution that makes you feel it's the right solution that makes you feel it's the right solution that makes you feel it's good for you to take action against that good for you to take action against that good for you to take action against that pain. Anyway, sorry for pain. Anyway, sorry for pain. Anyway, sorry for the long answer. I hope that helps, the long answer. I hope that helps, the long answer. I hope that helps, Jonas.

Jonas. Thanks, Matt. We have one Thanks, Matt. We have one more question, but I know we're running out of more question, but I know we're running out of more question, but I know we're running out of time. So, Matt, if there was one time. So, Matt, if there was one time. So, Matt, if there was one thing you'd say would get your email thing you'd say would get your email thing you'd say would get your email blocked, what would it be? blocked, what would it be? Well, I can look at my spam and tell you Well, I can look at my spam and tell you that it's telling me that you think you can that it's telling me that you think you can that it's telling me that you think you can get me 10 meetings a week get me 10 meetings a week get me 10 meetings a week with my exact buyer. If you send me with my exact buyer. If you send me with my exact buyer. If you send me one of those, it will be blocked one of those, it will be blocked one of those, it will be blocked completely because I receive too many. completely because I receive too many. We're talking about adding value to your email We're talking about adding value to your email because AI won't filter it, and neither will your because AI won't filter it, and neither will your because AI won't filter it, and neither will your mental pattern recognition mental pattern recognition mental pattern recognition . If something is . If something is . If something is truly useful, even truly useful, even truly useful, even partially, it's still far more useful partially, it's still far more useful partially, it's still far more useful than 95% of the other cold emails than 95% of the other cold emails than 95% of the other cold emails you'll receive. And well, I'm trying not to you'll receive. And well, I'm trying not to you'll receive. And well, I'm trying not to make this sound like the make this sound like the make this sound like the standard is really low, guys, but it standard is really low, guys, but it standard is really low, guys, but it 's pretty low. The standard is 's pretty low. The standard is 's pretty low. The standard is basically any effort. Like, basically any effort. Like, basically any effort. Like, did they make any effort or just did they make any effort or just did they make any effort or just follow the templates? If you follow follow the templates? If you follow follow the templates? If you follow templates, you won't have good templates, you won't have good templates, you won't have good response rates, and if you do any of the response rates, and if you do any of the response rates, and if you do any of the things we talked about today with purpose, you'll already be things we talked about today with purpose, you'll already be things we talked about today with purpose, you'll already be ahead of most.

ahead of most. Thanks, Matt. I do Thanks, Matt. I do n't know if that was n't know if that was n't know if that was specific enough. No specific enough. No specific enough. No no. I think so. Well, for no. I think so. Well, for no. I think so. Well, for anyone else who wants to anyone else who wants to anyone else who wants to learn more about learn more about learn more about Matt's inbox, even if they don't work Matt's inbox, even if they don't work Matt's inbox, even if they don't work in software, it's a very good in software, it's a very good in software, it's a very good insight into how senior insight into how senior insight into how senior members of an organization will view their members of an organization will view their members of an organization will view their proposals; And, you know, I proposals; And, you know, I proposals; And, you know, I highly recommend that you join us highly recommend that you join us highly recommend that you join us at the next workshop we'll be having in at the next workshop we'll be having in at the next workshop we'll be having in mid-November. It's the mid-November. It's the mid-November. It's the perfect time to get ahead of January by perfect time to get ahead of January by perfect time to get ahead of January by seeing what not to do, seeing what not to do, seeing what not to do, based on Matt's inbox based on Matt's inbox based on Matt's inbox . So, thank you all for . So, thank you all for . So, thank you all for attending today. There will be a attending today. There will be a attending today. There will be a follow-up email within follow-up email within follow-up email within 24 hours with a copy of 24 hours with a copy of 24 hours with a copy of today's recording, along with any of the today's recording, along with any of the today's recording, along with any of the resources we discussed today. If resources we discussed today. If resources we discussed today. If you'd like to get in touch with Matt or you'd like to get in touch with Matt or you'd like to get in touch with Matt or me, I'm putting our me, I'm putting our me, I'm putting our email addresses in email addresses in email addresses in the chat right now. But thanks the chat right now. But thanks the chat right now. But thanks again for joining us and we'll see you again for joining us and we'll see you again for joining us and we'll see you in a month.

in a month. in a month. And if your question wasn't answered, And if your question wasn't answered, And if your question wasn't answered, simply send us an email and simply send us an email and simply send us an email and we'll see what we can do to give you we'll see what we can do to give you we'll see what we can do to give you a solid answer. Thank you also a solid answer. Thank you also a solid answer. Thank you also for being here. Thank you. for being here. Thank you. for being here. Thank you. I hope this has been helpful. Don't forget to leave I hope this has been helpful. Don't forget to leave I hope this has been helpful. Don't forget to leave comments. So if I did a comments. So if I did a comments. So if I did a terrible job, please let me terrible job, please let me terrible job, please let me know. If there are specific things know. If there are specific things know. If there are specific things James and I can add to the next one, James and I can add to the next one, James and I can add to the next one, please let us know. Thank you please let us know. Thank you please let us know. Thank you very much. We want it to be as useful as very much. We want it to be as useful as very much. We want it to be as useful as possible. Greetings to all. possible. Greetings to all.