It’s called the “3-step prospecting strategy” and it can make your job much easier.

It may sound like magic, but it exists. Weve been using this for about two years now and havent looked back.

Even with Triple Touch, it’s challenging for salespeople to get the attention of B2B prospects.

If you want to take your prospecting strategy more seriously, here are some tips. Be authentic and personalize the message.

Lets go over what we learned.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

The Triple Touch Strategy

The Triple Touch is a way for salespeople to engage with their prospect all in one day by email, phone and social media.

Well, I’m glad you asked. It’s actually easy to do.

triple touch

We’re going to go into detail about each step, so you can take your prospecting to the next level today.

Step 1: Let them see your face

LinkedIn is a critical part of your outbound sales strategy, and the LinkedIn Connection request gives you an opportunity to put a name to face.

In Triple Touch, before you start to execute a request, make sure your profile can answer questions that prospects are going to have before they give you an affirmative response. You need to be certain that the headline of your Linkedin account quickly and concisely describes what problem it is solving.

Prospects generally want to know two things before they take a deeper look into what you offer: What is the commission structure? Is it lucrative enough for them to work hard and do well, or will there be disappointment if their sales dont cover expenses? What can I sell that people need or want so I won’t have any resistance from prospects about taking my call at all times of day and night.

  • What do you want?
  • How can I help you to contribute more value to your network?

Max is a great example of someone who had the right skills and experience for this job.

The headline is the first thing you notice. It tells your prospects what problem this person solves for them and who they are.

triple touch

You get all of this helpful and transparent information, but you can only see 20% of his profile.

Now, onto the request

When it comes to Triple Touch, it is important to customize the outreach and show how it will align with their needs.

You can use an example to illustrate your point.

triple touch

Step 2: Send an Email that’s Highly Relevant

The most important step in your sales cadence is this email. You will focus on it from here on out.

When it comes to interviewing, make sure you personalize the questions and find out what’s relevant for them.

In order to create a successful prospecting email, it’s important to have the following tips in mind:

Your goal with the subject line is to make it as relevant and personalized as possible. You want your prospects to be curious enough about what you’re sending that they’ll at least open up the email.

Its best when you reach out to prospects if they are expecting your message, and it helps when you lead with I am reaching out because And get right to the point.

Make sure the prospect understands your company and what you can do for them. You need to show that youve done research on their role, responsibilities, or problems.

The final step is to get the prospect interested and excited about your product. You need them to take action.

Its always a good idea to tell an interviewee what the company is about.

Bullet point list: – Make sure your offer is relevant to the target person. – Don’t forget to include an attention grabber for this section of the email.

So, I’ll just quickly wrap up the email by applying some pressure. Given your role and responsibilities, it made sense to connect.

This chart can help you know how valuable the information is that you are referencing.

triple touch

  • I usually find my job opportunities through referrals, articles I read about them or personal blogs
  • Buyer personas are important when it comes to diversity in the workplace.
  • When a company releases information to the public, they usually release it in this order: press releases, news and 10-K.
  • The industry is changing constantly, so it’s important to stay up-to-date with the latest trends and best practices.

Step 3: Leave a Voicemail and Reference Your Email

When I call, I always have the expectation that someone will answer. If they dont pick up on my first try, it doesn’t bother me.

This call relies on the first personalized email you sent. If your initial communication was excellent, then the same message can be used over phone or voicemail.

One of the most important skills to have in sales is being able to make cold calls.

Try something like this:

Hi {First Name} This is Tara from your company. I sent you an email titled{ Personalized Headline}. Give me a call back at 510-XDT-DBTT, this is Tara from your company and my extension number there is 510-XDT-DBTT. Thanks!

Put it into Action

Triple Touch is a pretty simple strategy, but its not any less effective. Triple Touch can be really easy to implement and it has been proven time and again to work.

I am not the only one who is interested in diversity. There are lots of other companies that want to diversify their workforce.

To increase your prospecting, give it a try on the next account and see how you can put your old results into high gear.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
This post was written by Content at Scale, a solution that uses AI + a team of optimization specialists to publish hundreds of high quality, SEO optimized content straight to your blog. It’s the first and only solution that allows you to truly scale content marketing.