Implementing Pain-based Personalisation
This transforms your outreach strategy by focusing on specific prospect pain points, enhancing response rates. Leverage AI-driven insights, streamline research and multifold sales outcomes.
Hey, Welcome to this week’s edition of “Future of Prospecting” Newsletter by “Evabot”.
We have been researching Generative AI Technology for the last 18 months and have been astounded by the use cases it brings in Prospecting through Hyper Targeting and Personalisation. For Sales leaders and Revenue leaders, the main challenge with AI-led Prospecting is “How and What not?”
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In an inbox cluttered with generic personalisation, pain based contextual triggers cut through the noise, delivering what you truly seek: messages tailored to your unique challenges.
What if you receive something like this tomorrow morning?
We have covered earlier about “Generic vs Specific Personalisation”. The interesting question Sales Leaders (our readers) asked…
How to check for specificity in personalization?
What parameters are required for specificity in personalization?
Is my personalization relevant for a response?
Gartner research shows that
personalization can increase the likelihood of a high-quality deal by 12% when properly executed,
It also shows that certain forms of personalization can actually decrease purchase likelihood by up to 15%
Interested in reading further? We are going to cover the following topics below:
Why another term within the personalization spectrum?
Audit your personalization scale
Framework to structure your communication and strategy to implement pain-based personalization
Why another term within the personalization spectrum?
Introducing a new term “Pain-Based Personalization” within the spectrum may initially appear unnecessary. However, this concept is much more than mere jargon.
It serves as a critical directive for our sales teams to enhance the response rates by:
Deepening Prospect Understanding:
It's all about really getting what challenges each prospect is facing, not just throwing their name or company into a template.
Focusing on Specific Pain Points:
It shifts the focus from just ice-breaking through triggers (i.e. successful funding round, acquisition, new office opening or relocation, awards, new business win)
towards addressing the distinct issues our prospect encounters, facilitating more meaningful and impactful sales dialogues.
Providing Clear Direction:
Far from making things transactional, this method actually lays out a clear roadmap for our sales teams to level up the conversation and really connect with prospects through context specific challenges.
Audit your personalization scale
Just consider asking the following questions when reading your next prospecting communication:
Q. Is this insight the same for all industry players, or is it specific to a prospect? For example,
"Am I helping a prospect in outreach because everyone needs to improve sales?" or
"Am I helping a prospect in outreach because their CAC vs LTV ratio has increased?"
Q. Is it a random insight on BAU (Business as Usual) or a strategic insight on business? For example,
"Am I reaching out because they have mentioned hiring in the news?" or
"Am I reaching out because they have raised funds and are now looking to build growth teams across multiple geographies?"
Q. Is that insight factually correct? What is the source of this insight? For example,
"Should I reach out because they are investing $5 million in the SEA market as per a social media post from an employee?" or
"Should I reach out because they have officially declared that they are investing $5 million in the SEA market?"
Q. Is my prospect relevant for this insight? For example,
"Should I reach out to the Sales Head or the Marketing Head for a partnership solution?"
Implementing Pain-based Personalisation
Manual
Account Research → Filter Data for Relevance → Identify Sales Triggers → Deep Dives for Context → Pain-based Personalisation Framework for Trigger<>Response Fit
Trigger<>Response Fit – After evaluating message on pain-based personalisation, the next step is to test the communication for Trigger<>Response fit, i.e. the communication has a high confidence score of getting response
Confidence Score – On a scale of 1 to 10, how much confidence i have on the personalisation for Trigger<>Response Fit
Manual + AI
AI led Account Research → Filter Data for Relevance → Filter Data for Accuracy → Filter Data for Precision → List of Sales Triggers → Pain-based Personalisation Framework for Trigger<>Response Fit
Just identify the AI tools for each stage in the process, and you are ready…
Not sure?
100% AI
Evabot is automating the entire process funnel for Pain-based Personalisation
Automated Research → Relevance Filter → Accuracy Filter → Precision Filter → Triggers list with Confidence Scores → Expert Frameworks (including Pain-based Personalisation) for Trigger<>Response Fit
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