PLAYBOOK #3

Previous customers' new job is not within your buyer persona

Recommended for:

  • UserGems leads are your previous customers (buyers, users)
  • Their current company matches your Ideal Customer Profile
  • Their NEW title does NOT match your target Persona
AE/SDR need to multi-thread other contacts within the account referencing the UserGems lead.

Step 1 - Email (from Outreach or Marketo on behalf of reps)

Step 2 - Email (reply to the previous email)

Penny for your thoughts?

Step 3 - Email (manual step) - if in touch with others in the organization

Hi Blair,

I'm currently in touch with [Name of decision maker] about a possibility of bringing ACME to {new.company}. Would you be open to share your previous experience with [him/her]?

I believe that ACME can help {new.company} achieve its goal like we do with {previous.company}. If you have any pointers or advice, I'd truly appreciate it.

Step 4 - Email (new thread)

Hey Jake,

Would it be worth a brief conversation to see how ACME might be able to support {current.company} like we do with {previous.company}?

If that doesn't not fall in your wheelhouse, could you point me into the right direction?

Here's a recent ROI/business case as you have a think [insert relevant customer story or content]

Email template to multi-thread other contacts within the account

Use your existing outbound sequences, but add one extra email referencing your previous customers

Email template to include in your existing sequence