Market mapping
The fleet in a company makes up a lot of the cost of that entire company. Saving it concerns the entire executive level. They all manage different parts of this process, which is why I would target all of them.
| Market mapping | Criteria |
|---|---|
| Target industries | Logistics, healthcare, construction, manufacturing and defense |
| Target departments | Procurement, finance, operations or any executive |
| Target job titles | Manager and above: heads of departments, VPs, managers, C-level sometimes, and directors |
| Other criteria | 50 vehicles or more. Currently using a manual tool like Excel or Google Sheets. |
- Estimated companies
- 50,000
- Decision makers per company
- 2
- Contacts to reach out to
- 100,000
Pain points and solutions
Once we had this map of which problem they face and which solution it gets solved with, and we had the industries, departments and job titles, we could go into offer creation.
| Pain points | Solutions |
|---|---|
| Manual damage tracking and improper reports | A driver app which creates a compliant file with images. Training on how drivers should behave, for insurance filings to not be rejected later. |
| High costs but no way to find out why. Manual reports in Excel. | A total cost of ownership report connected to the company cards for fuel, damage reports and mile tracking for each car. |
| Missed deadlines for inspections, which leads to higher repair costs | Regular inspections and reminders sent to the drivers automatically. |
| Drivers using cars for private use | A tracking device and a driver app that requires a one-click categorization. If nothing is categorized, it is categorized as a private drive. |
| Leasing agreements running out with over or under usage | An overview of the miles driven per vehicle and suggestions when to switch vehicles. |
A good offer
If your offer sucks, it doesn't matter how good your scripts are or your deliverability or how good you are at sales. It's going to be hard to get people on sales calls.
You maximize the perceived likelihood of achievement by using guarantees and social proof. You either make a safety net of what if it doesn’t work, or you show them that other people like them have already done it.
The more complete the solution is, the more valuable it will be, but the harder it will be for you to fulfill. You can charge more and people will be more inclined to book a call.
- ↑Specific dream outcome
- ↑Perceived likelihood of achievement
- ↓Time delay
- ↓Make it as easy as possible
Scripts and split tests
I would suggest split testing a lot of scripts every single week. Your market has multiple segments, and multiple segments respond to different CTAs, different offers, different framing. They also change with time.
The structure is very simple. Relevant question related to a pain point. If so, here’s this offer. Here’s what you get. Worth a quick chat?
These questions at the end are interchangeable, just like the offers and the structure are. The one- and two-line cold emails are our best performers after 20 million cold emails.
Hey, first name.
Are you still tracking your entire fleet's total cost of ownership manually using Excel?
If so, we've built software that automates all of this. Clear, real-time cost reports for your finance department and a driver app to manage damages and insurance filings without error.
Worth a chat?
Hey, first name.
We recently helped clients save about $300 in yearly maintenance costs per vehicle for a 400-vehicle fleet. Confident we could do the same for you.
Interested in a quick video showing how it works?
Hey, first name.
If we helped your drivers submit driving license checks digitally on time without unorganized in-person meetings, would you be interested?
Hey, first name.
Are you manually tracking private and business trips for your drivers?
If so, we built a simple tracker for the car with a driver app that automates all of that.
Worth a chat?
The sales call gap
They’re booking 20 to 30 sales calls a month and they want about 70, which means we have a 40 to 50 sales call gap.
We email every person twice. This will reach around 75,000 decision makers and around 37,000 companies.
- 20-30Sales calls a month
- 70Sales calls
- 40-50Sales call gap
| Cold email funnel | Conservative numbers |
|---|---|
| Reply rate | 1% |
| Positive reply rate | 15% |
| Book a meeting | 40% |
| Show up | 70% |
| Close | 15% |
From outreach to closed deals
At an average lifetime value of $50,000, this equals about $250,000 in revenue in new LTV from this funnel alone. This was a yearly contract size. They usually stayed for five-plus years, but let’s go with $50,000.
- 150,000Emails
- 75,000Contacts
- 750Total replies
- 113Positive replies
- 45Meetings
- 32Show up
- 5Deals closed
Costs and sending infrastructure
The cost to send 150,000 cold emails would be around $12,000, considering you have absolutely no data, no tools, no team, and you need to build everything from scratch.
We do this to not land in spam and not ruin the reputation of the main domain.
| Sending infrastructure | |
|---|---|
| Sending days in a month | 20 |
| Emails a day | 7,500 |
| Emails per day per inbox | 20 |
| Inboxes | 375 |
| Lookalike domains | 125 |
- Cost
- $12,000
- Average lifetime value
- $50,000
- New LTV
- $250,000