Hey there, it’s Isaac from Leads to Earnings. Welcome to the newsletter.

(est. 3.5 minute read)

Today I will be going over:

• The importance of defining your ideal customer

• A tip to find your message market fit 3x faster

• I will also share a few cold email links and tips.

Hopefully you enjoy it.

Actionable Cold Email Tip

No matter how much of a no brainer your offer is, you still need to make sure you're hitting up the right prospects.

The best offer in the world is not going to resonate with the wrong buyer.

A huge mistake is assuming everyone throughout the leadership stack cares about the same thing.

Here's an example:

A VP of Marketing at a 500 person company is going to be dealing with an entirely different set of problems and goals than a Founder at a 20 person company.

The VP is focused on improving lead quality and quantity, aligning messaging across marketing and sales, ensuring spend is actually resulting in ROI, and improving customer retention.

The Founder wears more hats and is focused on achieving product market fit, scaling their business, dialing in their marketing funnel, building a team, and maintaining strong cash flow.

Both want growth and both want to generate more sales at a strong ROI but the context is different due to the maturity of their organizations.

If your targeting is misaligned with your copy and offer, then you risk launching a dud of a campaign.

Avoid this by aligning your targeting and messaging with your ideal customer profile.

Defining Your ICP Checklist

Ensure your targeting is on point by having a clear definition of your ideal customer profile.

1. Analyze Client Base

   Build a list of every customer you've worked with.

2. Exclude Bad Fits

   Look at churned clients and those with inconsistent results. Identify why they weren't a good fit and create a list of non-negotiable deal breakers.

   In other words, what did these companies have that would prevent you from working with them again?

3. Dial-In Best Fit Clients

   Look at the clients who you've generated the best results for and who you've retained the longest. Think through why they've been a great client.

   In other words, what did these companies have that make them an IDEAL fit that you know with CERTAINTY you can generate results.

4. Do Market Research

   Reach out to existing customers to understand why they purchased, ask potential customers about their biggest pain points, make asks on social media.

   Get creative especially if you don't have a deep client roster. Developing a list of dream clients can also help get clarity around what those clients look like and how you can target them.

Useful Bits

• Tweet of the week (link)

• Case study: Adding a 240k/ARR Client for a Marketing Agency (link)

• Quote of the week: When you’re healthy you have 10000 needs, but when you’re sick you only have one need. — Naval Ravikant

• Quick bite-sized pointer: If you aren’t getting any interested replies from your cold email campaigns, you probably aren’t testing enough. Instead of creating a long, drawn out sequence keep it short and focus on testing your offer. If you can test 5-10 different offers over a weekly feedback loop, you’re going to understand your market better than if you only tested only 3 offers over a 3 week time horizon. Think about it like this. Assuming you’re testing 5 offers and running a weekly test, you will have 20 different offers tested in one month. Compared to the other example where you will only test 6 offers (at most) over the period of a month. By doing a weekly test, you will achieve 3x more tests which will help you find your message fit 3x more quickly. In 2024, the people winning with cold email test like a scientist. This means having meaningful data, using data to make decisions and iterating quickly against that data set.

How I Can Help You

If you like this newsletter and want to work with me, there are a few ways we can do so:

1. I have a ton of free content that will help you get more clients on my YouTube channel. I post insights from operating high converting cold email campaigns for dozens of B2B companies that have added hundreds of thousands in recurring revenue.

2. If you are looking to improve your cold outbound skills but don’t want to hire anyone, I have a free 71-page course that teaches everything you need to know about cold email.

3. If you want a custom cold email campaign specifically designed for your business & ideal target audience, I have a few slots available to show you how it works. Book in here and on the call I will deliver a full 5-angle cold email campaign for you to use to bring on more high paying clients.

4. If you’d like to hear about how I can help you and your company grow, you can book a call with me here. I might be able to help you grow faster, or I might be able to refer you to someone who can.

Share this with 3 people and get a free training showing you how to convert more cold prospects into warm leads with cold email.

I hope you enjoyed this brief email.

Talk later,

Isaac