Your leads are in the file. Each one engaged with content on your topic in the last 90 days. A person checked their name and title online. Then a call confirmed their company. Start within 48 hours, in this order.
The plan
| Day | Do this |
|---|---|
| 0 | Check the file against your CRM. Run every number marked "personal" against the National Do Not Call Registry. Sort by date, newest first, then by seniority |
| 1 | Email 1 to your first 10 to 20 leads, subject "{topic} at {company}". Call them the same day or the next |
| 2 | A connection request on the professional network your buyer uses, with no note |
| 4 | Email 2 in the same thread. Call 2 |
| 7 calendar days after day 0 | Last day to report a wrong lead |
| 7 | One short message to everyone who accepted |
| 10 | Email 3, subject "Who owns {topic} at {company}?". Call 3, and leave a voicemail |
| 30 | Count held meetings |
The three emails, the 20-second call opener and the voicemail are in the full playbook.
Five rules
- Open with the topic. Never say you saw them read, open or download anything
- Put your postal address and a way to stop in every email. US law (CAN-SPAM) requires both. Honour a "stop" the same day
- Dial by hand. No autodialer, no prerecorded or AI voice, no voicemail drops, no texts
- Check the Do Not Call Registry before you call a number marked "personal, may be mobile"
- Stop when asked, and forward every removal request to us
These rules are a summary. Before you call at scale, check them with a lawyer.
How to judge the pack
Count held meetings per 50 leads. The denominator is all 50 leads in the pack, including those who never replied. Divide the pack price by held meetings. Compare the result with about $667. That is our estimate of an in-house SDR's salary cost per meeting, from the Bridge Group's 2025 numbers.
A wrong lead
A lead is wrong when any field is wrong, such as an email that bounces. It is also wrong when the person has left the company. Reply to the delivery email within 7 days, with the lead's work email and the reason. We send a new lead in its place. We refund it only when we have no one left to send. Your free 10 are a trial, so they are not replaced.
Your next step
Sort the file today, and send email 1 to your 10 freshest, most senior leads.
Sources
A question about this guide? Write to hello@intentchart.com. A person answers within 1 business day
