Beat seasonality with email (Do these TWO things) | Hunter.io

Hi everyone. Uh welcome to today's Hi everyone. Uh welcome to today's webinar around uh the seasonality webinar around uh the seasonality webinar around uh the seasonality element of email outreach. Um I'm James, element of email outreach. Um I'm James, element of email outreach. Um I'm James, the head of marketing here at Hunter. the head of marketing here at Hunter. the head of marketing here at Hunter. I'm joined by who is our senior content I'm joined by who is our senior content I'm joined by who is our senior content uh manager. We're going to start within uh manager. We're going to start within uh manager. We're going to start within the next two minutes, but as always, we the next two minutes, but as always, we the next two minutes, but as always, we like to give people the chance to to hop like to give people the chance to to hop like to give people the chance to to hop on board and and to join the webinar um on board and and to join the webinar um on board and and to join the webinar um so that they don't miss any of the the so that they don't miss any of the the so that they don't miss any of the the content uh that we have to to share with content uh that we have to to share with content uh that we have to to share with you today. So, before we do uh get into you today. So, before we do uh get into you today. So, before we do uh get into that, um real quickly, I would love to that, um real quickly, I would love to that, um real quickly, I would love to hear where everyone is joining us from hear where everyone is joining us from hear where everyone is joining us from today. Um I'm joining from uh Ashburn, today. Um I'm joining from uh Ashburn, today. Um I'm joining from uh Ashburn, Virginia in in the United States. Uh Virginia in in the United States. Uh Virginia in in the United States. Uh it's 9:00 a.m. here, but as you can tell it's 9:00 a.m. here, but as you can tell it's 9:00 a.m. here, but as you can tell probably from my accent, um I'm from probably from my accent, um I'm from probably from my accent, um I'm from England. Jeek, how about you? Where are England. Jeek, how about you? Where are England. Jeek, how about you? Where are you from? you from? you from? >> Uh, I'm Polish. I'm in Poland, VWA, >> Uh, I'm Polish. I'm in Poland, VWA, >> Uh, I'm Polish. I'm in Poland, VWA, Poland. Uh, it's really nice outside Poland. Uh, it's really nice outside Poland. Uh, it's really nice outside today. Um, yeah, happy to be here and today. Um, yeah, happy to be here and today. Um, yeah, happy to be here and thanks for joining everyone. thanks for joining everyone. thanks for joining everyone. >> I can see. Okay, we have uh Austin, >> I can see. Okay, we have uh Austin, >> I can see. Okay, we have uh Austin, Connecticut, Toronto, Cologne, Connecticut, Toronto, Cologne, Connecticut, Toronto, Cologne, yeah, South Africa, UK, yeah, South Africa, UK, yeah, South Africa, UK, Portugal. Yeah, this is uh this is one Portugal. Yeah, this is uh this is one Portugal. Yeah, this is uh this is one of the the great things about getting to of the the great things about getting to of the the great things about getting to do the these webinars at at this sort of do the these webinars at at this sort of do the these webinars at at this sort of time. It's a good time to be able to get time. It's a good time to be able to get time. It's a good time to be able to get everyone on and you know for some people everyone on and you know for some people everyone on and you know for some people they're just starting the day um I'm they're just starting the day um I'm they're just starting the day um I'm very impressed by Anisha joining us from very impressed by Anisha joining us from very impressed by Anisha joining us from Texas. I know it's pretty early for you Texas. I know it's pretty early for you Texas. I know it's pretty early for you but uh yeah I think this is uh going to but uh yeah I think this is uh going to but uh yeah I think this is uh going to be a really exciting um webinar today be a really exciting um webinar today be a really exciting um webinar today and and if there's one thing that people and and if there's one thing that people and and if there's one thing that people should look forward to in terms of what

should look forward to in terms of what should look forward to in terms of what we're going to be talking about if you we're going to be talking about if you we're going to be talking about if you could pick anything from the slides um could pick anything from the slides um could pick anything from the slides um what would that be? what would that be? what would that be? >> Oh good question. I'm not prepared, but >> Oh good question. I'm not prepared, but >> Oh good question. I'm not prepared, but I think I would say it's there's some I think I would say it's there's some I think I would say it's there's some data that we pulled uh from our own data that we pulled uh from our own data that we pulled uh from our own product that shows you product that shows you product that shows you you should be sending email outreach all you should be sending email outreach all you should be sending email outreach all year round. uh even though there's at year round. uh even though there's at year round. uh even though there's at the same time there's some seasonality the same time there's some seasonality the same time there's some seasonality to it which we'll get into and you know to it which we'll get into and you know to it which we'll get into and you know there's rarely any data behind these there's rarely any data behind these there's rarely any data behind these claims and this time we're we're happy claims and this time we're we're happy claims and this time we're we're happy to to have some meat for you to to have some meat for you to to have some meat for you not bearing the lead there. Um I'm not bearing the lead there. Um I'm not bearing the lead there. Um I'm excited everyone to uh to be able to excited everyone to uh to be able to excited everyone to uh to be able to help you all to sort of get ahead of the help you all to sort of get ahead of the help you all to sort of get ahead of the September rush. I know for a lot of our September rush. I know for a lot of our September rush. I know for a lot of our for our users and a lot of people to for our users and a lot of people to for our users and a lot of people to join today, September and October is a join today, September and October is a join today, September and October is a very busy period and there's no reason very busy period and there's no reason very busy period and there's no reason that you shouldn't feel prepared for it. that you shouldn't feel prepared for it. that you shouldn't feel prepared for it. And hopefully this session will give you And hopefully this session will give you And hopefully this session will give you um some ideas on on how you can really um some ideas on on how you can really um some ideas on on how you can really make the most out of the next two make the most out of the next two make the most out of the next two months. I know it's still the middle of months. I know it's still the middle of months. I know it's still the middle of August and a lot of people are in and August and a lot of people are in and August and a lot of people are in and out of the office, but obviously the out of the office, but obviously the out of the office, but obviously the busy period is is about to to begin and busy period is is about to to begin and busy period is is about to to begin and um I'm mostly looking forward to being um I'm mostly looking forward to being um I'm mostly looking forward to being able to give you advice on not just able to give you advice on not just able to give you advice on not just looking at the next two months, but looking at the next two months, but looking at the next two months, but actually, you know, the you know, the actually, you know, the you know, the actually, you know, the you know, the 365 days that that sit ahead of you. So 365 days that that sit ahead of you. So 365 days that that sit ahead of you. So um thank you again everyone for joining.

um thank you again everyone for joining. um thank you again everyone for joining. So uh we're going to get started and uh So uh we're going to get started and uh So uh we're going to get started and uh can you just tell us a little bit more can you just tell us a little bit more can you just tell us a little bit more about yourself and what it is that you about yourself and what it is that you about yourself and what it is that you you do here at Hunter? you do here at Hunter? you do here at Hunter? >> Sure. Uh so hello everyone. Hello again. >> Sure. Uh so hello everyone. Hello again. >> Sure. Uh so hello everyone. Hello again. Uh I'm Jamck and I'm the senior content Uh I'm Jamck and I'm the senior content Uh I'm Jamck and I'm the senior content manager at Hunter. Uh which means uh manager at Hunter. Uh which means uh manager at Hunter. Uh which means uh some of the emails that you receive uh I some of the emails that you receive uh I some of the emails that you receive uh I I write. I hope you you enjoy receiving I write. I hope you you enjoy receiving I write. I hope you you enjoy receiving them. I try to make them as valuable as them. I try to make them as valuable as them. I try to make them as valuable as possible. Um, I think of my job as u possible. Um, I think of my job as u possible. Um, I think of my job as u just trying to make everyone that's just trying to make everyone that's just trying to make everyone that's using Hunter a bit more successful uh by using Hunter a bit more successful uh by using Hunter a bit more successful uh by sharing what we learn um what we think sharing what we learn um what we think sharing what we learn um what we think is the best way to use the product and is the best way to use the product and is the best way to use the product and then they also conduct a lot of research then they also conduct a lot of research then they also conduct a lot of research on trying to trying to figure out really on trying to trying to figure out really on trying to trying to figure out really the best practices for writing emails the best practices for writing emails the best practices for writing emails for deliverability for deliverability for deliverability uh for things like we're going to uh for things like we're going to uh for things like we're going to discuss today which is when you should discuss today which is when you should discuss today which is when you should reach out what you should say depending reach out what you should say depending reach out what you should say depending depending on the season, all that stuff. depending on the season, all that stuff. depending on the season, all that stuff. I I try to find data to to share best I I try to find data to to share best I I try to find data to to share best practices that you can trust and that practices that you can trust and that practices that you can trust and that even incrementally improve your reply even incrementally improve your reply even incrementally improve your reply rates.

rates. rates. >> Great. Thank you, JK. And uh for anyone >> Great. Thank you, JK. And uh for anyone >> Great. Thank you, JK. And uh for anyone who wasn't on on the the webinar at the who wasn't on on the the webinar at the who wasn't on on the the webinar at the time, so I'm James, the head of time, so I'm James, the head of time, so I'm James, the head of marketing. Um I'm really here to kind of marketing. Um I'm really here to kind of marketing. Um I'm really here to kind of give you some inspiration about what you give you some inspiration about what you give you some inspiration about what you can do beyond uh the next couple of can do beyond uh the next couple of can do beyond uh the next couple of months. Um, but also I'm here to help uh months. Um, but also I'm here to help uh months. Um, but also I'm here to help uh answer your questions as Jamck is. And answer your questions as Jamck is. And answer your questions as Jamck is. And if you have any that that you uh that if you have any that that you uh that if you have any that that you uh that come to mind for you as we go through, come to mind for you as we go through, come to mind for you as we go through, please do leave those within either the please do leave those within either the please do leave those within either the chat or the questions tab that you'll chat or the questions tab that you'll chat or the questions tab that you'll see in the bottom right of your browser see in the bottom right of your browser see in the bottom right of your browser um uh in this webinar right now. So um um uh in this webinar right now. So um um uh in this webinar right now. So um without further ado, I would love to without further ado, I would love to without further ado, I would love to kind of uh take it away and and talk to kind of uh take it away and and talk to kind of uh take it away and and talk to us about what we're going to be us about what we're going to be us about what we're going to be learning. learning. learning. >> Thank you, James. Yes. So as we as we >> Thank you, James. Yes. So as we as we >> Thank you, James. Yes. So as we as we teased uh we're going to discuss teased uh we're going to discuss teased uh we're going to discuss seasonality in animal outreach some of seasonality in animal outreach some of seasonality in animal outreach some of the related findings from um a recent the related findings from um a recent the related findings from um a recent piece of research that we've published piece of research that we've published piece of research that we've published and that um we run on our own internal and that um we run on our own internal and that um we run on our own internal data u we'll we'll briefly cover the data u we'll we'll briefly cover the data u we'll we'll briefly cover the methodology um I'll talk to you about methodology um I'll talk to you about methodology um I'll talk to you about what we found and then we'll talk about what we found and then we'll talk about what we found and then we'll talk about solutions. So how you should approach solutions. So how you should approach solutions. So how you should approach making the most out of uh what what making the most out of uh what what making the most out of uh what what you're going to learn. Uh so without you're going to learn. Uh so without you're going to learn. Uh so without further ado uh let me jump into quickly further ado uh let me jump into quickly further ado uh let me jump into quickly telling you uh what we aimed to analyze telling you uh what we aimed to analyze telling you uh what we aimed to analyze and the data that we used. Um I was and the data that we used. Um I was and the data that we used. Um I was really interested in seeing if there's really interested in seeing if there's really interested in seeing if there's any specific time of year that's better

any specific time of year that's better any specific time of year that's better uh for email outreach than others. And uh for email outreach than others. And uh for email outreach than others. And um the way I did it is I pulled uh data um the way I did it is I pulled uh data um the way I did it is I pulled uh data from Hunter sequences. As you know, we from Hunter sequences. As you know, we from Hunter sequences. As you know, we have this part of the product that helps have this part of the product that helps have this part of the product that helps you send email outreach uh in an fairly you send email outreach uh in an fairly you send email outreach uh in an fairly automated way. We've had it for a while, automated way. We've had it for a while, automated way. We've had it for a while, which means we have years worth of data which means we have years worth of data which means we have years worth of data on what's working and what what isn't. on what's working and what what isn't. on what's working and what what isn't. This has also powered some other uh This has also powered some other uh This has also powered some other uh research pieces that we've uh been research pieces that we've uh been research pieces that we've uh been publishing. Uh but in this specific uh publishing. Uh but in this specific uh publishing. Uh but in this specific uh research, we've looked at five years research, we've looked at five years research, we've looked at five years worth of data. So, we went back to 2021 worth of data. So, we went back to 2021 worth of data. So, we went back to 2021 and we found almost 15,000 qualifying and we found almost 15,000 qualifying and we found almost 15,000 qualifying senders. And what I've done is I looked senders. And what I've done is I looked senders. And what I've done is I looked at their success rates month by month at their success rates month by month at their success rates month by month essentially comparing uh their own essentially comparing uh their own essentially comparing uh their own performance against um itself. So, for performance against um itself. So, for performance against um itself. So, for example, James here is sending emails. example, James here is sending emails. example, James here is sending emails. Let's say in 2024 his average reply rate Let's say in 2024 his average reply rate Let's say in 2024 his average reply rate was 5%. was 5%. was 5%. uh if in September he got 7% then I uh if in September he got 7% then I uh if in September he got 7% then I would treat that as a signal that would treat that as a signal that would treat that as a signal that September is a at least a slightly September is a at least a slightly September is a at least a slightly better month and then I would pull that better month and then I would pull that better month and then I would pull that uh for those 15,000 uh for those 15,000 uh for those 15,000 14,500 14,500 14,500 um senders and um that's how we got the um senders and um that's how we got the um senders and um that's how we got the results. The first thing I want to point results. The first thing I want to point results. The first thing I want to point out though is uh a pretty staggering out though is uh a pretty staggering out though is uh a pretty staggering finding for me. I I I knew this was the finding for me. I I I knew this was the finding for me. I I I knew this was the case. You know, we've looked at it case. You know, we've looked at it case. You know, we've looked at it year-over-year, but it was really year-over-year, but it was really year-over-year, but it was really shocking to see uh reply rates steadily

shocking to see uh reply rates steadily shocking to see uh reply rates steadily uh but surely dropping year-over-year. uh but surely dropping year-over-year. uh but surely dropping year-over-year. Um if you if you look at 2021, uh the Um if you if you look at 2021, uh the Um if you if you look at 2021, uh the average reply rate was just about just average reply rate was just about just average reply rate was just about just above 4.5% above 4.5% above 4.5% and now we're below 3% on average. Again and now we're below 3% on average. Again and now we're below 3% on average. Again uh the the overall drop compared to 2021 uh the the overall drop compared to 2021 uh the the overall drop compared to 2021 is about 45%. is about 45%. is about 45%. We know in this time spam filters became We know in this time spam filters became We know in this time spam filters became stricter. You know Google Outlook they stricter. You know Google Outlook they stricter. You know Google Outlook they published additional guidelines for mass published additional guidelines for mass published additional guidelines for mass senders and this definitely contributed. senders and this definitely contributed. senders and this definitely contributed. It's also the case that the channel is It's also the case that the channel is It's also the case that the channel is more saturated. AI definitely is a is a more saturated. AI definitely is a is a more saturated. AI definitely is a is a factor there where you know AI and factor there where you know AI and factor there where you know AI and tooling makes it easy for everyone to to tooling makes it easy for everyone to to tooling makes it easy for everyone to to to spin up a campaign uh in in a short to spin up a campaign uh in in a short to spin up a campaign uh in in a short amount of time. Um but yeah we have to amount of time. Um but yeah we have to amount of time. Um but yeah we have to face the fact that u no matter how you face the fact that u no matter how you face the fact that u no matter how you count it reply rates have been dropping count it reply rates have been dropping count it reply rates have been dropping over the last five years. Um over the last five years. Um over the last five years. Um and uh yeah we can't still send the same and uh yeah we can't still send the same and uh yeah we can't still send the same email that used to work in 2021. Um the email that used to work in 2021. Um the email that used to work in 2021. Um the market has changed. Uh what used to work market has changed. Uh what used to work market has changed. Uh what used to work doesn't anymore. And we believe I doesn't anymore. And we believe I doesn't anymore. And we believe I definitely believe uh that definitely believe uh that definitely believe uh that leaning on volume will not magically fix leaning on volume will not magically fix leaning on volume will not magically fix it. Uh you know it's a it's an instinct it. Uh you know it's a it's an instinct it. Uh you know it's a it's an instinct to just send more emails to get the same to just send more emails to get the same to just send more emails to get the same amount of replies. But actually the data amount of replies. But actually the data amount of replies. But actually the data also tells us from other pieces of

also tells us from other pieces of also tells us from other pieces of research that we've run that it's not a research that we've run that it's not a research that we've run that it's not a silver bullet. um volume uh silver bullet. um volume uh silver bullet. um volume uh disproportionately will lower your reply disproportionately will lower your reply disproportionately will lower your reply rates overall. So part of this webinar rates overall. So part of this webinar rates overall. So part of this webinar is trying to uh you know share what we is trying to uh you know share what we is trying to uh you know share what we found in a way that helps you mitigate found in a way that helps you mitigate found in a way that helps you mitigate this overall drop in reply rates. you this overall drop in reply rates. you this overall drop in reply rates. you want to find ways to uh increase your want to find ways to uh increase your want to find ways to uh increase your reply rates and in this webinar reply rates and in this webinar reply rates and in this webinar specifically we'll share things that are specifically we'll share things that are specifically we'll share things that are related to the seasonality as well as related to the seasonality as well as related to the seasonality as well as having a strategy for the entire year having a strategy for the entire year having a strategy for the entire year year. So you know some some findings and year. So you know some some findings and year. So you know some some findings and related actions that we'll recommend related actions that we'll recommend related actions that we'll recommend that can help you mitigate this um the that can help you mitigate this um the that can help you mitigate this um the change in the in the nature of the change in the in the nature of the change in the in the nature of the channel that's happened over the last channel that's happened over the last channel that's happened over the last five years. five years. five years. The first thing is prepare for the high The first thing is prepare for the high The first thing is prepare for the high season which is when exactly is the the season which is when exactly is the the season which is when exactly is the the main question we we had. main question we we had. main question we we had. Uh if you if you've watched our blog uh Uh if you if you've watched our blog uh Uh if you if you've watched our blog uh you can go to um a recent article that you can go to um a recent article that you can go to um a recent article that has more data if you want to dig in has more data if you want to dig in has more data if you want to dig in here. I'll just briefly share what we here. I'll just briefly share what we here. I'll just briefly share what we found on the on the seasonality.

found on the on the seasonality. found on the on the seasonality. uh especially if you're uh your your uh especially if you're uh your your uh especially if you're uh your your recipients are in Americas uh so the AM recipients are in Americas uh so the AM recipients are in Americas uh so the AM er region there's definitely a strong er region there's definitely a strong er region there's definitely a strong seasonality effect uh around late seasonality effect uh around late seasonality effect uh around late September and October as well as September and October as well as September and October as well as February and March these months have a February and March these months have a February and March these months have a higher reply rates on average so if you higher reply rates on average so if you higher reply rates on average so if you compare you know the performance for the compare you know the performance for the compare you know the performance for the average sender the average sender average sender the average sender average sender the average sender performs better in those months. performs better in those months. performs better in those months. The effect isn't huge like you can see The effect isn't huge like you can see The effect isn't huge like you can see on the chart um even for Septe October on the chart um even for Septe October on the chart um even for Septe October sorry which is the the best performing sorry which is the the best performing sorry which is the the best performing month on average the effect is less than month on average the effect is less than month on average the effect is less than 10%. So it's not a deal breaker in any 10%. So it's not a deal breaker in any 10%. So it's not a deal breaker in any sense and it's also one of the findings sense and it's also one of the findings sense and it's also one of the findings that we'll focus on but the effect is that we'll focus on but the effect is that we'll focus on but the effect is there. It's definitely not as strong in there. It's definitely not as strong in there. It's definitely not as strong in other regions. So uh in uh in Europe, other regions. So uh in uh in Europe, other regions. So uh in uh in Europe, Middle East Asia, the effect is less Middle East Asia, the effect is less Middle East Asia, the effect is less pronounced. It's the same months that pronounced. It's the same months that pronounced. It's the same months that perform better, but it's less perform better, but it's less perform better, but it's less consistent. Uh if you can if you if you consistent. Uh if you can if you if you consistent. Uh if you can if you if you look closely at the chart, you can see look closely at the chart, you can see look closely at the chart, you can see for all the five years that we looked for all the five years that we looked for all the five years that we looked at, October was the the strongest month.

at, October was the the strongest month. at, October was the the strongest month. Um so that finding is quite credible and Um so that finding is quite credible and Um so that finding is quite credible and you can definitely uh take it into you can definitely uh take it into you can definitely uh take it into consideration. I I have to say uh every consideration. I I have to say uh every consideration. I I have to say uh every business may have its own seasonality. business may have its own seasonality. business may have its own seasonality. If you if you sell Christmas trees If you if you sell Christmas trees If you if you sell Christmas trees October, I'm not maybe it's a bit too October, I'm not maybe it's a bit too October, I'm not maybe it's a bit too early. Definitely uh March is too late. early. Definitely uh March is too late. early. Definitely uh March is too late. So there's seasonality that is just So there's seasonality that is just So there's seasonality that is just baked into the nature of your business. baked into the nature of your business. baked into the nature of your business. This is average and you should um you This is average and you should um you This is average and you should um you know uh take it with a grain of salt. Of know uh take it with a grain of salt. Of know uh take it with a grain of salt. Of course, course, course, another finding that uh comes from our another finding that uh comes from our another finding that uh comes from our data is that the volume of email data is that the volume of email data is that the volume of email outreach that hunters users are sending outreach that hunters users are sending outreach that hunters users are sending doesn't really match the seasonality doesn't really match the seasonality doesn't really match the seasonality that we found. It's really interesting that we found. It's really interesting that we found. It's really interesting because the the relationship for both because the the relationship for both because the the relationship for both peaks, so the September October peak as peaks, so the September October peak as peaks, so the September October peak as well as um the peak that happens uh uh well as um the peak that happens uh uh well as um the peak that happens uh uh in the spring uh the volume slightly in the spring uh the volume slightly in the spring uh the volume slightly misses the the window of best replies.

misses the the window of best replies. misses the the window of best replies. So what this chart shows you is while So what this chart shows you is while So what this chart shows you is while reply rates peak in October, reply rates peak in October, reply rates peak in October, volume of email address that users are volume of email address that users are volume of email address that users are sending actually peaks slightly after sending actually peaks slightly after sending actually peaks slightly after that. So you could say that most senders that. So you could say that most senders that. So you could say that most senders miss the big windows for uh optimal miss the big windows for uh optimal miss the big windows for uh optimal reply rates. reply rates. reply rates. And now the question is with all that in And now the question is with all that in And now the question is with all that in mind you know that you know unless you mind you know that you know unless you mind you know that you know unless you have some other seasonality that have some other seasonality that have some other seasonality that completely nullifies these findings if completely nullifies these findings if completely nullifies these findings if you want to leverage the high season of you want to leverage the high season of you want to leverage the high season of September and October this is the time September and October this is the time September and October this is the time to prepare. Uh we've seen that most to prepare. Uh we've seen that most to prepare. Uh we've seen that most senders miss it. It could be it could senders miss it. It could be it could senders miss it. It could be it could well be that u it's because they start well be that u it's because they start well be that u it's because they start preparing too late and so we would preparing too late and so we would preparing too late and so we would recommend you know given everything that recommend you know given everything that recommend you know given everything that needs to happen for a successful uh needs to happen for a successful uh needs to happen for a successful uh outreach campaign we think the time to outreach campaign we think the time to outreach campaign we think the time to start preparing is now and I'll just start preparing is now and I'll just start preparing is now and I'll just share a couple of pointers um you know share a couple of pointers um you know share a couple of pointers um you know the first thing that you need of course the first thing that you need of course the first thing that you need of course is a is a lead list and discover can is a is a lead list and discover can is a is a lead list and discover can help you there uh help you there uh help you there uh on all hunter plans. Discovery is free.

on all hunter plans. Discovery is free. on all hunter plans. Discovery is free. Uh paid users have access to additional Uh paid users have access to additional Uh paid users have access to additional filters and simply more data. But um the filters and simply more data. But um the filters and simply more data. But um the time to build your list is is right now. time to build your list is is right now. time to build your list is is right now. You're going to need to uh verify it. Um You're going to need to uh verify it. Um You're going to need to uh verify it. Um segment and set everything else up. So I segment and set everything else up. So I segment and set everything else up. So I would start there. If you have existing would start there. If you have existing would start there. If you have existing lead lists uh saved in Hunter or lead lists uh saved in Hunter or lead lists uh saved in Hunter or elsewhere, uh I would remind you that um elsewhere, uh I would remind you that um elsewhere, uh I would remind you that um before this high season, it's it's a before this high season, it's it's a before this high season, it's it's a good idea to reverify them. We have good idea to reverify them. We have good idea to reverify them. We have research showing that uh even after research showing that uh even after research showing that uh even after three months since verification uh lead three months since verification uh lead three months since verification uh lead list get dangerously stale. Meaning that list get dangerously stale. Meaning that list get dangerously stale. Meaning that uh the the proportion of emails that go uh the the proportion of emails that go uh the the proportion of emails that go invalid because people change jobs or invalid because people change jobs or invalid because people change jobs or things happen uh you know maybe things happen uh you know maybe things happen uh you know maybe companies move their domains or whatever companies move their domains or whatever companies move their domains or whatever else. um the proportion of emails that else. um the proportion of emails that else. um the proportion of emails that are uh invalid becomes dangerous in the are uh invalid becomes dangerous in the are uh invalid becomes dangerous in the sense of you're going to your your sense of you're going to your your sense of you're going to your your bounce rate will will will be high bounce rate will will will be high bounce rate will will will be high enough to cause deliverability issues. enough to cause deliverability issues. enough to cause deliverability issues. So we recommend reverifying after every So we recommend reverifying after every So we recommend reverifying after every send. You can take the approach of send. You can take the approach of send. You can take the approach of reverifying monthly or or bimonthly, but reverifying monthly or or bimonthly, but reverifying monthly or or bimonthly, but definitely uh if you're planning big definitely uh if you're planning big definitely uh if you're planning big pushes in September and October, uh make pushes in September and October, uh make pushes in September and October, uh make sure you reverify if you have existing sure you reverify if you have existing sure you reverify if you have existing leads.

leads. leads. Then another question to answer is how Then another question to answer is how Then another question to answer is how many people you want to contact in that many people you want to contact in that many people you want to contact in that period and how many domains and email period and how many domains and email period and how many domains and email accounts you need to reach those buyers accounts you need to reach those buyers accounts you need to reach those buyers in that period. Um unfortunately in that period. Um unfortunately in that period. Um unfortunately it is the case that a single email it is the case that a single email it is the case that a single email domain and a single email account can domain and a single email account can domain and a single email account can only get you so far. uh we recommend you only get you so far. uh we recommend you only get you so far. uh we recommend you know if your email account is brand new know if your email account is brand new know if your email account is brand new we recommend start starting around 10 15 we recommend start starting around 10 15 we recommend start starting around 10 15 emails per day that uh can grow as your emails per day that uh can grow as your emails per day that uh can grow as your email account and domain gets warm but email account and domain gets warm but email account and domain gets warm but there's still a cap. Um, our data shows there's still a cap. Um, our data shows there's still a cap. Um, our data shows that no matter what you do, going over a that no matter what you do, going over a that no matter what you do, going over a 100 emails sent from a single email 100 emails sent from a single email 100 emails sent from a single email account per day will get you in trouble account per day will get you in trouble account per day will get you in trouble in terms of deliverability just because in terms of deliverability just because in terms of deliverability just because uh spam filters or email service uh spam filters or email service uh spam filters or email service providers will start will start treating providers will start will start treating providers will start will start treating you a bit differently as a mass sender you a bit differently as a mass sender you a bit differently as a mass sender and uh it's just not optimal for the and uh it's just not optimal for the and uh it's just not optimal for the nature of email outreach that most nature of email outreach that most nature of email outreach that most Hunter users engage in. So the solution Hunter users engage in. So the solution Hunter users engage in. So the solution uh is not to limit your uh uh ambitions.

uh is not to limit your uh uh ambitions. uh is not to limit your uh uh ambitions. It's to simply get more email accounts It's to simply get more email accounts It's to simply get more email accounts and uh if needed more domains to send and uh if needed more domains to send and uh if needed more domains to send those emails in the time period that you those emails in the time period that you those emails in the time period that you that you want to send them in. We have that you want to send them in. We have that you want to send them in. We have an uh outreach calculator that makes an uh outreach calculator that makes an uh outreach calculator that makes this this a bit easier. Um I I put the this this a bit easier. Um I I put the this this a bit easier. Um I I put the link here and we'll we'll leave it in link here and we'll we'll leave it in link here and we'll we'll leave it in the chat as well uh just so it's easier. the chat as well uh just so it's easier. the chat as well uh just so it's easier. um you go you go to this free tool. Uh um you go you go to this free tool. Uh um you go you go to this free tool. Uh it's completely free on the Hunter it's completely free on the Hunter it's completely free on the Hunter website and uh basically uh what it website and uh basically uh what it website and uh basically uh what it helps you uh figure out is how many uh helps you uh figure out is how many uh helps you uh figure out is how many uh email accounts you're going to need to email accounts you're going to need to email accounts you're going to need to contact the the amount of people that contact the the amount of people that contact the the amount of people that you want to contact in. you want to contact in. you want to contact in. And then uh another thing is warming up. And then uh another thing is warming up. And then uh another thing is warming up. Um if you create animal account today uh Um if you create animal account today uh Um if you create animal account today uh leave it be for a month and come leave it be for a month and come leave it be for a month and come September you want to hit the ground September you want to hit the ground September you want to hit the ground running it won't be uh warm enough to running it won't be uh warm enough to running it won't be uh warm enough to get you high deliverability with a high get you high deliverability with a high get you high deliverability with a high uh daily sending volume. You need to uh daily sending volume. You need to uh daily sending volume. You need to start small and gradually uh grow daily start small and gradually uh grow daily start small and gradually uh grow daily sending volume for each account that you sending volume for each account that you sending volume for each account that you use to send your emails. And Hunter use to send your emails. And Hunter use to send your emails. And Hunter makes it easy with um inbox protection.

makes it easy with um inbox protection. makes it easy with um inbox protection. We also have this uh tool that helps you We also have this uh tool that helps you We also have this uh tool that helps you figure out the pace that you should take figure out the pace that you should take figure out the pace that you should take to warm up your email account. Email to warm up your email account. Email to warm up your email account. Email warm-up calculator. I recommend you take warm-up calculator. I recommend you take warm-up calculator. I recommend you take a look. And if you want to automate this a look. And if you want to automate this a look. And if you want to automate this process, then we have this feature process, then we have this feature process, then we have this feature called inbox protection. You enable it called inbox protection. You enable it called inbox protection. You enable it in sequences. If you go to email account in sequences. If you go to email account in sequences. If you go to email account center, that's where you see all the center, that's where you see all the center, that's where you see all the email accounts you have integrated with email accounts you have integrated with email accounts you have integrated with Hunter. And for each email account, you Hunter. And for each email account, you Hunter. And for each email account, you can um turn this on. It's a it's a paid can um turn this on. It's a it's a paid can um turn this on. It's a it's a paid add-on feature. uh but it just makes add-on feature. uh but it just makes add-on feature. uh but it just makes your life so much easier uh especially your life so much easier uh especially your life so much easier uh especially if you're doing this at scale to warm up if you're doing this at scale to warm up if you're doing this at scale to warm up those accounts for you so you can hit those accounts for you so you can hit those accounts for you so you can hit the ground running come high season. the ground running come high season. the ground running come high season. So uh those are those are the uh four So uh those are those are the uh four So uh those are those are the uh four steps that I would recommend everyone at steps that I would recommend everyone at steps that I would recommend everyone at least consider or take right now. Then I least consider or take right now. Then I least consider or take right now. Then I want to um talk about about more want to um talk about about more want to um talk about about more takeaways that I have from the research. takeaways that I have from the research. takeaways that I have from the research. Um, we've covered that September, uh, Um, we've covered that September, uh, Um, we've covered that September, uh, late September really to October as well late September really to October as well late September really to October as well as February, March are windows of higher as February, March are windows of higher as February, March are windows of higher than average reply rates. Does that mean than average reply rates. Does that mean than average reply rates. Does that mean you should not send in September?

you should not send in September? you should not send in September? Shouldn't you send in April, May? If Shouldn't you send in April, May? If Shouldn't you send in April, May? If those months are slightly below average, those months are slightly below average, those months are slightly below average, I would say you should still send in I would say you should still send in I would say you should still send in those months because the seasonality those months because the seasonality those months because the seasonality swing is just a couple percentage swing is just a couple percentage swing is just a couple percentage points. So even for the best month um points. So even for the best month um points. So even for the best month um being October the the swing is less than being October the the swing is less than being October the the swing is less than 10%. Meaning that if your average reply 10%. Meaning that if your average reply 10%. Meaning that if your average reply rate is 2.5% rate is 2.5% rate is 2.5% that seasonality benefit G gets you to that seasonality benefit G gets you to that seasonality benefit G gets you to 2.7%. Which is it's meaningful. It's a 2.7%. Which is it's meaningful. It's a 2.7%. Which is it's meaningful. It's a it's a nice incremental change uh for it's a nice incremental change uh for it's a nice incremental change uh for the better, but it's not a deal breaker. the better, but it's not a deal breaker. the better, but it's not a deal breaker. And I would argue that it's actually And I would argue that it's actually And I would argue that it's actually December, April, May uh all those months December, April, May uh all those months December, April, May uh all those months uh that may seem quieter is that's when uh that may seem quieter is that's when uh that may seem quieter is that's when you should be showing up in your you should be showing up in your you should be showing up in your recipient inboxes where when your recipient inboxes where when your recipient inboxes where when your competitors are more quiet. The the competitors are more quiet. The the competitors are more quiet. The the challenge is what should you say in challenge is what should you say in challenge is what should you say in those months? Is it the same sequence those months? Is it the same sequence those months? Is it the same sequence that you send in September, December? that you send in September, December? that you send in September, December? Does it matter? U we have some ideas Does it matter? U we have some ideas Does it matter? U we have some ideas about that as well.

about that as well. about that as well. Uh, which leads me to instead of letting Uh, which leads me to instead of letting Uh, which leads me to instead of letting your sending capacity goes to waste in your sending capacity goes to waste in your sending capacity goes to waste in December, you know, you have email December, you know, you have email December, you know, you have email accounts connected, warmed up, probably accounts connected, warmed up, probably accounts connected, warmed up, probably you have leads waiting. Uh, it it would you have leads waiting. Uh, it it would you have leads waiting. Uh, it it would be a shame to wait uh until the next be a shame to wait uh until the next be a shame to wait uh until the next buying cycle to to re-engage those buying cycle to to re-engage those buying cycle to to re-engage those leads. We recommend that you have a year leads. We recommend that you have a year leads. We recommend that you have a year round strategy for outreach which uh round strategy for outreach which uh round strategy for outreach which uh includes different campaign types uh uh includes different campaign types uh uh includes different campaign types uh uh different ways of engaging your buyers different ways of engaging your buyers different ways of engaging your buyers throughout the year even in those throughout the year even in those throughout the year even in those technically quieter seasons which as technically quieter seasons which as technically quieter seasons which as you've seen you know January uh being you've seen you know January uh being you've seen you know January uh being the best example of people aren't the best example of people aren't the best example of people aren't getting that much outreach the the getting that much outreach the the getting that much outreach the the general volume that we're seeing uh general volume that we're seeing uh general volume that we're seeing uh hunter users send is quite low but hunter users send is quite low but hunter users send is quite low but That's actually also one of the months That's actually also one of the months That's actually also one of the months where reply rates are above average. So where reply rates are above average. So where reply rates are above average. So James, take it away with your ideas James, take it away with your ideas James, take it away with your ideas about uh forming a year around strategy. about uh forming a year around strategy. about uh forming a year around strategy. How do you go about u you know figuring How do you go about u you know figuring How do you go about u you know figuring out what to send which month? Um what's out what to send which month? Um what's out what to send which month? Um what's what's the best way to structure this?

what's the best way to structure this? what's the best way to structure this? >> Yeah, thank you JK. Um and thank you for >> Yeah, thank you JK. Um and thank you for >> Yeah, thank you JK. Um and thank you for walking us through sort of the the data walking us through sort of the the data walking us through sort of the the data that you you know you collected and that that you you know you collected and that that you you know you collected and that you've analyzed. And I think that um you've analyzed. And I think that um you've analyzed. And I think that um [clears throat] I don't believe that [clears throat] I don't believe that [clears throat] I don't believe that anyone will be surprised in this call anyone will be surprised in this call anyone will be surprised in this call that uh September and October are really that uh September and October are really that uh September and October are really peak periods for getting replies. It is peak periods for getting replies. It is peak periods for getting replies. It is typically especially if you're in a B2B typically especially if you're in a B2B typically especially if you're in a B2B um if you're selling to B2B, it is a um if you're selling to B2B, it is a um if you're selling to B2B, it is a typical period where people make buying typical period where people make buying typical period where people make buying decisions much like January and February decisions much like January and February decisions much like January and February and March um in the in the new calendar and March um in the in the new calendar and March um in the in the new calendar year represent the same opportunity. It year represent the same opportunity. It year represent the same opportunity. It you know these are periods that you you know these are periods that you you know these are periods that you would expect to have success with email would expect to have success with email would expect to have success with email outreach. [clears throat] outreach. [clears throat] outreach. [clears throat] But what I want to do um is to open up But what I want to do um is to open up But what I want to do um is to open up the possibility to you that actually the possibility to you that actually the possibility to you that actually while those periods are great while those periods are great while those periods are great opportunities for you, they are also um opportunities for you, they are also um opportunities for you, they are also um just a couple of options that you may just a couple of options that you may just a couple of options that you may have available to you throughout the have available to you throughout the have available to you throughout the year. And having a year- round strategy year. And having a year- round strategy year. And having a year- round strategy really is to think about outreach in a really is to think about outreach in a really is to think about outreach in a different way. Namely, outreach different way. Namely, outreach different way. Namely, outreach typically is thought about as this typically is thought about as this typically is thought about as this activity that you potentially just pull activity that you potentially just pull activity that you potentially just pull as a lever. I want to generate leads.

as a lever. I want to generate leads. as a lever. I want to generate leads. I'm gonna uh I'm going to put into into I'm gonna uh I'm going to put into into I'm gonna uh I'm going to put into into motion some email sequences to hopefully motion some email sequences to hopefully motion some email sequences to hopefully generate some interest. But that is generate some interest. But that is generate some interest. But that is ignorant of your your prospect's world. ignorant of your your prospect's world. ignorant of your your prospect's world. Your prospects live in their own world Your prospects live in their own world Your prospects live in their own world where they have different ways that where they have different ways that where they have different ways that they're moving through their their they're moving through their their they're moving through their their buying journey um through their buying journey um through their buying journey um through their day-to-day work. And unfortunately day-to-day work. And unfortunately day-to-day work. And unfortunately um they don't jump when we say jump. So um they don't jump when we say jump. So um they don't jump when we say jump. So what do we do instead? Well, we need to what do we do instead? Well, we need to what do we do instead? Well, we need to think about engaging uh leads throughout think about engaging uh leads throughout think about engaging uh leads throughout the year with the right emails that are the year with the right emails that are the year with the right emails that are based on the context of their world, based on the context of their world, based on the context of their world, your lead's world, as well as your own your lead's world, as well as your own your lead's world, as well as your own world. And I'm going to talk a little world. And I'm going to talk a little world. And I'm going to talk a little bit about how you can bring that to bit about how you can bring that to bit about how you can bring that to reality to generate replies throughout reality to generate replies throughout reality to generate replies throughout the year. the year. the year. So, [clears throat] if we think about So, [clears throat] if we think about So, [clears throat] if we think about your prospect world, um prospects are at your prospect world, um prospects are at your prospect world, um prospects are at different stages of awareness throughout different stages of awareness throughout different stages of awareness throughout the year. the year. the year. um something that is an urgent priority um something that is an urgent priority um something that is an urgent priority today could actually change tomorrow as today could actually change tomorrow as today could actually change tomorrow as something else makes its way up the list something else makes its way up the list something else makes its way up the list of priorities. of priorities. of priorities. Likewise, budgets, they can renew, they Likewise, budgets, they can renew, they Likewise, budgets, they can renew, they can shrink, they can expand. There are can shrink, they can expand. There are can shrink, they can expand. There are so many different variables that you so many different variables that you so many different variables that you have to consider that mean that someone have to consider that mean that someone have to consider that mean that someone may be interested um at a time that is may be interested um at a time that is may be interested um at a time that is not necessarily suitable for you, but um not necessarily suitable for you, but um not necessarily suitable for you, but um is suitable for for the lead. Holidays, is suitable for for the lead. Holidays, is suitable for for the lead. Holidays, you know, we're in we are in August you know, we're in we are in August you know, we're in we are in August right now as we are recording this right now as we are recording this right now as we are recording this session. um July, August typically again session. um July, August typically again session. um July, August typically again in B2B that's a very quiet period but in B2B that's a very quiet period but in B2B that's a very quiet period but it's a quiet period for purchasing it's a quiet period for purchasing it's a quiet period for purchasing decisions. It's not a quiet period for decisions. It's not a quiet period for decisions. It's not a quiet period for work. People are still working. They're work. People are still working. They're work. People are still working. They're just not really in the mindset that

just not really in the mindset that just not really in the mindset that they're going to be making budgetary they're going to be making budgetary they're going to be making budgetary decisions. Um and that has a knock on decisions. Um and that has a knock on decisions. Um and that has a knock on effect. It means that decision makers um effect. It means that decision makers um effect. It means that decision makers um are going to be on holiday. So if Jeck are going to be on holiday. So if Jeck are going to be on holiday. So if Jeck wanted to for instance introduce me to wanted to for instance introduce me to wanted to for instance introduce me to something that one of our attendees something that one of our attendees something that one of our attendees today has a solution um that could help today has a solution um that could help today has a solution um that could help him and help our team. Um, if I'm out on him and help our team. Um, if I'm out on him and help our team. Um, if I'm out on PTO, then I'm not going to be able to PTO, then I'm not going to be able to PTO, then I'm not going to be able to make a decision on that budget. Um, and make a decision on that budget. Um, and make a decision on that budget. Um, and that really means that it's going to be that really means that it's going to be that really means that it's going to be something that's going to delay you. something that's going to delay you. something that's going to delay you. It's going to delay the person who may It's going to delay the person who may It's going to delay the person who may be interested in you. Um, and be interested in you. Um, and be interested in you. Um, and ultimately, um, it's going to add to the ultimately, um, it's going to add to the ultimately, um, it's going to add to the to the to the backlog of of of inbox to the to the backlog of of of inbox to the to the backlog of of of inbox items to clean up, um, throughout the items to clean up, um, throughout the items to clean up, um, throughout the year, um, sorry, throughout the year, um, sorry, throughout the year, um, sorry, throughout the throughout the summer period that that I throughout the summer period that that I throughout the summer period that that I have to deal with. And lastly, if you have to deal with. And lastly, if you have to deal with. And lastly, if you are um pushy or if something you share are um pushy or if something you share are um pushy or if something you share is irrelevant at this time of year, it's is irrelevant at this time of year, it's is irrelevant at this time of year, it's more likely to um frustrate the more likely to um frustrate the more likely to um frustrate the recipient if they do see it um and recipient if they do see it um and recipient if they do see it um and ignore you. And it's not really going to ignore you. And it's not really going to ignore you. And it's not really going to create that relationship that ultimately create that relationship that ultimately create that relationship that ultimately any marketing and sales activity is any marketing and sales activity is any marketing and sales activity is designed to build. It's a designed to build. It's a designed to build. It's a relationshipdriven relationshipdriven relationshipdriven um world that we all live in on this um world that we all live in on this um world that we all live in on this webinar today.

webinar today. webinar today. But that is juxaposed with our world. But that is juxaposed with our world. But that is juxaposed with our world. Our world is based on the idea that we Our world is based on the idea that we Our world is based on the idea that we have new offerings, new solutions, we have new offerings, new solutions, we have new offerings, new solutions, we have new collateral. Our industry is have new collateral. Our industry is have new collateral. Our industry is evolving. There are things that are evolving. There are things that are evolving. There are things that are happening in the environment that's happening in the environment that's happening in the environment that's outside of our prospects world that outside of our prospects world that outside of our prospects world that really gives us an impetus to to want to really gives us an impetus to to want to really gives us an impetus to to want to reach out to these people and make them reach out to these people and make them reach out to these people and make them aware of some solutions. The two kind of aware of some solutions. The two kind of aware of some solutions. The two kind of naturally don't um always line naturally don't um always line naturally don't um always line especially um at the time that already especially um at the time that already especially um at the time that already works for us. works for us. works for us. Now your business is your business. Your Now your business is your business. Your Now your business is your business. Your ICP is your ICP. Your buyer personas ICP is your ICP. Your buyer personas ICP is your ICP. Your buyer personas your buyer personas. Um we cannot tell your buyer personas. Um we cannot tell your buyer personas. Um we cannot tell you definitively um based on your you definitively um based on your you definitively um based on your particular uh context that this is particular uh context that this is particular uh context that this is exactly what you can do. We cannot map exactly what you can do. We cannot map exactly what you can do. We cannot map this out for you. But we do have the this out for you. But we do have the this out for you. But we do have the next best thing to give you inspiration next best thing to give you inspiration next best thing to give you inspiration to think about outreach as this year to think about outreach as this year to think about outreach as this year round activity that um really can build round activity that um really can build round activity that um really can build those relationships that will pay off those relationships that will pay off those relationships that will pay off when the lead is ready to buy from you.

when the lead is ready to buy from you. when the lead is ready to buy from you. And that mapping uh is is found in our And that mapping uh is is found in our And that mapping uh is is found in our outreach planner. This is a PDF um right outreach planner. This is a PDF um right outreach planner. This is a PDF um right now that gives you 38 email sequences to now that gives you 38 email sequences to now that gives you 38 email sequences to run year round. That's a lot of a lot of run year round. That's a lot of a lot of run year round. That's a lot of a lot of email content that you can get inside email content that you can get inside email content that you can get inside this planner. It gives you the this planner. It gives you the this planner. It gives you the information and the context and the information and the context and the information and the context and the templates really to think about templates really to think about templates really to think about different ways to engage um your leads different ways to engage um your leads different ways to engage um your leads throughout the year because not every throughout the year because not every throughout the year because not every email should be I have a solution. You email should be I have a solution. You email should be I have a solution. You should buy this from me. It needs to be should buy this from me. It needs to be should buy this from me. It needs to be something bigger than that. Needs to be something bigger than that. Needs to be something bigger than that. Needs to be something that's going to build trust um something that's going to build trust um something that's going to build trust um and dependability on you as being a and dependability on you as being a and dependability on you as being a voice of reason, a voice of um voice of reason, a voice of um voice of reason, a voice of um trustworthiness. trustworthiness. trustworthiness. Also inside this, we give you prompts on Also inside this, we give you prompts on Also inside this, we give you prompts on building lists, reminding you to verify building lists, reminding you to verify building lists, reminding you to verify your data regularly because we know that your data regularly because we know that your data regularly because we know that data decays. email address data decays data decays. email address data decays data decays. email address data decays at uh 22% at uh 22% at uh 22% um every year your email address data um every year your email address data um every year your email address data will be outdated. Like that's something will be outdated. Like that's something will be outdated. Like that's something that you need to get in front of. And that you need to get in front of. And that you need to get in front of. And this guide will help you to um remind this guide will help you to um remind this guide will help you to um remind yourself to to be doing things like yourself to to be doing things like yourself to to be doing things like that. And there's so much more in it that. And there's so much more in it that. And there's so much more in it that essentially gives you that that that essentially gives you that that that essentially gives you that that yearround engine that's going to help yearround engine that's going to help yearround engine that's going to help you to use uh email as a channel um to you to use uh email as a channel um to you to use uh email as a channel um to grow uh your business, to generate grow uh your business, to generate grow uh your business, to generate links, to generate um sales links, to generate um sales links, to generate um sales conversations, to generate awareness, uh conversations, to generate awareness, uh conversations, to generate awareness, uh uh press uh um coverage, all the things uh press uh um coverage, all the things uh press uh um coverage, all the things that you want to use email for. This that you want to use email for. This that you want to use email for. This guide is going to help you to think guide is going to help you to think guide is going to help you to think creatively about ways to to put that creatively about ways to to put that creatively about ways to to put that into um practice year round.

into um practice year round. into um practice year round. So, why do you need this planner? Well, So, why do you need this planner? Well, So, why do you need this planner? Well, as we've said, everyone is running the as we've said, everyone is running the as we've said, everyone is running the same play at the same time. Everyone is same play at the same time. Everyone is same play at the same time. Everyone is about to start sending outreach in about to start sending outreach in about to start sending outreach in September and October, and you should September and October, and you should September and October, and you should too. It is absolutely the right thing to too. It is absolutely the right thing to too. It is absolutely the right thing to do. But there are opportunities do. But there are opportunities do. But there are opportunities throughout the year that you are missing throughout the year that you are missing throughout the year that you are missing if you're not thinking about this more if you're not thinking about this more if you're not thinking about this more holistically. holistically. holistically. Now, I've pointed out the green arrow Now, I've pointed out the green arrow Now, I've pointed out the green arrow because that's really going to be the because that's really going to be the because that's really going to be the peak. We're going to get to about two peak. We're going to get to about two peak. We're going to get to about two weeks before Thanksgiving for those of weeks before Thanksgiving for those of weeks before Thanksgiving for those of you not in in the US. That's towards the you not in in the US. That's towards the you not in in the US. That's towards the end of uh November. We're going to get end of uh November. We're going to get end of uh November. We're going to get two weeks out of that ahead of that, two weeks out of that ahead of that, two weeks out of that ahead of that, sorry. And that's when it's going to sorry. And that's when it's going to sorry. And that's when it's going to fall off a cliff, your reply rates. Um fall off a cliff, your reply rates. Um fall off a cliff, your reply rates. Um that's because you're pushing a sales that's because you're pushing a sales that's because you're pushing a sales message. But what if you were to think message. But what if you were to think message. But what if you were to think about this differently and push a about this differently and push a about this differently and push a message that is more about asking about message that is more about asking about message that is more about asking about challenges, sharing research, sharing challenges, sharing research, sharing challenges, sharing research, sharing content that you saw recently that you content that you saw recently that you content that you saw recently that you think would relate back to this person think would relate back to this person think would relate back to this person because you know that person very well because you know that person very well because you know that person very well and in the sense of this person being a and in the sense of this person being a and in the sense of this person being a persona who has these clear challenges persona who has these clear challenges persona who has these clear challenges and this content can help with. That's and this content can help with. That's and this content can help with. That's what we want to do. We want to get you what we want to do. We want to get you what we want to do. We want to get you to think differently about email to think differently about email to think differently about email outreach beyond the typical use which is outreach beyond the typical use which is outreach beyond the typical use which is to generate uh a sales conversation.

to generate uh a sales conversation. to generate uh a sales conversation. Ultimately, that's still the goal, but Ultimately, that's still the goal, but Ultimately, that's still the goal, but we want you to think differently to get we want you to think differently to get we want you to think differently to get to that goal throughout a uh a year- to that goal throughout a uh a year- to that goal throughout a uh a year- round activity. round activity. round activity. As I said, buyers don't buy on your As I said, buyers don't buy on your As I said, buyers don't buy on your terms. This diagram here is a very terms. This diagram here is a very terms. This diagram here is a very simplified view of the different ways, simplified view of the different ways, simplified view of the different ways, the different mindsets that people shift the different mindsets that people shift the different mindsets that people shift throughout the year. You know, it's a throughout the year. You know, it's a throughout the year. You know, it's a very messy path. The the the path in very messy path. The the the path in very messy path. The the the path in fact has become nonlinear. Um, if you fact has become nonlinear. Um, if you fact has become nonlinear. Um, if you were to be selling into enterprise, for were to be selling into enterprise, for were to be selling into enterprise, for instance, this path could get as instance, this path could get as instance, this path could get as complicated as 28 different touch complicated as 28 different touch complicated as 28 different touch points, which is is is a lot of effort. points, which is is is a lot of effort. points, which is is is a lot of effort. It's not as complex for for uh people It's not as complex for for uh people It's not as complex for for uh people who are selling to small businesses, but who are selling to small businesses, but who are selling to small businesses, but it's still messy. Um, we all begin with it's still messy. Um, we all begin with it's still messy. Um, we all begin with unnaming with unnamed problems. we don't unnaming with unnamed problems. we don't unnaming with unnamed problems. we don't quite know what it is that we're trying quite know what it is that we're trying quite know what it is that we're trying to um uh really resolve in the sense of to um uh really resolve in the sense of to um uh really resolve in the sense of we can neatly define it but we know we can neatly define it but we know we can neatly define it but we know there's a list of items that we need there's a list of items that we need there's a list of items that we need help with that typically leads to help with that typically leads to help with that typically leads to finding solutions. Um once we have the finding solutions. Um once we have the finding solutions. Um once we have the solutions, we need to evaluate options.

solutions, we need to evaluate options. solutions, we need to evaluate options. Then we need to get approval. Then we Then we need to get approval. Then we Then we need to get approval. Then we have this this also this this have this this also this this have this this also this this possibility of we have a solution but we possibility of we have a solution but we possibility of we have a solution but we know it's not working. We need a new know it's not working. We need a new know it's not working. We need a new solution. There are so many solution. There are so many solution. There are so many opportunities for you to be there um opportunities for you to be there um opportunities for you to be there um with you know with with with a message with you know with with with a message with you know with with with a message that can relate back to this stage that that can relate back to this stage that that can relate back to this stage that someone's in. Now you will know your someone's in. Now you will know your someone's in. Now you will know your business very well. You will know how business very well. You will know how business very well. You will know how people go through this flow um in and people go through this flow um in and people go through this flow um in and out. You will know the things that will out. You will know the things that will out. You will know the things that will get someone's interest and you'll know get someone's interest and you'll know get someone's interest and you'll know what will probably turn them off from what will probably turn them off from what will probably turn them off from you. But the key thing I want you to you. But the key thing I want you to you. But the key thing I want you to walk away with is this this idea that walk away with is this this idea that walk away with is this this idea that buyers don't buy on your terms. They buyers don't buy on your terms. They buyers don't buy on your terms. They will make a decision when they are will make a decision when they are will make a decision when they are ready. It is your job much like in ready. It is your job much like in ready. It is your job much like in adverts on Google or on Bing. It's your adverts on Google or on Bing. It's your adverts on Google or on Bing. It's your job to be there with a message that will job to be there with a message that will job to be there with a message that will get them to think about you when they go get them to think about you when they go get them to think about you when they go through any one of these stages. Um, what I want you to think about Um, what I want you to think about therefore is kind of you need to match therefore is kind of you need to match therefore is kind of you need to match the message that you're sending to that the message that you're sending to that the message that you're sending to that mode. We talked about these as buyer mode. We talked about these as buyer mode. We talked about these as buyer modes this previous slide in terms of modes this previous slide in terms of modes this previous slide in terms of problem identification, researching problem identification, researching problem identification, researching solutions, um, evaluating options, etc.

solutions, um, evaluating options, etc. solutions, um, evaluating options, etc. You should be able to build a sequence, You should be able to build a sequence, You should be able to build a sequence, an email sequence. Um, and I would an email sequence. Um, and I would an email sequence. Um, and I would recommend adding in, if this is B2B recommend adding in, if this is B2B recommend adding in, if this is B2B again, I would recommend LinkedIn again, I would recommend LinkedIn again, I would recommend LinkedIn [clears throat] as a secondary channel. [clears throat] as a secondary channel. [clears throat] as a secondary channel. It's always good to have a follow-up on It's always good to have a follow-up on It's always good to have a follow-up on LinkedIn to say, "Hey, I saw um you LinkedIn to say, "Hey, I saw um you LinkedIn to say, "Hey, I saw um you know, I sent this message to you in case know, I sent this message to you in case know, I sent this message to you in case you didn't see it on email. I would love you didn't see it on email. I would love you didn't see it on email. I would love to connect with you on here." The point to connect with you on here." The point to connect with you on here." The point is these sequences have different goals is these sequences have different goals is these sequences have different goals if you look carefully. So, problem if you look carefully. So, problem if you look carefully. So, problem identification, um you're trying to identification, um you're trying to identification, um you're trying to build a relationship. Someone is going build a relationship. Someone is going build a relationship. Someone is going through a discovery phase of being able through a discovery phase of being able through a discovery phase of being able to articulate what it is they're to articulate what it is they're to articulate what it is they're struggling with. Well, that's your time struggling with. Well, that's your time struggling with. Well, that's your time to share research or to share um to share research or to share um to share research or to share um takeaways that you've had with people takeaways that you've had with people takeaways that you've had with people who of a similar nature to this person who of a similar nature to this person who of a similar nature to this person or just ask a question. And the goal or just ask a question. And the goal or just ask a question. And the goal should be able to get someone to want to should be able to get someone to want to should be able to get someone to want to bookmark some content that you have or bookmark some content that you have or bookmark some content that you have or to to really engage with you through to to really engage with you through to to really engage with you through email to the point that they may want to email to the point that they may want to email to the point that they may want to talk to you on a call. Um which is talk to you on a call. Um which is talk to you on a call. Um which is different from if someone's going for a different from if someone's going for a different from if someone's going for a final approval stage. like that is when final approval stage. like that is when final approval stage. like that is when you want to go for a standard um you want to go for a standard um you want to go for a standard um outbound sort of activity where you are outbound sort of activity where you are outbound sort of activity where you are really pitching your solution because really pitching your solution because really pitching your solution because you want to be able to get in there when you want to be able to get in there when you want to be able to get in there when someone's in that mindset of making a someone's in that mindset of making a someone's in that mindset of making a purchasing decision. Now is the time to purchasing decision. Now is the time to purchasing decision. Now is the time to strike. Alternatively, if you're trying strike. Alternatively, if you're trying strike. Alternatively, if you're trying to displace a competitor, if you get a to displace a competitor, if you get a to displace a competitor, if you get a sense that someone is using one of, you sense that someone is using one of, you sense that someone is using one of, you know, one of your uh competitor's know, one of your uh competitor's know, one of your uh competitor's solutions, this is a great way to go solutions, this is a great way to go solutions, this is a great way to go look through G2 reviews, Trust Pilot, look through G2 reviews, Trust Pilot, look through G2 reviews, Trust Pilot, Google reviews, find patterns, um find Google reviews, find patterns, um find Google reviews, find patterns, um find patterns in terms of cracks in their

patterns in terms of cracks in their patterns in terms of cracks in their solutions and reference those cracks and solutions and reference those cracks and solutions and reference those cracks and how you don't have those problems. There how you don't have those problems. There how you don't have those problems. There are so many different ways that you can are so many different ways that you can are so many different ways that you can approach email sequences that to think approach email sequences that to think approach email sequences that to think that there's one size that fits all that there's one size that fits all that there's one size that fits all really leaves a lot of opportunity on really leaves a lot of opportunity on really leaves a lot of opportunity on the table. the table. the table. And that can play out um over a year in And that can play out um over a year in And that can play out um over a year in so many different ways. And what we've so many different ways. And what we've so many different ways. And what we've done here is visualized um how this done here is visualized um how this done here is visualized um how this could shape up for you based on the type could shape up for you based on the type could shape up for you based on the type of ICP that you have specifically in of ICP that you have specifically in of ICP that you have specifically in terms of their headcount because terms of their headcount because terms of their headcount because headcount um alongside location um headcount um alongside location um headcount um alongside location um really are the two things that are going really are the two things that are going really are the two things that are going to impact the way that you map out your to impact the way that you map out your to impact the way that you map out your 365 days. So for SMBs, so for smaller 365 days. So for SMBs, so for smaller 365 days. So for SMBs, so for smaller businesses, um you're typically going to businesses, um you're typically going to businesses, um you're typically going to get January through March being a get January through March being a get January through March being a problem identification final pro uh problem identification final pro uh problem identification final pro uh approval period. Whereas if you can see approval period. Whereas if you can see approval period. Whereas if you can see June through um September, people are June through um September, people are June through um September, people are less likely to be buying. They're going less likely to be buying. They're going less likely to be buying. They're going back for a research phase. They're going back for a research phase. They're going back for a research phase. They're going back for a problem identification.

back for a problem identification. back for a problem identification. Potentially that the solution that they Potentially that the solution that they Potentially that the solution that they have in place hasn't really lived up to have in place hasn't really lived up to have in place hasn't really lived up to to their reality. You know, that's very to their reality. You know, that's very to their reality. You know, that's very different from the enterprise cycle. at different from the enterprise cycle. at different from the enterprise cycle. at the enterprise cycle, larger the enterprise cycle, larger the enterprise cycle, larger organizations, there's a longer buying organizations, there's a longer buying organizations, there's a longer buying cycle. There's a lot more that has to go cycle. There's a lot more that has to go cycle. There's a lot more that has to go on in terms of due diligence. Um, buying on in terms of due diligence. Um, buying on in terms of due diligence. Um, buying committees, uh, uh, you know, it and and committees, uh, uh, you know, it and and committees, uh, uh, you know, it and and finance have more of a, um, a role in finance have more of a, um, a role in finance have more of a, um, a role in this process. So, it's going to take you this process. So, it's going to take you this process. So, it's going to take you a longer period to be able to nurture a longer period to be able to nurture a longer period to be able to nurture those people into having a conversation those people into having a conversation those people into having a conversation with you. But that doesn't mean you with you. But that doesn't mean you with you. But that doesn't mean you wouldn't go through these same steps. It wouldn't go through these same steps. It wouldn't go through these same steps. It doesn't mean that you wouldn't help doesn't mean that you wouldn't help doesn't mean that you wouldn't help someone with their problem someone with their problem someone with their problem identification which may take four identification which may take four identification which may take four months. It may be a request for months. It may be a request for months. It may be a request for information uh process that you have to information uh process that you have to information uh process that you have to go through in which case you would use go through in which case you would use go through in which case you would use um email outreach potentially to um email outreach potentially to um email outreach potentially to identify that as being something you identify that as being something you identify that as being something you would have to do. Point being there are would have to do. Point being there are would have to do. Point being there are five modes that every business and every five modes that every business and every five modes that every business and every buyer within that business goes through buyer within that business goes through buyer within that business goes through and it is your job to be able to use and it is your job to be able to use and it is your job to be able to use email in a way that will help you to be email in a way that will help you to be email in a way that will help you to be there at the right time. You can't there at the right time. You can't there at the right time. You can't control when that right time is, but you control when that right time is, but you control when that right time is, but you can make sure that you have a can make sure that you have a can make sure that you have a relationship um that's built over time relationship um that's built over time relationship um that's built over time that will enable you to be there when uh that will enable you to be there when uh that will enable you to be there when uh it comes to a purchasing uh decision.

>> Now, this is just one of many webinars >> Now, this is just one of many webinars that we um have run and will continue to that we um have run and will continue to that we um have run and will continue to run in the future. And the point of run in the future. And the point of run in the future. And the point of these webinars is to help you to learn these webinars is to help you to learn these webinars is to help you to learn about lead generation. Um, we don't want about lead generation. Um, we don't want about lead generation. Um, we don't want you to have our research and think, you to have our research and think, you to have our research and think, great, here are some stats. That doesn't great, here are some stats. That doesn't great, here are some stats. That doesn't help me. What we want to be able to do help me. What we want to be able to do help me. What we want to be able to do is to give you the the the data so you is to give you the the the data so you is to give you the the the data so you you can see why we're going to recommend you can see why we're going to recommend you can see why we're going to recommend something. Then we recommend an action something. Then we recommend an action something. Then we recommend an action and then we show you how to execute that and then we show you how to execute that and then we show you how to execute that action. We want to make this as easy as action. We want to make this as easy as action. We want to make this as easy as possible for you to be able to really possible for you to be able to really possible for you to be able to really build out an engine uh an email that you build out an engine uh an email that you build out an engine uh an email that you can rely on time after time. So, this can rely on time after time. So, this can rely on time after time. So, this deck will be shared with everyone who's deck will be shared with everyone who's deck will be shared with everyone who's attending and those of you who are attending and those of you who are attending and those of you who are watching on demand, there'll be links in watching on demand, there'll be links in watching on demand, there'll be links in the description of this video. Um, we the description of this video. Um, we the description of this video. Um, we have videos that walk you through have videos that walk you through have videos that walk you through defining your customer profile or ideal defining your customer profile or ideal defining your customer profile or ideal customer profile. uh building and customer profile. uh building and customer profile. uh building and finding different buyer personas because finding different buyer personas because finding different buyer personas because that's a different element of today um that's a different element of today um that's a different element of today um today's session is actually there are today's session is actually there are today's session is actually there are many different people to reach out to in many different people to reach out to in many different people to reach out to in your business and that's why I recommend your business and that's why I recommend your business and that's why I recommend you download the planner because it you download the planner because it you download the planner because it gives you more information about those gives you more information about those gives you more information about those different people and and how to message different people and and how to message different people and and how to message to them. We also have uh webinars on to them. We also have uh webinars on to them. We also have uh webinars on writing great emails. Email copy is such writing great emails. Email copy is such writing great emails. Email copy is such a under uh undervalued, underappreciated a under uh undervalued, underappreciated a under uh undervalued, underappreciated element of what it is that email element of what it is that email element of what it is that email outreach is trying to do, which is outreach is trying to do, which is outreach is trying to do, which is create something that is going to create something that is going to create something that is going to resonate, is going to hook people and resonate, is going to hook people and resonate, is going to hook people and get them interested in replying.

get them interested in replying. get them interested in replying. Um, and then lastly, we have a webinar Um, and then lastly, we have a webinar Um, and then lastly, we have a webinar that talks about something that I wish I that talks about something that I wish I that talks about something that I wish I could have learned about five years ago could have learned about five years ago could have learned about five years ago when I was going through this process when I was going through this process when I was going through this process myself, which is all about email myself, which is all about email myself, which is all about email deliverability, email infrastructure, deliverability, email infrastructure, deliverability, email infrastructure, things that I I ended up five years ago things that I I ended up five years ago things that I I ended up five years ago getting getting someone's help doing. getting getting someone's help doing. getting getting someone's help doing. Well, this webinar is something I wish I Well, this webinar is something I wish I Well, this webinar is something I wish I had because it's going to tell you step had because it's going to tell you step had because it's going to tell you step by step how to set up um uh custom by step how to set up um uh custom by step how to set up um uh custom domains uh for email outreach, how to domains uh for email outreach, how to domains uh for email outreach, how to set up sending accounts, how to warm set up sending accounts, how to warm set up sending accounts, how to warm them up, um and how to troubleshoot some them up, um and how to troubleshoot some them up, um and how to troubleshoot some some common problems that may come along some common problems that may come along some common problems that may come along the way that hurt your ability uh to get the way that hurt your ability uh to get the way that hurt your ability uh to get into someone's inbox. into someone's inbox. into someone's inbox. Now, all of this is available on Now, all of this is available on Now, all of this is available on YouTube. Again, this will be shared in YouTube. Again, this will be shared in YouTube. Again, this will be shared in the body of this video uh on YouTube, the body of this video uh on YouTube, the body of this video uh on YouTube, but also we'll share this in in the but also we'll share this in in the but also we'll share this in in the follow-up emails, giving you more follow-up emails, giving you more follow-up emails, giving you more information. Um, again, these webinars information. Um, again, these webinars information. Um, again, these webinars exist to help you to be able to do this exist to help you to be able to do this exist to help you to be able to do this in a way that doesn't increase your in a way that doesn't increase your in a way that doesn't increase your workload, but actually makes this so workload, but actually makes this so workload, but actually makes this so easy to do that you'll be wondering why easy to do that you'll be wondering why easy to do that you'll be wondering why uh you haven't watched these videos uh you haven't watched these videos uh you haven't watched these videos sooner.

And as a reminder, um this PDF is And as a reminder, um this PDF is available to download um right now. available to download um right now. available to download um right now. um a link will be shared uh within the um a link will be shared uh within the um a link will be shared uh within the chat and again watching on demand chat and again watching on demand chat and again watching on demand there'll be a link within the body of there'll be a link within the body of there'll be a link within the body of the description. So that really is sort the description. So that really is sort the description. So that really is sort of an overview of the ways that you need of an overview of the ways that you need of an overview of the ways that you need to really rethink outreach. Um we enjoy to really rethink outreach. Um we enjoy to really rethink outreach. Um we enjoy getting to help everyone on this call, getting to help everyone on this call, getting to help everyone on this call, everyone who's watching. So we encourage everyone who's watching. So we encourage everyone who's watching. So we encourage you whenever we share whenever we invite you whenever we share whenever we invite you whenever we share whenever we invite you to take part in calls whenever we you to take part in calls whenever we you to take part in calls whenever we run these sort of sessions we encourage run these sort of sessions we encourage run these sort of sessions we encourage you to come prepared with questions we you to come prepared with questions we you to come prepared with questions we love to answer and love to be able to love to answer and love to be able to love to answer and love to be able to help. So um that really is is what I help. So um that really is is what I help. So um that really is is what I wanted to share with you today in terms wanted to share with you today in terms wanted to share with you today in terms of changing your mindset and your of changing your mindset and your of changing your mindset and your approach. Uh and now I would love to approach. Uh and now I would love to approach. Uh and now I would love to kind of uh take a step back uh and and kind of uh take a step back uh and and kind of uh take a step back uh and and answer any of the questions that you may answer any of the questions that you may answer any of the questions that you may have based on what we've been talking have based on what we've been talking have based on what we've been talking about. Thank you, James. Uh, as we have some Thank you, James. Uh, as we have some questions already, uh, why don't we just questions already, uh, why don't we just questions already, uh, why don't we just jump in and for everyone else, make sure jump in and for everyone else, make sure jump in and for everyone else, make sure you use the questions tab or, uh, leave you use the questions tab or, uh, leave you use the questions tab or, uh, leave your questions in the chat. We have some your questions in the chat. We have some your questions in the chat. We have some time to to hopefully help with anything time to to hopefully help with anything time to to hopefully help with anything that's unclear or any even unrelated that's unclear or any even unrelated that's unclear or any even unrelated questions that you may have about questions that you may have about questions that you may have about outreach or using the platform. Uh, so outreach or using the platform. Uh, so outreach or using the platform. Uh, so Nicholas had two questions. Uh, let's Nicholas had two questions. Uh, let's Nicholas had two questions. Uh, let's get them out of the way. Um Nicholas get them out of the way. Um Nicholas get them out of the way. Um Nicholas asked about the discover. Uh is discover asked about the discover. Uh is discover asked about the discover. Uh is discover available in Hunter or is it a separate available in Hunter or is it a separate available in Hunter or is it a separate uh program? So Nicholas discover uh is uh program? So Nicholas discover uh is uh program? So Nicholas discover uh is part of the platform. Uh you can access

part of the platform. Uh you can access part of the platform. Uh you can access it um whether you're a free user or if it um whether you're a free user or if it um whether you're a free user or if you're on a paid plan. Uh it's sitting you're on a paid plan. Uh it's sitting you're on a paid plan. Uh it's sitting um in the left side panel. Um you just um in the left side panel. Um you just um in the left side panel. Um you just click discover. And a great thing about click discover. And a great thing about click discover. And a great thing about it is if you're new to this part of the it is if you're new to this part of the it is if you're new to this part of the Hunter platform, uh there's an AI Hunter platform, uh there's an AI Hunter platform, uh there's an AI assistant there, which basically means assistant there, which basically means assistant there, which basically means you can type in using very natural you can type in using very natural you can type in using very natural language the types of companies, uh language the types of companies, uh language the types of companies, uh prospects that you're looking for, and prospects that you're looking for, and prospects that you're looking for, and it will do its best to figure out a it will do its best to figure out a it will do its best to figure out a configuration of filters in that configuration of filters in that configuration of filters in that database to to immediately show you uh database to to immediately show you uh database to to immediately show you uh companies that may be a good fit uh for companies that may be a good fit uh for companies that may be a good fit uh for your next sequence. It's using a B2B your next sequence. It's using a B2B your next sequence. It's using a B2B database. Much like um other database database. Much like um other database database. Much like um other database that you may be familiar with where you that you may be familiar with where you that you may be familiar with where you filter uh companies by industry, size, filter uh companies by industry, size, filter uh companies by industry, size, headquarters, location, uh variables headquarters, location, uh variables headquarters, location, uh variables like that that help you pinpoint the like that that help you pinpoint the like that that help you pinpoint the companies that are a best fit for uh for companies that are a best fit for uh for companies that are a best fit for uh for what you're what you're sending. And what you're what you're sending. And what you're what you're sending. And then another question that Nicholas had then another question that Nicholas had then another question that Nicholas had was about the outreach planner. Um I was about the outreach planner. Um I was about the outreach planner. Um I left the link in the chat, so make sure left the link in the chat, so make sure left the link in the chat, so make sure you check it out. It's uh free for you check it out. It's uh free for you check it out. It's uh free for everyone. I believe you you don't even everyone. I believe you you don't even everyone. I believe you you don't even need a Hunter account even uh to need a Hunter account even uh to need a Hunter account even uh to download it. But if you do, you everyone download it. But if you do, you everyone download it. But if you do, you everyone on this call probably has a has a on this call probably has a has a on this call probably has a has a counter account, but it's available uh counter account, but it's available uh counter account, but it's available uh across all plans. And then we have a across all plans. And then we have a across all plans. And then we have a very interesting question from Lucas, very interesting question from Lucas, very interesting question from Lucas, which I which I really love um which is which I which I really love um which is which I which I really love um which is what does it change if you only have what does it change if you only have what does it change if you only have about 800 potential customers in your

about 800 potential customers in your about 800 potential customers in your ICP? And I would love uh you to take ICP? And I would love uh you to take ICP? And I would love uh you to take that question, James. that question, James. that question, James. Yeah. Yeah. I would love to to help you Yeah. Yeah. I would love to to help you Yeah. Yeah. I would love to to help you with that, Lucas. So, um I I was with that, Lucas. So, um I I was with that, Lucas. So, um I I was speaking to someone uh recently uh speaking to someone uh recently uh speaking to someone uh recently uh another user who had the same question another user who had the same question another user who had the same question for me. Um they said, "James, I have for me. Um they said, "James, I have for me. Um they said, "James, I have about 2,000 potential customers in my about 2,000 potential customers in my about 2,000 potential customers in my ICP and um I'm concerned that uh I'm ICP and um I'm concerned that uh I'm ICP and um I'm concerned that uh I'm really going to burn through the these really going to burn through the these really going to burn through the these potential customers potential customers potential customers rapidly and it's going to really, you rapidly and it's going to really, you rapidly and it's going to really, you know, mean that I I'm not going to get know, mean that I I'm not going to get know, mean that I I'm not going to get much success." So this is a similar much success." So this is a similar much success." So this is a similar question, Lucas. So what I would say to question, Lucas. So what I would say to question, Lucas. So what I would say to you is that actually this makes what you is that actually this makes what you is that actually this makes what we've shared today even more critical we've shared today even more critical we've shared today even more critical for you. Um much like if you were a for you. Um much like if you were a for you. Um much like if you were a business consultant uh whose whose value business consultant uh whose whose value business consultant uh whose whose value was really around their IP, this is was really around their IP, this is was really around their IP, this is similar in the sense that you have the similar in the sense that you have the similar in the sense that you have the opportunity to build relationships with opportunity to build relationships with opportunity to build relationships with all 800 of these potential customers. all 800 of these potential customers. all 800 of these potential customers. Um, not all 800 are going to be in a Um, not all 800 are going to be in a Um, not all 800 are going to be in a place to buy today. Maybe not next place to buy today. Maybe not next place to buy today. Maybe not next month, maybe not even a year. But the month, maybe not even a year. But the month, maybe not even a year. But the goal really should be for you to um, goal really should be for you to um, goal really should be for you to um, position yourself with these people for position yourself with these people for position yourself with these people for effective email messaging as someone effective email messaging as someone effective email messaging as someone that they should be able to trust. Um, that they should be able to trust. Um, that they should be able to trust. Um, someone that has their best interests in someone that has their best interests in someone that has their best interests in mind because I believe that you do. I mind because I believe that you do. I mind because I believe that you do. I believe that we all have the best believe that we all have the best believe that we all have the best interests of our customers or potential interests of our customers or potential interests of our customers or potential customers in mind. And so if you have customers in mind. And so if you have customers in mind. And so if you have 800 potential customers, it means that 800 potential customers, it means that 800 potential customers, it means that you can probably uh implement a lot of

you can probably uh implement a lot of you can probably uh implement a lot of what's in the planner um in a very safe what's in the planner um in a very safe what's in the planner um in a very safe and manageable way because it's possible and manageable way because it's possible and manageable way because it's possible that you may want to just have one or that you may want to just have one or that you may want to just have one or two sending email accounts and it means two sending email accounts and it means two sending email accounts and it means that you only end up sending, you know, that you only end up sending, you know, that you only end up sending, you know, 20 emails a day, you know, to 20, you 20 emails a day, you know, to 20, you 20 emails a day, you know, to 20, you know, that's 20 potential customers that know, that's 20 potential customers that know, that's 20 potential customers that you're contacting each day through, you you're contacting each day through, you you're contacting each day through, you know, one sequence. And that could help know, one sequence. And that could help know, one sequence. And that could help you to have that running all the while you to have that running all the while you to have that running all the while you're focusing on other activities. All you're focusing on other activities. All you're focusing on other activities. All the while you're focusing on building up the while you're focusing on building up the while you're focusing on building up your um presence on on LinkedIn while your um presence on on LinkedIn while your um presence on on LinkedIn while you're trying to go to uh face toface you're trying to go to uh face toface you're trying to go to uh face toface events, go to webinars. You know, one of events, go to webinars. You know, one of events, go to webinars. You know, one of the great things about uh uh Hunter is the great things about uh uh Hunter is the great things about uh uh Hunter is that you can um take the names of people that you can um take the names of people that you can um take the names of people that you're on a webinar with and you that you're on a webinar with and you that you're on a webinar with and you can easily find the email addresses of can easily find the email addresses of can easily find the email addresses of them um in the app. Like there are so them um in the app. Like there are so them um in the app. Like there are so many opportunities that that are many opportunities that that are many opportunities that that are available to you. Um to think about the available to you. Um to think about the available to you. Um to think about the email outreach part and have that email outreach part and have that email outreach part and have that running all the while you try and find running all the while you try and find running all the while you try and find lookalikes of 800 potential customers, lookalikes of 800 potential customers, lookalikes of 800 potential customers, find related industries that potentially find related industries that potentially find related industries that potentially you could expand uh into your outreach.

you could expand uh into your outreach. you could expand uh into your outreach. It's an opportunity for you to really It's an opportunity for you to really It's an opportunity for you to really try everything I would say that's that's try everything I would say that's that's try everything I would say that's that's in this planner in a very um controlled in this planner in a very um controlled in this planner in a very um controlled manner. >> Great answer. Thank you, James. Um, then >> Great answer. Thank you, James. Um, then I want to pick a question from Jordan. I want to pick a question from Jordan. I want to pick a question from Jordan. Um, Um, Um, uh, Jordan is asking, "How important are uh, Jordan is asking, "How important are uh, Jordan is asking, "How important are subject lines and having the right hooks subject lines and having the right hooks subject lines and having the right hooks to improving our open rate? And what are to improving our open rate? And what are to improving our open rate? And what are some tips you can give on this?" Uh, so some tips you can give on this?" Uh, so some tips you can give on this?" Uh, so you know, Jordan, just technically you know, Jordan, just technically you know, Jordan, just technically speaking, subject line is the main um speaking, subject line is the main um speaking, subject line is the main um factor for improving for for your open factor for improving for for your open factor for improving for for your open rates in general. it's your subject line rates in general. it's your subject line rates in general. it's your subject line and then the sender name uh that's and then the sender name uh that's and then the sender name uh that's displayed um next to it. Those are the displayed um next to it. Those are the displayed um next to it. Those are the two two factors that are played here two two factors that are played here two two factors that are played here unless we also take deliverability into unless we also take deliverability into unless we also take deliverability into into um this equation. Um if your into um this equation. Um if your into um this equation. Um if your deliverability isn't there then your deliverability isn't there then your deliverability isn't there then your open rate will also reflect it because open rate will also reflect it because open rate will also reflect it because more of your emails will land in uh the more of your emails will land in uh the more of your emails will land in uh the spam folder and more of them will spam folder and more of them will spam folder and more of them will quietly bounce. So I would u recommend quietly bounce. So I would u recommend quietly bounce. So I would u recommend that you take a look at deliverability that you take a look at deliverability that you take a look at deliverability as well. But strictly speaking about as well. But strictly speaking about as well. But strictly speaking about subject lines, I would say it's really subject lines, I would say it's really subject lines, I would say it's really about trying to get a feel for what your about trying to get a feel for what your about trying to get a feel for what your recipient sees in their mailbox and recipient sees in their mailbox and recipient sees in their mailbox and trying to uh stand out with something trying to uh stand out with something trying to uh stand out with something that looks valuable. And uh we have some that looks valuable. And uh we have some that looks valuable. And uh we have some content about it. you know there there's content about it. you know there there's content about it. you know there there's ways to uh look at this from a like a p

ways to uh look at this from a like a p ways to uh look at this from a like a p persuasion standpoint where you know you persuasion standpoint where you know you persuasion standpoint where you know you can use things like a nonsequittor for can use things like a nonsequittor for can use things like a nonsequittor for example. So a subject line that that's example. So a subject line that that's example. So a subject line that that's that's thoughtprovoking it uh it doesn't that's thoughtprovoking it uh it doesn't that's thoughtprovoking it uh it doesn't entirely make sense until you click entirely make sense until you click entirely make sense until you click through. That's one of the that's one of through. That's one of the that's one of through. That's one of the that's one of the um tricks maybe we can call it that the um tricks maybe we can call it that the um tricks maybe we can call it that that you can use. Um, if we're if we're that you can use. Um, if we're if we're that you can use. Um, if we're if we're talking about tricks, then I would talking about tricks, then I would talking about tricks, then I would emphasize that um, whatever your subject emphasize that um, whatever your subject emphasize that um, whatever your subject line does to improve your open rates, line does to improve your open rates, line does to improve your open rates, you need to follow through in the email you need to follow through in the email you need to follow through in the email body. So, it cannot be uh, something body. So, it cannot be uh, something body. So, it cannot be uh, something that kind of tricks your recipient into that kind of tricks your recipient into that kind of tricks your recipient into clicking and then doesn't deliver in the clicking and then doesn't deliver in the clicking and then doesn't deliver in the email body because then yeah, your open email body because then yeah, your open email body because then yeah, your open rate may be great, but your the replies rate may be great, but your the replies rate may be great, but your the replies won't follow. Um so I'll I'll try to won't follow. Um so I'll I'll try to won't follow. Um so I'll I'll try to leave some content that we have about um leave some content that we have about um leave some content that we have about um ways to approach subject lines. Uh but ways to approach subject lines. Uh but ways to approach subject lines. Uh but definitely uh for open rates it's it's a definitely uh for open rates it's it's a definitely uh for open rates it's it's a it's a critical factor. And um the the it's a critical factor. And um the the it's a critical factor. And um the the the the the short of it is you need to think about short of it is you need to think about short of it is you need to think about standing out from all the other emails standing out from all the other emails standing out from all the other emails that are in your recipient mailboxes.

that are in your recipient mailboxes. that are in your recipient mailboxes. whether it's you know automated not whether it's you know automated not whether it's you know automated not notifications from Google Drive or notifications from Google Drive or notifications from Google Drive or emails from their colleagues or uh the emails from their colleagues or uh the emails from their colleagues or uh the sea of sameness of of other cold emails sea of sameness of of other cold emails sea of sameness of of other cold emails that they receive. Would you add that they receive. Would you add that they receive. Would you add anything James? One thing that I would um suggest, One thing that I would um suggest, Jordan, as well is Jordan, as well is Jordan, as well is sign up for newsletters um of similar sign up for newsletters um of similar sign up for newsletters um of similar products or solutions to your own products or solutions to your own products or solutions to your own because that will give you although because that will give you although because that will give you although that's more email marketing. Uh this that's more email marketing. Uh this that's more email marketing. Uh this could actually give you ideas on your could actually give you ideas on your could actually give you ideas on your subject lines, it could also give you subject lines, it could also give you subject lines, it could also give you ideas on what to avoid. That's one way ideas on what to avoid. That's one way ideas on what to avoid. That's one way to look at this. The other way is to do to look at this. The other way is to do to look at this. The other way is to do a quick eyeball uh uh on your own inbox. a quick eyeball uh uh on your own inbox. a quick eyeball uh uh on your own inbox. What are the emails that you are What are the emails that you are What are the emails that you are receiving? Are there patterns? Are receiving? Are there patterns? Are receiving? Are there patterns? Are people, you know, are people using people, you know, are people using people, you know, are people using lowercase now for some reason? Or people lowercase now for some reason? Or people lowercase now for some reason? Or people overusing emojis or um you that it it is overusing emojis or um you that it it is overusing emojis or um you that it it is it is very easy to overlook those it is very easy to overlook those it is very easy to overlook those options as ways to build out good ideas options as ways to build out good ideas options as ways to build out good ideas for subject lines. Um, I would recommend for subject lines. Um, I would recommend for subject lines. Um, I would recommend trying to see what patterns exist right trying to see what patterns exist right trying to see what patterns exist right now and do the opposite because as Jeck now and do the opposite because as Jeck now and do the opposite because as Jeck says, that's something that's going to says, that's something that's going to says, that's something that's going to help you to stand out. Um, and then help you to stand out. Um, and then help you to stand out. Um, and then obviously you have to deliver on the obviously you have to deliver on the obviously you have to deliver on the promise that that subject line makes.

>> Thank you. >> Thank you. Um, then we have a question from Rosenne Um, then we have a question from Rosenne Um, then we have a question from Rosenne uh about working with a distribution arm uh about working with a distribution arm uh about working with a distribution arm like constant contact or if we use like constant contact or if we use like constant contact or if we use Outlook any tips to avoid being Outlook any tips to avoid being Outlook any tips to avoid being categorized as spam. So, pretty broad categorized as spam. So, pretty broad categorized as spam. So, pretty broad question um not sure how to interpret question um not sure how to interpret question um not sure how to interpret the constant contact uh one but the constant contact uh one but the constant contact uh one but generally you know um being categorized generally you know um being categorized generally you know um being categorized as spam uh if you're using Outlook or as spam uh if you're using Outlook or as spam uh if you're using Outlook or any other provider. It's a it's a really any other provider. It's a it's a really any other provider. It's a it's a really big uh topic and I would say Rosen it big uh topic and I would say Rosen it big uh topic and I would say Rosen it comes down to two areas. Uh one is comes down to two areas. Uh one is comes down to two areas. Uh one is purely technical. So there's technical purely technical. So there's technical purely technical. So there's technical things that unfortunately may sound things that unfortunately may sound things that unfortunately may sound boring and overwhelming but you really boring and overwhelming but you really boring and overwhelming but you really need to look into them um because need to look into them um because need to look into them um because they're kind of the lowhanging fruit of they're kind of the lowhanging fruit of they're kind of the lowhanging fruit of not being categorized as spam. These not being categorized as spam. These not being categorized as spam. These include uh setting up your email include uh setting up your email include uh setting up your email authentication protocols and we have a authentication protocols and we have a authentication protocols and we have a lot of content about it. So if this lot of content about it. So if this lot of content about it. So if this sounds scary, u it's it's pretty simple sounds scary, u it's it's pretty simple sounds scary, u it's it's pretty simple actually and we have walkthroughs for actually and we have walkthroughs for actually and we have walkthroughs for you. Uh if you need any help with uh you. Uh if you need any help with uh you. Uh if you need any help with uh with those um you know feel free to with those um you know feel free to with those um you know feel free to reach out to our support team. They will reach out to our support team. They will reach out to our support team. They will they will point you to the uh right uh they will point you to the uh right uh they will point you to the uh right uh content to follow. Uh so that's one area content to follow. Uh so that's one area content to follow. Uh so that's one area is purely technical and then the other is purely technical and then the other is purely technical and then the other area of not being categorized as spam is area of not being categorized as spam is area of not being categorized as spam is uh the content that you're sending. So uh the content that you're sending. So uh the content that you're sending. So the emails uh that you send people and the emails uh that you send people and the emails uh that you send people and the engagement they generate. Um, in the engagement they generate. Um, in the engagement they generate. Um, in short, if your sequences aren't short, if your sequences aren't short, if your sequences aren't generating positive engagement in the

generating positive engagement in the generating positive engagement in the form of replies, uh, people engaging form of replies, uh, people engaging form of replies, uh, people engaging with the emails, actually wanting to to with the emails, actually wanting to to with the emails, actually wanting to to receive them, uh, your deliverability receive them, uh, your deliverability receive them, uh, your deliverability will be uh, increasingly better as you will be uh, increasingly better as you will be uh, increasingly better as you continue sending such campaigns. Whereas continue sending such campaigns. Whereas continue sending such campaigns. Whereas if you send emails that often get uh if you send emails that often get uh if you send emails that often get uh unsubscribed, reported as spam, unsubscribed, reported as spam, unsubscribed, reported as spam, unopened, uh it creates kind of a unopened, uh it creates kind of a unopened, uh it creates kind of a vicious circle where you start landing vicious circle where you start landing vicious circle where you start landing in spam more and then your open rates in spam more and then your open rates in spam more and then your open rates and reply rates are lower, which makes and reply rates are lower, which makes and reply rates are lower, which makes you land in spam even more. And uh yeah, you land in spam even more. And uh yeah, you land in spam even more. And uh yeah, so make sure the content that you send so make sure the content that you send so make sure the content that you send is what people on the other side want to is what people on the other side want to is what people on the other side want to actually engage in. uh will be my advice actually engage in. uh will be my advice actually engage in. uh will be my advice on on the the content part of the on on the the content part of the on on the the content part of the staying outside staying outside staying outside >> spam. I would just add um Rosanne if you are I would just add um Rosanne if you are using constant contact um using constant contact um using constant contact um be mindful that those platforms are be mindful that those platforms are be mindful that those platforms are designed for email marketing i.e. you designed for email marketing i.e. you designed for email marketing i.e. you have someone's consent to explicit have someone's consent to explicit have someone's consent to explicit consent through a web form submission, consent through a web form submission, consent through a web form submission, through a referral, through anything through a referral, through anything through a referral, through anything that really makes it very clear this that really makes it very clear this that really makes it very clear this person's asked for this content.

person's asked for this content. person's asked for this content. Constant contact is designed for that Constant contact is designed for that Constant contact is designed for that purpose. It's email marketing. It's it's purpose. It's email marketing. It's it's purpose. It's email marketing. It's it's newsletters, it's nurture emails for newsletters, it's nurture emails for newsletters, it's nurture emails for people who have opted in to receive people who have opted in to receive people who have opted in to receive those. Hunter on the other hand um is those. Hunter on the other hand um is those. Hunter on the other hand um is designed for designed for designed for uh uh email outreach or cold email which uh uh email outreach or cold email which uh uh email outreach or cold email which is these are people that you think have is these are people that you think have is these are people that you think have an interest but they've not explicitly an interest but they've not explicitly an interest but they've not explicitly said please send me this information. said please send me this information. said please send me this information. You are trying to much like an advert on You are trying to much like an advert on You are trying to much like an advert on Google you are trying to get someone's Google you are trying to get someone's Google you are trying to get someone's attention someone's interest because you attention someone's interest because you attention someone's interest because you believe that there's a reasonable believe that there's a reasonable believe that there's a reasonable likelihood that they would be interested likelihood that they would be interested likelihood that they would be interested in that. So I would not recommend using in that. So I would not recommend using in that. So I would not recommend using content contact, HubSpot, Salesforce to content contact, HubSpot, Salesforce to content contact, HubSpot, Salesforce to do any outbound emailing. Only use those do any outbound emailing. Only use those do any outbound emailing. Only use those platforms for email marketing to people platforms for email marketing to people platforms for email marketing to people who have opted in to receive information who have opted in to receive information who have opted in to receive information from you. from you. from you. >> Thank you, James. Uh Tashri had a >> Thank you, James. Uh Tashri had a >> Thank you, James. Uh Tashri had a question about integrations, which is question about integrations, which is question about integrations, which is pretty broad. Um how far can we take pretty broad. Um how far can we take pretty broad. Um how far can we take integrations? Uh pretty far. Uh Tashri, integrations? Uh pretty far. Uh Tashri, integrations? Uh pretty far. Uh Tashri, I would just recommend you go to our I would just recommend you go to our I would just recommend you go to our integrations page which I'll link in the integrations page which I'll link in the integrations page which I'll link in the chat. Um we have some uh native chat. Um we have some uh native chat. Um we have some uh native integrations with platforms like integrations with platforms like integrations with platforms like HubSpot, of course, Gmail and Outlook to HubSpot, of course, Gmail and Outlook to HubSpot, of course, Gmail and Outlook to integrate your email account. And then integrate your email account. And then integrate your email account. And then there's a ton of thirdparty integrations there's a ton of thirdparty integrations there's a ton of thirdparty integrations as well as a whole world of as well as a whole world of as well as a whole world of possibilities that opens with uh using possibilities that opens with uh using possibilities that opens with uh using something like Zapier uh or Nathan. Uh something like Zapier uh or Nathan. Uh something like Zapier uh or Nathan. Uh and the final thing I would mention and the final thing I would mention and the final thing I would mention which is something I'm personally using which is something I'm personally using which is something I'm personally using all the time is our MCP or connectors if

all the time is our MCP or connectors if all the time is our MCP or connectors if you're using any uh LLM uh applications you're using any uh LLM uh applications you're using any uh LLM uh applications such as cloud uh chat GPT perplexity. In such as cloud uh chat GPT perplexity. In such as cloud uh chat GPT perplexity. In CHGPT and Perplexity, we have native CHGPT and Perplexity, we have native CHGPT and Perplexity, we have native connectors which makes it very easy to connectors which makes it very easy to connectors which makes it very easy to set up a connection between your AI set up a connection between your AI set up a connection between your AI agent and Hunter's data or your own data agent and Hunter's data or your own data agent and Hunter's data or your own data that you have in Hunter actually uh that you have in Hunter actually uh that you have in Hunter actually uh which is which is just amazing. You have which is which is just amazing. You have which is which is just amazing. You have a if you have a lead list in Hunter uh a if you have a lead list in Hunter uh a if you have a lead list in Hunter uh using uh a connector or the MCP, you can using uh a connector or the MCP, you can using uh a connector or the MCP, you can point uh that lead list out to an AI point uh that lead list out to an AI point uh that lead list out to an AI agent and ask it to segment it based on agent and ask it to segment it based on agent and ask it to segment it based on any specific variables that you want. any specific variables that you want. any specific variables that you want. That's incredibly powerful. So I I I That's incredibly powerful. So I I I That's incredibly powerful. So I I I need to point that out as I guess it need to point that out as I guess it need to point that out as I guess it qualifies as an integration. qualifies as an integration. qualifies as an integration. [laughter] >> Thank you for linking those James. Uh >> Thank you for linking those James. Uh Anisha is asking does Hunter have plans Anisha is asking does Hunter have plans Anisha is asking does Hunter have plans to add more categories to the signal to add more categories to the signal to add more categories to the signal section? uh I do know about some work section? uh I do know about some work section? uh I do know about some work that's being done to rework existing that's being done to rework existing that's being done to rework existing signals uh just to make the job data I signals uh just to make the job data I signals uh just to make the job data I think especially uh easier to integrate think especially uh easier to integrate think especially uh easier to integrate into into rest of the platform as well into into rest of the platform as well into into rest of the platform as well as just to leverage the the job posting as just to leverage the the job posting as just to leverage the the job posting that we do surface uh in signals. Uh that we do surface uh in signals. Uh that we do surface uh in signals. Uh there's definitely plans for more there's definitely plans for more there's definitely plans for more categories. Uh but honestly, I haven't categories. Uh but honestly, I haven't categories. Uh but honestly, I haven't been really following those been really following those been really following those conversations. Uh unless James has more conversations. Uh unless James has more conversations. Uh unless James has more details, then uh you know, Anisha, feel details, then uh you know, Anisha, feel details, then uh you know, Anisha, feel free to reach out on email. Uh, and more

free to reach out on email. Uh, and more free to reach out on email. Uh, and more importantly, why don't you if if if importantly, why don't you if if if importantly, why don't you if if if there's anything that you have that's there's anything that you have that's there's anything that you have that's specific uh that you would like to see specific uh that you would like to see specific uh that you would like to see in Signals, why don't you let us know in in Signals, why don't you let us know in in Signals, why don't you let us know in the in the chat because we we're always the in the chat because we we're always the in the chat because we we're always curious to hear about it and it may it curious to hear about it and it may it curious to hear about it and it may it may influence uh our product road map. may influence uh our product road map. may influence uh our product road map. So, make sure you you let us know. Uh So, make sure you you let us know. Uh So, make sure you you let us know. Uh but I don't know, James, do you have any but I don't know, James, do you have any but I don't know, James, do you have any details on an incoming tool? details on an incoming tool? details on an incoming tool? >> No, nothing that that I can really share >> No, nothing that that I can really share >> No, nothing that that I can really share right now. What I will say is that um right now. What I will say is that um right now. What I will say is that um you know, one of the things that we've you know, one of the things that we've you know, one of the things that we've talked about today and you'll hear us talked about today and you'll hear us talked about today and you'll hear us talk about a lot is that we want to make talk about a lot is that we want to make talk about a lot is that we want to make things easier for you. We want you to be things easier for you. We want you to be things easier for you. We want you to be in control, but we we want to make it in control, but we we want to make it in control, but we we want to make it easy for you to not just access the easy for you to not just access the easy for you to not just access the information you need, but to actually information you need, but to actually information you need, but to actually leverage that information. Um so there leverage that information. Um so there leverage that information. Um so there there are things that we'll be there are things that we'll be there are things that we'll be announcing soon that will go, you know, announcing soon that will go, you know, announcing soon that will go, you know, some way to make that easier, especially some way to make that easier, especially some way to make that easier, especially around uh signals. uh Anisha, you know, around uh signals. uh Anisha, you know, around uh signals. uh Anisha, you know, there there's a lot thing there are a there there's a lot thing there are a there there's a lot thing there are a lot of things that we can do to help you lot of things that we can do to help you lot of things that we can do to help you to find um look alikes of your most you to find um look alikes of your most you to find um look alikes of your most you know your most valuable contact. So um know your most valuable contact. So um know your most valuable contact. So um but as as J said please if there is but as as J said please if there is but as as J said please if there is anything that you or anyone on the anything that you or anyone on the anything that you or anyone on the webinar would like to share with us in webinar would like to share with us in webinar would like to share with us in terms of ideas feedback um we'll share terms of ideas feedback um we'll share terms of ideas feedback um we'll share our email at the end of the session so our email at the end of the session so our email at the end of the session so that you can um speak to us directly but that you can um speak to us directly but that you can um speak to us directly but thank you for asking.

thank you for asking. thank you for asking. >> Thank you. Then I think the final question that I'm Then I think the final question that I'm seeing is from MJ. Uh I consider Yep. seeing is from MJ. Uh I consider Yep. seeing is from MJ. Uh I consider Yep. >> I would love I would love to answer this >> I would love I would love to answer this >> I would love I would love to answer this one. one. one. >> Oh, awesome. Let me just read it out for >> Oh, awesome. Let me just read it out for >> Oh, awesome. Let me just read it out for you. Yeah. you. Yeah. you. Yeah. >> I consider Hunter as a reputable >> I consider Hunter as a reputable >> I consider Hunter as a reputable resource of advice, but I also read resource of advice, but I also read resource of advice, but I also read other reputable resources. I'm a bit other reputable resources. I'm a bit other reputable resources. I'm a bit lost on how different might the advice lost on how different might the advice lost on how different might the advice might be from different sources. Uh for might be from different sources. Uh for might be from different sources. Uh for example, you say that increasing sending example, you say that increasing sending example, you say that increasing sending volume and being pushy doesn't increase volume and being pushy doesn't increase volume and being pushy doesn't increase reply rates, but other uh say the reply rates, but other uh say the reply rates, but other uh say the opposite. Yeah, definitely true, James. opposite. Yeah, definitely true, James. opposite. Yeah, definitely true, James. What do you have to say on that? What do you have to say on that? What do you have to say on that? >> So, >> So, >> So, one of the things that um I I really one of the things that um I I really one of the things that um I I really care about is helping you all to be able care about is helping you all to be able care about is helping you all to be able to decipher this, you know, you know, to decipher this, you know, you know, to decipher this, you know, you know, the the the competing information that the the the competing information that the the the competing information that you're going to receive. Um JME does a you're going to receive. Um JME does a you're going to receive. Um JME does a fantastic job uh leading our research fantastic job uh leading our research fantastic job uh leading our research function here at Hunter. The goal of function here at Hunter. The goal of function here at Hunter. The goal of that function is to give you information that function is to give you information that function is to give you information to make decisions with your own sort of to make decisions with your own sort of to make decisions with your own sort of you know um context and biases built in.

you know um context and biases built in. you know um context and biases built in. What I will say around specifically this What I will say around specifically this What I will say around specifically this example MJ um sort of the send less example MJ um sort of the send less example MJ um sort of the send less versus send more. Hunter focuses on quality over quantity Hunter focuses on quality over quantity and that applies to so many different and that applies to so many different and that applies to so many different areas of the product and so many things areas of the product and so many things areas of the product and so many things with our with our marketing uh content. with our with our marketing uh content. with our with our marketing uh content. We recommend We recommend We recommend you having more lists, so segmenting you having more lists, so segmenting you having more lists, so segmenting your ICP down into really manageable your ICP down into really manageable your ICP down into really manageable chunks. So you may you you know you may chunks. So you may you you know you may chunks. So you may you you know you may have 5,000 people that you want to reach have 5,000 people that you want to reach have 5,000 people that you want to reach out to, but we're recommending that you out to, but we're recommending that you out to, but we're recommending that you chop that up into lists of 10 or 15 in chop that up into lists of 10 or 15 in chop that up into lists of 10 or 15 in terms of quantity. That's not to make terms of quantity. That's not to make terms of quantity. That's not to make life harder for you. That's actually to life harder for you. That's actually to life harder for you. That's actually to help you to see that our research shows help you to see that our research shows help you to see that our research shows decision makers just do not like it when decision makers just do not like it when decision makers just do not like it when your your emails are irrelevant. And why your your emails are irrelevant. And why your your emails are irrelevant. And why are they irrelevant? Well, they're are they irrelevant? Well, they're are they irrelevant? Well, they're irrelevant typically because you have irrelevant typically because you have irrelevant typically because you have instead of saying I just want to focus instead of saying I just want to focus instead of saying I just want to focus on a director of marketing for this on a director of marketing for this on a director of marketing for this solution I have and and the message is solution I have and and the message is solution I have and and the message is built for the director of marketing built for the director of marketing built for the director of marketing because it talks about budgets, ROI um because it talks about budgets, ROI um because it talks about budgets, ROI um and and time savings. [clears throat] and and time savings. [clears throat] and and time savings. [clears throat] people end up bucketing that that people end up bucketing that that people end up bucketing that that decision maker, the director of decision maker, the director of decision maker, the director of marketing with the email marketing marketing with the email marketing marketing with the email marketing manager, with the lead generation uh manager, with the lead generation uh manager, with the lead generation uh assistant, with the SEO manager. And assistant, with the SEO manager. And assistant, with the SEO manager. And what quickly happens is that you may what quickly happens is that you may what quickly happens is that you may have a likelihood of having success with

have a likelihood of having success with have a likelihood of having success with the director of marketing, but because the director of marketing, but because the director of marketing, but because you've bucketed in so many more of those you've bucketed in so many more of those you've bucketed in so many more of those people to to, you know, to actually say, people to to, you know, to actually say, people to to, you know, to actually say, "Well, I have emailed 5,000 people this "Well, I have emailed 5,000 people this "Well, I have emailed 5,000 people this week, um, it dilutes a your ability to week, um, it dilutes a your ability to week, um, it dilutes a your ability to get your message delivered in the first get your message delivered in the first get your message delivered in the first place because people mark you as spam." place because people mark you as spam." place because people mark you as spam." Then, you know, that's going to really Then, you know, that's going to really Then, you know, that's going to really hurt your ability to land in the inbox. hurt your ability to land in the inbox. hurt your ability to land in the inbox. And then b um you you're you're burying And then b um you you're you're burying And then b um you you're you're burying the lead. The lead there could be that the lead. The lead there could be that the lead. The lead there could be that the director of marketing uh has an the director of marketing uh has an the director of marketing uh has an interest in this solution, but because interest in this solution, but because interest in this solution, but because you have, you know, sent it to everyone you have, you know, sent it to everyone you have, you know, sent it to everyone with a marketing title that you can with a marketing title that you can with a marketing title that you can find, getting that nugget is going to be find, getting that nugget is going to be find, getting that nugget is going to be quite difficult for you. And so, I can't quite difficult for you. And so, I can't quite difficult for you. And so, I can't speak to other vendors giving you advice speak to other vendors giving you advice speak to other vendors giving you advice on what to do. Um, that's not my place. on what to do. Um, that's not my place. on what to do. Um, that's not my place. But what is my place is to say to you But what is my place is to say to you But what is my place is to say to you that when we run the research, we do try that when we run the research, we do try that when we run the research, we do try to turn that into actionable steps that to turn that into actionable steps that to turn that into actionable steps that you can take. And so you ultimately have you can take. And so you ultimately have you can take. And so you ultimately have to make your decision on what is to make your decision on what is to make your decision on what is trustworthy or not. But what I will say trustworthy or not. But what I will say trustworthy or not. But what I will say at a meta level for us in terms of email at a meta level for us in terms of email at a meta level for us in terms of email outreach as a an activity is that as outreach as a an activity is that as outreach as a an activity is that as shown, reply rates are decreasing.

shown, reply rates are decreasing. shown, reply rates are decreasing. That's not because people are not That's not because people are not That's not because people are not running so much outreach that, you know, running so much outreach that, you know, running so much outreach that, you know, clearly the numbers are going down. In clearly the numbers are going down. In clearly the numbers are going down. In fact, we're doing more outreach than fact, we're doing more outreach than fact, we're doing more outreach than ever. It just so happens that we're now ever. It just so happens that we're now ever. It just so happens that we're now using templates and AI and hacks and using templates and AI and hacks and using templates and AI and hacks and tricks that we see on LinkedIn and tricks that we see on LinkedIn and tricks that we see on LinkedIn and Substack and Reddit to help us to send Substack and Reddit to help us to send Substack and Reddit to help us to send more content, but that content is still more content, but that content is still more content, but that content is still irrelevant. It's still pushy, and it's irrelevant. It's still pushy, and it's irrelevant. It's still pushy, and it's still turning people away from this as a still turning people away from this as a still turning people away from this as a as a channel. So, our advice is to, you as a channel. So, our advice is to, you as a channel. So, our advice is to, you know, you can still send to 5,000 know, you can still send to 5,000 know, you can still send to 5,000 people, but bucket those people into people, but bucket those people into people, but bucket those people into smaller lists and write messages that smaller lists and write messages that smaller lists and write messages that are specific to those people because are specific to those people because are specific to those people because that way it feels personal. It doesn't that way it feels personal. It doesn't that way it feels personal. It doesn't feel as pushy. And when it feels like feel as pushy. And when it feels like feel as pushy. And when it feels like it's personal and it and it's um it's personal and it and it's um it's personal and it and it's um mindful, then it's more relevant. You're mindful, then it's more relevant. You're mindful, then it's more relevant. You're more likely to trust that email and more likely to trust that email and more likely to trust that email and you're more likely to reply to it. So, you're more likely to reply to it. So, you're more likely to reply to it. So, like I said, you are free to make your like I said, you are free to make your like I said, you are free to make your own decisions on the different sources own decisions on the different sources own decisions on the different sources of information, and I'm sure they are of information, and I'm sure they are of information, and I'm sure they are all reputable in different ways, but all reputable in different ways, but all reputable in different ways, but Hunter is very different in the sense of Hunter is very different in the sense of Hunter is very different in the sense of we're saying it's all about building the we're saying it's all about building the we're saying it's all about building the right lists and then messaging to those right lists and then messaging to those right lists and then messaging to those people in the right way. And once you do people in the right way. And once you do people in the right way. And once you do both of those things hand in hand, both of those things hand in hand, both of those things hand in hand, outreach reply rates go up. And our outreach reply rates go up. And our outreach reply rates go up. And our research shows that. So, hopefully that research shows that. So, hopefully that research shows that. So, hopefully that helps you. I'd be more than happy to helps you. I'd be more than happy to helps you. I'd be more than happy to talk to you a little bit more over email talk to you a little bit more over email talk to you a little bit more over email um if you'd love to to learn a bit more.

um if you'd love to to learn a bit more. um if you'd love to to learn a bit more. But thank you for asking, MJ. >> Thanks, MJ. Uh that covers it. I think >> Thanks, MJ. Uh that covers it. I think we've answered all the questions. Uh so we've answered all the questions. Uh so we've answered all the questions. Uh so I'll just make sure Oh, there's one I'll just make sure Oh, there's one I'll just make sure Oh, there's one more. I think that dropped. Uh more. I think that dropped. Uh more. I think that dropped. Uh no, it I think my my interface is linked no, it I think my my interface is linked no, it I think my my interface is linked to me. All good. Um yeah, I I I just to me. All good. Um yeah, I I I just to me. All good. Um yeah, I I I just wanted to say um what uh what James wanted to say um what uh what James wanted to say um what uh what James said. Uh MJ or anyone else uh we'll said. Uh MJ or anyone else uh we'll said. Uh MJ or anyone else uh we'll leave our emails in the chat and if you leave our emails in the chat and if you leave our emails in the chat and if you want to follow up on any of those want to follow up on any of those want to follow up on any of those discussions or anything else, uh we're discussions or anything else, uh we're discussions or anything else, uh we're always happy to to help. always happy to to help. always happy to to help. So, let me just leave mine. So, let me just leave mine. So, let me just leave mine. I will add mine as well. And I hear there's a reputable uh email And I hear there's a reputable uh email finding solution that could get you our finding solution that could get you our finding solution that could get you our email addresses in the future if you email addresses in the future if you email addresses in the future if you need them. [laughter] need them. [laughter] need them. [laughter] >> That's right.

right. >> Great. Well, thank you everyone for for >> Great. Well, thank you everyone for for >> Great. Well, thank you everyone for for joining us today and Jemic, thank you joining us today and Jemic, thank you joining us today and Jemic, thank you for taking us through uh everything that for taking us through uh everything that for taking us through uh everything that we've been able to to learn. Really we've been able to to learn. Really we've been able to to learn. Really appreciate it. appreciate it. appreciate it. >> Thanks. Thanks for joining everyone. Uh >> Thanks. Thanks for joining everyone. Uh >> Thanks. Thanks for joining everyone. Uh have a great rest of your August and have a great rest of your August and have a great rest of your August and we'll see you hopefully in September on we'll see you hopefully in September on we'll see you hopefully in September on the next installment when things are the next installment when things are the next installment when things are back in full swing. back in full swing. back in full swing. >> Thank you everyone. >> Thank you everyone. >> Thank you everyone. See you.