A short YouTube monologue (by Matteo Tittarelli) describing a cold-outreach tactic for lower mid-market M&A: combining highly-researched cold emails with direct-mail elements — specifically overnighting confidential-stamped packages to office addresses and mentioning the package in the email to compel replies. The approach aimed to bypass gatekeepers and increase reply rates from typically unresponsive founders and owners.
Chapters
And so the other thing was we overnighted the packages. We didn't tell them this, but we overnighted them and stamped them confidential. So we didn't have that same human gatekeeper. It would probably have to be a client that was a lower mid market M and A space. And they wanted to reach certain types of founders and owners who rarely responded to their existing outreach, let alone a sales pitch from a business broker, which is essentially what they became in the mind of their target. So we combined some deep researched emails with tactics from direct mail. Follow up, we built a highly qualified list down to their specific office addresses because that's going to come into play based on the client's own kind of napkin sketch criteria that they came up with. So the cold email included a line that said I'm mailing you a package with more details to this address. But it was subtle to where I'm about to overnight you a package sight unseen. So they felt obligated to reply back whether or not it was the right address or not. So we weren't, we, we hoped that was the right address, but if it was wrong, they would say, whoa, whoa, whoa, that's not the right address. They didn't say don't send it. They said that's not the right address. So we knew the level of interest based on if they said either because sometimes they would say don't send me the package because they would feel bad, but it got my reply rate up.
