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The power of authentic interactions. We’re human after all.

by Joswè Muscat Galán | 2 Feb, 2026 | Monthly Digest

Keep it real and forget the hard sell faff.

Wouldn’t it be perfect if we all cut to the chase? Most of us would say “yes”, but that euphoric moment is subjective - because not everyone defines “useful” the same way, and not every interaction needs to earn its keep in the first 30 seconds.

This digest is us sharing what we’ve experienced (on both sides of the conversation) and how at ODIT we’re trying to make it better -less noise, more signal.

The uncomfortable reality (and why it matters)

A lot of outreach never even gets a fair shot. Around 80% of cold calls go to voicemail, which means the “conversation” often ends before it begins.  And even when someone does see your message, reply rates for cold outreach are typically low; benchmarks commonly put cold email replies in the single digits, with Belkins reporting an average reply rate around 5.8% in its 2025 study.

So yes, spray-and-pray can create activity. But it also creates fatigue. And fatigue is why good messages get ignored alongside the bad.

The thing we’ve all seen (and how people react)

On a number of occasions, whether you’re the decision maker or not - you’ve probably received a generic, somewhat AI-shaped email or DM with a product pitch that promises to “solve everything”.

It’s rarely the product that’s the issue. It’s the assumption behind the message: “If I talk at you long enough, you’ll eventually agree you need me.” Most people can feel that a mile away.

We’re trying to do it differently at ODIT

Casting a wide net might look proactive, but it often trades relevance for volume.

We prefer the personalised touch: organic interaction, being clear about what makes us, us (and what doesn’t), and giving the right time, platform, and space for clients to approach us; even if they don’t need us today. The goal isn’t “get a meeting at all costs”. The goal is: when the timing is right, the conversation already feels natural.

LinkedIn outreach: keep it human, keep it short

LinkedIn can work well when it feels like a real message, not a template. Benchmarks put LinkedIn message reply rates broadly in the 5–20% range, with InMail often cited around 10–25%. The pattern is consistent: shorter, clearer messages tend to perform better, with some reporting a ~22% lift when InMails stay under 400 characters.

  1. Conferences / Events: Conferences are full of people trying to “get ROI” out of every handshake. The most valuable interactions often occur when the focus isn't on a sale, but on genuine connection - simply two individuals sharing insights about current challenges. If you encounter someone you can't immediately assist, still strive to be a resource by offering an introduction, sharing a helpful resource, or directing them to a relevant peer.
  2. Emails: If the first email reads like a brochure, it will be treated like one. The real differentiator isn’t “clever copy”. It’s relevance, restraint, and a genuine reason for reaching out that isn’t disguised desperation. Keep the ‘ask’ small (permission-based), and let the relationship earn the next step.
  3. Virtual Calls / Calls: Calls go sideways when one side treats it as a performance. The better version is a working session: align on what problem you’re solving, what “done” looks like, and whether there’s even a fit. If there isn’t, say so - people remember the honesty.
  4. Meetings: A meeting that could’ve been an email is annoying. A meeting that becomes a pitch-deck ambush is worse. Make the meeting about decisions, tradeoffs, and next actions; if the next action isn’t clear, the meeting wasn’t real. The whole point of a meeting is to nail down decisions, sort out the compromises, and figure out what happens next. If you leave without clear next steps, the meeting was basically a waste of time.
  5. OOO / Unplanned Interactions: OOO replies and “wrong person” responses are normal - treat them like humans, not obstacles. A quick "thanks" after someone replies, or politely asking who the right person to talk to is, usually works better than demanding they jump on something right away. These small interactions really start to build trust.

It’s very simple:

A practical way to frame this (without sounding preachy):

  • Replace “Here’s what we sell” with “Here’s what we’re noticing.”
  • Replace “Can you jump on a call?” with “Is this even a priority right now?”
  • Replace “Let me show you a deck” with “Want a 2-minute summary and you can tell me if it’s relevant?”

References:

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