Why being Harvey Specter is Great for Outbound

What’s up, it’s Zayd.

No matter what you do, it’s human nature to get our hopes up. You see a tire-kicker and think—I’ve got them. They’re hooked. Boom—they’re going to convert…until they move on and kick the next car’s tires. 

A friend of mine started watching Suits, one of my favorite shows, and it got me thinking about how Harvey Specter always knows what his opponents are thinking before they do and how his methods could be applied to sales. 

It comes down to the art of reading signals—or in his words, ” Don't play the odds…play the man.” 

Below are 4 ways to spot and act on key buyer signals.

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In the 90s, there was a study on how people make decisions—researchers found that most of our choices happen subconsciously, way before we're aware we've made them. Our brains are constantly scanning for clues and piecing together a puzzle we don't even know we're solving. 

Buying signals work kind of the same way.

These days, when the market is saturated with infinite data and options, you need to be even better than Harvey at reading people. No one will raise their paddle in the auction room and put all their cards on the table. There’s a level of complexity and mystery in play. 

This is where signal spotting and following the digital breadcrumbs becomes important when piecing the case together the way Harvey might. Track:

• Website visits

• Content engagement

• Social media activity

• Email interactions

• etc.

Now you can decode all of that intel to tailor your outreach strategy and have it all set up so that you know that when someone searches for X, odds are they are going to want to buy Y to fix it. 

2. Eavesdrop…but in a cool way

There’s an art to strategic social listening and when done correctly, it can clue you into things that people don’t even know they’re missing/needing/looking for. 

- Set up alerts for when prospects post about industry pain points

- Track when they engage with your competitors' content

- Monitor for job changes or company announcements

You know that feeling when you mention a product or place in conversation and then suddenly every time you open your phone you get an ad for it so you keep being reminded? That’s essentially what we’re doing but for B2B. 

At Valley, we're using AI to track:

- Which pages do prospects visit on your site

- How long they spend there

- What they search for

- And one step further, what problems or pain points brought them to your site to begin with

Observe, collect data, wait, and watch, and then strike at the right time—when you’ve actually sifted through the noise and found your buying signal. 

3. Give prospects a grade

Behavioral scoring has been used in the marketing world for ages, but the concept also applies to sales. Give your prospects “points” based on actions like:

- Email opens and clicks

- Content downloads

- Demo requests

- Pricing page visits

- Etc. 

When a prospect hits a certain score—that’s a buying signal that can trigger a personalized outreach sequence. 

When Harvey talks about “being the best closer” part of that is because he lets the client do half of the work for him—"I don't pave the way for people, I find people who are already paving their own way and I use them." 

That's what great buyer signaling is all about. You're not convincing people to buy; you're finding the people who are already on the path to purchase and guiding them home. You’re targeting the prospects that have the most points.

4. Decode Digital Body Language and read the room

For example, when dating, you can tell when someone is interested. Take the same queues from the real world to the digital one. 

• How quickly are they responding to emails or messages?

• What kinds of questions are they asking? Do the questions show that they are listening, leaning in, and doing their own research?

• Clock their engagement patterns when you say certain things v others. 

Doing this can help you gauge interest and adjust your approach accordingly. 

Ok, so you got the signal…now what?

Spotting buying signals is only half the battle. They mean nothing if you can’t act on them. When I think about the future of sales and how we'll use buying signals, I see a massive shift coming. I see the gap between signal and action shrinking almost entirely. 

Valley’s goal is to create a X, Y, Z, and A so that the process looks like —

1. The pixel spots a prospect hovering on your pricing page

2. It instantly cross-references this with their recent social media activity

3. It crafts a personalized outreach message

4. The message lands in your prospect's inbox while your solution is still top of mind

5. Potential buyers are receiving hyper-relevant, perfectly timed communication that feels telepathic

Essentially we are building Valley to not only interpret signals, but also to anticipate needs based on clues. It's not about working harder. It's about working smarter. Way smarter.

TLDR: Let Valley be your Donna.

How I Can Help

Let me book sales calls for you while you’re binging Suits. Seriously.

I built Valley to be your automated SDR and empower AEs. Get started today and watch your calendar fill up with qualified leads.