Dan dives into innovative outbound strategies tailored for boutique agency owners. He discusses the importance of building trust over chasing leads, highlighting the need for relationship-driven outreach. Key insights include crafting effective copy, the significance of understanding your audience, and how to communicate authentically. Dan emphasizes fostering real connections and the role of timely engagement. He also offers practical tips for scaling outreach while maintaining personal touch, moving away from outdated sales tactics.
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insights INSIGHT
Incremental Copy Wins Matter
Consistent pipeline building is key for agency growth and planning.
Incremental improvements in copy can dramatically increase leads, meetings, and sales.
insights INSIGHT
Outbound Provides Control and Trust
Outbound gives proactive control to reach specialized clients.
Buyers often engage if outreach is relevant, trustworthy, and timely in B2B services.
volunteer_activism ADVICE
Balance Personalization With Scale
Avoid wasting time on fully custom outreach as AI reduces uniqueness of publicly available data.
Use automation with some personalization to sustain outbound without burning out.
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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
The Digital Agency Growth Podcast