How to Achieve 4x Response Rates with Multi-Channel Prospecting

Prospecting is no easy challenge. You have to have charisma, know who to reach out, who to reach out to, when is the best time to engage with potential prospects and, most importantly, the right channel to reach out to them. 

Some prospects are more responsive via email, some via LinkedIn, and some (if you have additional data like their phone numbers) may only be reachable via a quick phone call. 

But when it comes to sales, relying on only one channel for outreach may be a losing game. Here’s a quick comparison table to demonstrate why the multi-channel approach is the way to go.

‍

Why Automated Multi Channel Prospecting Is The Way To Go 

If you still rely on manual prospecting, it’s time to drop the old-school strategies and embrace the world of AI. 

Automation is the answer to reaching your prospecting goals and unlocking new relationships with prospects – not one channel at a time, but targeting them using a multichannel approach.  

Here are 3 main reasons why.

High Response Rates

When you combine email, LinkedIn direct messages, and phone calls you’re on your way to boosting your outreach success by at least 4 times compared to relying on a single channel (no matter which channel you pick).

Tailored Touchpoints

As mentioned before, different people have different response behaviours on different channels. They may check their LinkedIn profile once a week but check their email every 10 minutes. Or vice versa. 

While their email inbox might be flooding, no one might be reaching them out via a direct message on LinkedIn after sending a connection request. 

Why throw a dice on picking the right channel to reach out to prospects when you can use and combine all channels at once?

Stay on Top of Their Mind

Let’s take a look at the following example: 

You manually send an email to a prospect. Let’s call him Josh. Then you wait for them to reply back (if, they will reply back). In the meantime, you move on to reaching out to another prospect and the one after that. 

While you’re busy manually prospecting on email, Josh is getting more emails in his inbox. At this point, your initial email keeps on living in Josh’s inbox graveyard.  

There are high chances that you will never hear back from Josh. 

And this same scenario will keep on repeating until you start to question if there is something wrong with your message, your tactics, your tone, or the product you’re selling. 

The solution is: embrace an automated multichannel approach. 

It’s the only way to make sure that you’re on top of your prospect’s minds. 

How to stay on top of your prospects’ minds?

Let’s look at how you can stay on top of your prospects' minds with minimal or no effort. It may sound too unrealistic, but it is an experience all our Genesy users experience every day. 

Here’s an example scenario of how it usually goes: 

Step 1

Use Genesy’s AI to automatically send an outreach email to the same Josh mentioned above. 

Step 2

Use Genesy to automatically send a LinkedIn connection to Josh.

Step 3

Josh accepts the LinkedIn connection (whether or not they make the “connection” that you have already reached out to them via email)

Step 4

Once Josh accepts the connection, Genesy’s AI Sales agent sends a short and personalised direct message to them via LinkedIn. Usually expressing a positive reaction for them accepting your connection request and saying that “you’re happy to connect with them”.

Step 5

Josh replies back. You can take it from there or let Genesy’s AI to keep the conversation going. This is the starting point where you establish a good relationship with them. 

Step 6 

• Scenario A: Josh finally sees your email and may recall you from LinkedIn and reply back. Then, through Genesy, the conversation keeps going with the help of AI agents, until they show interest in scheduling a meeting or requesting a demo.  
• Scenario B: Josh never sees your email. He may never reply to your LinkedIn message. But as long as you are connected via LinkedIn, all your upcoming posts on LInkedIn appear on their feed.
  And if they are your target audience, and you keep posting and speaking to your target audience (including Josh), you’ll keep on coming up to their feed until you build up enough interest for them to reach out and asking to learn more about your product or solution. 

The best part of it all? 

After you set the campaigns and start running them, you won’t have to lift a finger to reach any of the six steps above. It will get done in the background until it is time for you to take over the conversation. 

However, you will have to be proactive and keep on posting on your LinkedIn and be active on all channels that you are trying to reach out to your prospect. 

Multichannel Prospecting with Genesy – A Step-by-Step Guide

1. Lead enrichment and generation

• Define your Ideal Customer Persona (ICP), picking the right industries and roles.
• Use Genesy’s multiple databases for lead enrichment
• Collect accurate data & verify phone numbers, email addresses, and other important details specific to your campaigns

2. Identify the right channels

• Research the channels your ICP is most active. 
• Diversify your outreach campaigns by focusing on a multi-channel approach (email, LinkedIn, phone calls) 
• Prioritize channels for each lead type (e.g., LinkedIn for tech leaders and email for SMB owners).

3. Fully automate your outreach campaigns

• Use Genesy’s AI SDRs to craft personal messages at scale 
• Optimize your outreach sequences and leverage Genesy’s waterfall conditional campaigns 
• Keep the conversation going with AI SDRs to keep leads consistently engaged 

4. Measure and iterate

• Monitor campaign performance (open rates, response rates, and conversion rates) 
• Improve and adjust your strategy as needed 
• Experiment and A/B test with different messaging and channels 

‍

Frequently Asked Questions