Start with the Phone: Build Rapport in Real Time

A phone call cuts through the noise.

It’s the fastest path to a real conversation. When a rep gets a prospect live on the line, it opens the door to nuance—tone, hesitation, offhand comments. These real-time cues give sellers valuable insight that email can’t match.

Phone calls are best for qualifying interest, addressing objections, and booking next steps. But success isn’t just about dialing—it’s about timing. Call after a prospect opens your email. Or try calling early morning or late afternoon when calendars loosen up.

Tip: If they don’t answer? Leave a short, specific voicemail and follow up via email or LinkedIn within 15 minutes. This quick combo boosts recall and reply rates.

Use Email to Go Deep (and Get Shared Internally)

Email is where the detail lives.

Unlike a phone call, email gives your prospect space to digest your value proposition. It’s the ideal format to send:

• Product decks that explain your solution clearly
  
  
• ROI calculators that speak to their bottom line
  
  
• Customer case studies that offer social proof
  
  

But don’t just send and hope. Use tools like Mixmax or Outreach to see if they opened or clicked. If they viewed a case study multiple times, that’s your signal to call.

One overlooked power of email? Internal forwarding. Prospects often share emails with colleagues and decision-makers. Make it easy: include links that work on mobile, keep design clean, and use a clear subject line that speaks to their pain.

Lean on LinkedIn to Build Familiarity and Trust

Sales is about trust—and LinkedIn is where trust starts.

Before you send a connection request, interact. Like their posts. Leave thoughtful comments. Share relevant industry articles with a note: “Thought this might be helpful given your focus on [topic].”

Once connected, don’t pitch right away. Spend a week or two becoming a familiar name. This passive visibility warms the prospect before outreach even begins.

Think of LinkedIn as your digital handshake. It’s less intrusive than a call or email, but it keeps you on their radar. And when they’re ready to talk, you won’t be a stranger.

Bonus: Check if they’ve viewed your profile. That’s your green light to reach out.

Use SMS—But Only When It’s Welcome

Texting is personal. That’s why it works—and why it must be used with care.

When used properly, SMS can increase response rates by up to 30%. It’s best for:

• Confirming a meeting: “Hi Jordan—just sent the Zoom link for tomorrow’s call.”
  
  
• Quick nudges: “Sent over the proposal—let me know if any questions come up.”
  
  
• Post-demo follow-ups: “Hope that demo helped! Happy to dive deeper if needed.”
  
  

But don’t cold-text. Always get explicit permission first—usually during a live call or after they reply by email. And keep it short, friendly, and relevant. No fluff, no marketing jargon.

Done right, SMS adds a sense of immediacy that no other channel can match.

Bring It All Together: Orchestrate, Don’t Spam

The magic isn’t in the tools—it’s in how you use them together.

Each channel plays a role:

• Phone for urgency and clarity
  
  
• Email for rich content and internal sharing
  
  
• LinkedIn for trust and visibility
  
  
• SMS for speed and convenience
  
  

But randomly blasting all four won’t work. Instead, plan your sequences. If a prospect opens your email but doesn’t reply? Call. If they accept your LinkedIn but haven’t engaged? Send a personalized message with value, not a pitch.

Layer your outreach thoughtfully. Let each touchpoint build on the last. That’s how you stay top of mind—without wearing out your welcome.

The Wrap-Up: Your Channel Strategy Should Feel Like a Conversation, Not a Campaign

Multi-channel selling isn’t just about more—it’s about smarter.

Here’s how to do it right: ✅ Use the phone to uncover real-time insight
✅ Use email to provide depth and shareable resources
✅ Use LinkedIn to earn trust and visibility
✅ Use SMS to close the loop—but only with permission
✅ And most importantly, let each channel play its part in a cohesive, thoughtful flow

Reps who mix channels strategically see reply rates jump by 28% or more. Why? Because prospects feel like they’re in a conversation—not just on the receiving end of a sales sequence.

In a world of crowded inboxes and ignored voicemails, showing up across channels—authentically and at the right time—makes all the difference.

Ready to start your multi-channel mastery? One message won’t do it. But the right mix just might.

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