Understanding the 3x3 Rule for Prospecting
Dindo Fernandez
Last Update één jaar geleden
The 3x3 Rule or Method is a sales prospecting approach that says you should spend just 3 minutes to find 3 pieces of information on a prospect.
By following this rule, you'll be reaching out to prospects quickly without falling into the trap of endless research.
You'll also gain enough context to make your personalized email, personalized LinkedIn message, or outbound phone call a valuable one.
Regie's Chrome Extension streamlines the 3x3 research process and drastically speeds up data-gathering on your prospects!
When using the Prospect Lookup in the Chrome Extension the rule of thumb while doing your research, is to scan for relevant events in the general Personalization categories.
- Personal
- Promotions
- Relevant social media posts (Twitter, LinkedIn)
- Work Anniversaries
- Affiliations/Associations
- Alma mater/sports teams
- Current projects/initiatives
- Referrals or other names in the org
To find personal details and information, in the Prospect Lookup reference the following tabs: About, LinkedIn, Twitter
- Company
- Relevant social media posts (Twitter, LinkedIn)
- Press Releases/News Events
- New product launch
- Recent financing or acquisition(s)
- Core Values/Mission Statement
- Sister portfolio companies
- Recent job postings
- Executive Changes
To find more Company Details and Information, the Prospect Lookup reference the following tabs: Company, LinkedIn, Twitter, News, Job Posts.
See the following resources for additional insights on using Regie to simplify your outbound email workflow:
Prospect Lookup: Prospect with Personalized Content
Content Best Practices - 3x3 demo
Warming Up your Prospecting Calls
Use the Chrome Extension's Prospect Lookup to support the 3x3 method for pre-call research on your prospects to "warm up" your cold calls or to disqualify a prospect. While knowing a lot about a prospect is a valuable tool, the more efficient you can be with your selling activities, the more successful you’ll be.
Since speed is key, uncovering up to three trigger events (or data points) in 3 minutes or less is a breeze by using the Chrome Extension's Prospect Lookup. You can also go directly to the prospect's LinkedIn for more insights if needed.
If the prospect fits your ICP or ideal customer profile, make note of the three points before making your outbound dial to the prospect. Use the info gathered to dictate your opening and call to action.
Please see the following resources for additional insights and training: