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Do Good Work is not a label but a way of living.
It is the constant and diligent effort to achieve a new level of excellence in one’s own life.
It is the hidden inner beauty behind the struggle to achieve excellence.
It is not perfect but imperfect.
It is the effort, discipline and focus that often goes unnoticed.
The goal of this podcast is to highlight that drive.
The guests I have on this show emulate this drive in their own special way. You’ll be able to apply new ideas into your own life by learning from them.
We will also have 1on1 episodes with me where we’ll dive into my own experiences with entrepreneurship and leadership.
Every episode is designed to provide you with ideas that you can apply and grow in excellence in all areas of your life, business and career.
Do Good Work,
Raul
INTRO
PODCAST
Speaker: I've personally never
had cold outreach fail me.
I've either learned something, connected
with someone new, and when I connect
with someone new, that's either
become new business, new opportunity
podcast, guesting, mentorships,
networking opportunities, you name it.
Cold outreach always works.
If you have this one thing and you
don't forget the one thing that matters
whenever you do any kind of outreach.
It's called relationship.
That one word is significant because
that changes your frame of mind
of what you do when you actually
reach out to the individual.
Now, I will admit, I have not done well.
I did in the past the volume thing where
you send a hundred emails, 50 emails
a day, or maybe some of you a thousand
emails a day across multiple domains.
I haven't gone to the thousand mark, but
I remember even back in the day sending
physical mail with wax seals on the back.
To get appointments and I think
my call booking rate was 2%.
2% from cold, physical, lumpy mail letter,
direct response letter to phone call
to pitch call that's kind of crazy, but
those are the numbers we were looking at.
I've even done the cold, email
thing, the outreach, from LinkedIn,
whatever you want to call it.
I reach out to a human, build a
relationship, build a connection, make
an ask that benefits them in alignment
to the goals that we want to achieve
together, and that always seems to work.
Why is this such a
contradictory idea nowadays?
I think it's because we're looking
to get that cheap dopamine hit
of saying, what do I wanna sell?
Or What do I wanna do right now?
And who out there, right there,
out there right now can I reach out
to, to get what I want right now?
Versus thinking about what does
that person actually need right now?
What are they going through right now?
What's the situation that's happening
with their business, with their life?
What are some of the things that I can.
Deliver to them in advance, or it builds
reciprocity, builds a relationship
versus saying, Hey, I know you're busy.
I know you're drowning.
I know you're doing this.
I wanna circle back.
I wanna reach out.
Just touching base here, just
following up on my thing, but
I want you to buy from me.
You gotta reframe that idea.
One thing that I do to actually embed
this in the process for myself or for
clients is to change the nomenclature
of talking about marketing qualified
leads or sales qualified leads to
a marketing qualified relationship
or a sales qualified relationship.
I think this is very important
because if you start thinking
about this human as a human.
Like right now, depending on where you
live, either drive to a neighborhood
or just go to your neighborhood and do
a walk with a dog and just walk around
the neighborhood and look around.
Those are your prospects.
Those are the people
you're reaching out to.
Those are the people you wanna
build a relationship with.
How do they look?
They properly look normal.
They probably have normal lives.
They drive a car, they
probably have a dog.
They probably have a front yard.
They might have grass and
a tree in the backyard.
Who knows?
All I'm saying is that right now the
key thing that I'm seeing with all
the A i, SDRs, all these key things.
It.
I think there is some
good in the marketplace.
I won't bash everything about AI but I
also think that the volume game to push
and press a product or an idea is just
lazy dopamine that we've been trained
with the endless scroll with the, I
need to serve myself first mentality
that's been plaguing our generation
So how do you build that
reciprocity and generosity upfront?
One of the strategies that I do for our
clients and myself is just to look at
what are they actually going through?
What is the thing that's related to
what we do, our products or services
that they're currently going against
or seeing in the marketplace.
they might have a situation with their
investors, might have a situation with
hiring, might have a situation with the
marketplace or the economy as a whole.
What is the problem that they're
facing and how does that problem
relate to what we're doing and how
do we deliver value in advance?
Either sending them something
that's valuable that'll help them
move forward in their progress.
'cause the one word, and Galen, if
you're out there, they're listening to
the one word that changed everything
for me when it came to selling, is
to empower that person's next move.
Your job.
Doesn't matter if you're looking
for a job, doesn't matter if
you're looking to close the sale.
Doesn't matter.
If you're looking to build a pipeline
opportunity, regardless of what your goal
is, your job is to empower that individual
that you're speaking to their next move.
And it's nearly impossible to do that.
with high accuracy, with high
level of intent, with high level
of, possible positive outcome.
If you're just trying to spam
everyone and hit thousands of people.
I'll give you a real example.
I'm going to a conference
there's specific people I wanna
reach out to and my question isn't.
What ask do I want from that?
You need to know what your ask is,
but my question right now is what
are they going through and how can
I add value introduce them, connect
them, make something for them.
I haven't figured that out yet, but do
something for them that allows them to go
further, build that bridge of relationship
and identify opportunities to collaborate.
That's the goal.
And that, in my opinion, is
what's missing right now.
So if you wanna have outreach work,
and you might be thinking, RO I
need to hit with this pipeline.
I have this growth goal number.
I have this whole thing great
I've experienced both ends.
I can tell you.
This is a much better way to grow because
not only will you have a relationship,
but you will have better opportunity.
I'll close with this.
I had a mentor once tell me that
if you ask people for advice,
you'll get money or opportunity.
Why?
Because people that want to give
advice, that's their self-view.
their ego, because you're
helping them get what they want.
They'll help you get what you want.
But if you ask people for money.
Hey, can you buy this?
Hint?
Hey, are you busy next Tuesday?
Hey, can you book an
appointment on my schedule?
Here's my calendar.
Go book it yourself and
figure out a time on your own.
And I, if you ask people for money,
they'll just give you advice, and that's
a principle to how we humans work.
Don't you think we should?
Similarly model that when we're
doing professional outreach to
build a true relationship, to build
collaborative opportunities and
figure out how can I empower you to
take the next step in your journey.
Thank you for listening to the podcast.
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io that's podcast at do good work.
io.
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scale profitably, where you can get hand
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you can get trainings and discussions that
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You can get all of that
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resources Now, if you'd like to accelerate
your progress and shorten the gap between
information and action and start seeing
results in your business, let's work
together to increase your company's
performance and scale profitably and
serve more clients without the overwhelm.
You can request a free clarity call
to see how we can best support you to
reach your goals by going to DoGoodWork.
io forward slash apply.
Again, that's DoGoodWork.
io forward slash apply.
As always, it's an honor to be
a small part in your journey.
This is Raul Hernandez.
Do good work.