In today’s fast-paced sales environment, personalization and engagement are key to standing out from the competition. Recently, I sat down with Tommy Lacek, a seasoned seller from Paychex, who shared his insights on how he transformed his sales prospecting with the help of OneMob.
Here’s how Tommy overcame the challenge of cold prospecting and how OneMob has revolutionized his approach:
The Challenge: Blind Prospecting
After spending over 11 years in outside sales, Tommy had hit a major roadblock in his process: he was struggling to prioritize his outreach efforts based on genuine interest. Everything felt like a shot in the dark. From cold calls to mass emails, there was no clear indication of who was actually interested in what he was offering.
In Tommy’s words:
“My biggest gripe was that we had no tool to prioritize prospecting based on who was actually interested. It was all blind—cold calls, cold emails—and in today’s fast-paced sales world, that just wasn’t cutting it anymore.”
This is a common pain point for sales professionals, especially in industries where quick follow-up is critical. The lack of visibility into what prospects are engaging with can lead to wasted time and missed opportunities. So, how did Tommy fix it?
The Solution: OneMob
Enter OneMob, a platform designed to enhance prospecting by combining personalized video messages with detailed engagement tracking. Tommy quickly saw the benefits, both in standing out from the crowd and in optimizing his follow-up strategy.
Here are three ways OneMob has transformed Tommy’s prospecting process:
1. Personalized Video Messaging
OneMob allows Tommy to create and send personalized video messages to prospects, making his outreach more engaging and human. But it’s not just about the video—it’s about what’s attached to it. Tommy includes links to Paychex’s various services, integrations, and even standalone products to give prospects a fuller picture of what the company offers.
“OneMob doesn’t just allow you to send video messages and set yourself apart. You can also add attachments, like product links or integration details, so prospects get all the info they need in one place.”
2. Real-Time Engagement Tracking
One of the most powerful features of OneMob is the ability to track engagement in real-time. When Tommy sends out videos to 30-50 prospects, he can immediately see who’s clicking, what they’re watching, and how long they’re engaging with the content. This data allows him to prioritize his follow-ups based on real interest, improving his response time and increasing his chances of converting prospects.
“I can see in real time when someone views my video, what they’re clicking on, and how long they engage. That way, I can follow up when it’s top of mind for them.”
3. Effective Post-Meeting Follow-Ups
OneMob isn’t just a tool for prospecting—it’s also incredibly effective for post-meeting follow-ups. After a meeting, Tommy can send a recap video, add any details he might have missed, and track what additional information prospects are interested in. This has been a game-changer for refining his approach and ensuring every meeting is maximized.
“Maybe I didn’t touch on something during the meeting, but if they click on that section in the follow-up, I can bring it up in our next conversation.”
The Results: Increased Engagement
Since implementing OneMob, Tommy has seen a significant improvement in his cold prospecting engagement. His average engagement rate has jumped to 30-35%, allowing him to get his foot in the door more often and separate himself from competitors.
Tommy’s Top Tips for Sales Success
For salespeople looking to improve their prospecting efforts, Tommy has a few key pieces of advice:
- Dive in! Don’t hesitate to start using tools like OneMob. It might feel awkward at first, but practice makes perfect.
- Keep it short: Shorter videos get more engagement. Tommy suggests keeping videos the same length as a voicemail unless it’s a detailed recap.
- Reuse content: Don’t reinvent the wheel. Record key messages once and reuse them. This saves time and ensures consistency in your outreach.
“I reuse almost all of my content so I’m not constantly re-recording new videos. It’s a huge time-saver!”
Conclusion
OneMob has given Tommy the ability to prioritize his outreach, track real-time engagement, and follow up effectively—all while setting himself apart with personalized video messaging. For sales professionals looking to optimize their prospecting and increase engagement, OneMob is proving to be an invaluable tool.
Thanks again to Tommy from Paychex for sharing his journey! If you’re looking for more tips or insights, feel free to connect with him on LinkedIn.
