In this solo episode, Dan shares an evolved perspective on outbound strategies for boutique agency owners. Reflecting on lessons from the "Right Words to the Right People" workshop and client campaigns since, this episode offers a practical, human-centered approach to outbound that respects your time and builds real pipeline—without sacrificing trust or burning bridges.
⏱️ Time-Stamped Breakdown
00:00 – Why outbound often fails for boutique agencies
02:20 – Why small wins in copy drive big results
04:39 – The unique control and feedback loop outbound provides
06:57 – Why most agency outbound tactics are broken from the jump
09:21 – Enter the "trust recession" and how to sell like a human, not a marketer
11:39 – How to define ideal client profiles (ICPs) the right way
14:01 – The six key ingredients of effective outbound copy
14:10 – Tribe-based kinship
15:12 – Deep understanding and insider language
16:21 – Show, don’t tell authority cues
18:38 – Timeliness and aligning with the calendar
21:01 – Pattern interrupts that keep it horizontal, not hokey
22:32 – De-risking the ask and giving people an easy yes
23:20 – How to scale relevance without fake personalization
25:43 – Outbound channels: why simpler may be smarter
28:04 – Systems thinking: time blocking, trust, and the ops question
30:21 – The real definition of “sales work” (hint: it’s not just calls)
32:43 – Supporting your new business person (or yourself) to succeed
🔑 Key Takeaways
- Stop chasing MQLs, start building trust. Reframe outbound as a relationship-building engine.
- Nail your ICPs. Think in cocktail-party terms: how would your ideal client introduce themselves?
- Leverage the six trust-building ingredients in every campaign for relevance, resonance, and results.
- Outbound isn’t about spray and pray—it's about proactive control. Test fast, learn faster, and grow smarter.
- Build for sustainability. Your system should run even when you’re swamped with client work.
📌 Mentioned Resources
- saleschema.com – Request a consultation and learn how to implement this system
