Outbound Prospecting Channels

Luckily this is easy. We have 3 main channels for our direct acquisition tasks.

  1. LinkedIn
  2. Email
  3. Phone

You can use others like Twitter or Instagram if your TP is there, using techniques similar to the ones we propose, but these are the main recommended ones.

Next we are going to see, step by step, how to combine these 3 channels, what tools to use and what cadence to follow.

PS: You already know that this will be the initial basis of the strategy and we will have to adapt the approach, aggressiveness and volume a bit based on your target person, team capacity and budget.

Do not hesitate to contact us to help you define your own process.

The Premise

At this point you should:

  1. Be clear about your value proposition, at least with a high degree of conviction (you can always have some doubts...and it's totally normal)
  2. Have validated the need and urgency of the problems you solve for your clients
  3. Be clear about the Niches you are going to attack
  4. Have a SNOWBALL campaign on LinkedIn
  5. the PostIt method usually generating content and having a conversation
The Cadence

Is is the process described in a linear way to which you have to add each time more contacts.

  1. LinkedIn connection (snowball)
  2. Compliment message (snowball)
  3. Profile review, compliment and tagging (postit)
  4. Add to next month's recruitment campaign
  5. Extract contacts not scheduled to call
  6. Call 1 - Call 2 - Call 3 - Call 4 - Call 5
  7. Extract emails from contacts not scheduled in calls
  8. Sequence of mails
  9. Extract contacts not scheduled in mailing
  10. Meter in sequence Top Of Mind to add value
  11. Call 1 - Call 2 - Call 3
  12. Restart the process

In the following activities you will see the chronological order of these actions.

Set Up LinkedIn Automation

Tool Using automation tools gives you freedom and greater reach.

We recommend using Expandi for its level of security, flexibility and support team. We have tested dozens of tools and Expandi is worth every dollar invested.

Believe me it will seem cheap when you start using it.

https://expandi.io?fp_ref=javi74 (look for discount codes in the tools section)

Here are some videos of different strategies we follow to make messages more personalized:


Configuration and first steps with Expandi





Extracting and automating actions for users of LinkedIn groups


Message personalization is essential to capture the attention of our prospects, get a more relaxed entrance and begin to relate to them.


This technique works very well since the people who are in groups are supposed to be somewhat advanced users of LinkedIn (that's why they are in the groups) so the acceptance rates of messages are around 60%.

Very interesting to create your Snowball sequences.






In short, to customize, look for common ground. The ones that work best are:

  1. Same LinkedIn group: I've seen you in the XXX group and I found it interesting to be in contact.
  2. Same city: I see that you live in XXX and you work at YYY. I hope Covid passes and we can meet...
  3. People in common: I see that you have the contact of XXX, do you know him?
Creating labels in Expandi

We will use Expandi as a miniCRM to have control of the actions that we carry out.

You can do it in your own CRM or in Excel, but Expandi's ease of use greatly facilitates our task so we don't have to copy/paste from one place to another.

  1. Create at least the following tags in Expandi:
  2. Calendly sent/meeting request: We will mark the contacts who have agreed to speak with us and we are "negotiating" the time. You are not required to use Calendly.
  3. Scheduled Disk: The contact has scheduled a meeting.
  4. Hot Lead: It is a contact that falls within your target that you should not miss.
  5. Not Interested: Not Interested
  6. Video: You sent him a personalized video
  7. Top Of Mind: You put him in a TOM sequence
  8. Contact Feb21: He asked you to talk later
  9. Contact Mar21
  10. Contact Apr21...(adds all months of the year)
  11. Disco -Feb21: The contact is pre-qualified to be included in a Disco campaign
  12. Disco-Mar21
  13. Disco-Apr21...(adds all the months of the year)
  14. Calling (trying to contact by phone)
  15. Mailing (trying to contact by email)
  16. Phone Not Located ( If you have not been able to contact by phone)

You can always create more as you become more familiar with the use of Expandi, but at the beginning you have more than enough.


Here how to do it: https://jmp.sh/bhVLX3W


Be VERY intensive in the use of tags since we are going to turn Expandi into the management center of your contacts.

LinkedIn Action Limits

Here are the LinkedIn connection action limits depending on the age of your account, your number of connections, and whether you use Sales Navigator: https://phantombuster.com/blog/guides/linkedin-automation-rate-limits-2021-edition-5pFlkXZFjtku79DltwBF0M


If you use Expandi, you can rest easy. Just check your connection requests from time to time so that they are below 1,000 without accepting and do not SPAM :)


https://www.linkedin.com/mynetwork/invitation-manager/sent/