Email Selling Archives - The Sales Evangelist

Category Archives for Email Selling

Cold Calling, Social Selling, Aaron Abodeely

TSE 1134: From The Street: “Why, Even With Social Selling, Cold Calling is NOT Dead”

Cold Calling, Social Selling, Aaron AbodeelyTime often brings a great deal of change, and some ideas don’t survive the passage of time; though there are people who don’t believe it’s true, even with social selling, cold calling is not dead.  

Aaron Abodeely has a passion for helping sales reps and small business owners distribute their messages, and he noticed along the way that the industry was lagging behind in digital trends like social selling. Evolution is hard because we get into a bubble and a routine of doing things a certain way. We build processes around certain tasks but unless we’re out in the space learning from other people, we can’t learn how to evolve. 

Cold calling

Typically, cold calling involves calling, emailing, or nurturing leads that are cold outreach, meaning that these contacts haven’t had much, if any, contact with our business or our value proposition. You’re going in cold. We often have sales development reps in enterprise IT designated to contact these leads. 

Email came on the scene in the early 1990s, and it joined the landscape of cold calling and door-to-door selling and networking events. 

When social selling came on the scene, we learned that we needed to connect with specific contacts within specific organizations. We needed to find those people on social media and engage with them. Some of those connections would be senior connections while others would be peer-to-peer.

Social selling is the back end of social engagement, which is simply making friends and introducing ourselves to people in the space. It’s exhibiting genuine curiosity. The selling comes much later, which is why companies often struggle with this concept. 

Relevant and tailored

I reached out to Aaron on Instagram, but he noted that he isn’t particularly active there, as Linked In is his preferred method of contact. I sent him a message that I loved his content and loved what he was doing and I invited him to have a conversation with me. He explained that my invitation caught him off guard because I used specific details to affirm his work and explain the relevance of our messages. 

I sent him an audio message that was tailored to him, but it didn’t seek to sell him anything. We can’t pitch people right out of the gate because they don’t even know us yet. 

Although it makes sense that you meet someone, pitch to them, and then they buy, the truth is that if everyone in sales uses this same technique, no one will stand out. 

Social media

Many people believe that because we’re in the age of social selling, it’s foolish to invest in cold calling, but Aaron is on a mission to revive the concept. When he was an inside sales manager at his last company, he wasn’t doing much cold calling, but now, in his role as a consultant for clients, he’s effectively using email and cold calling to connect with an audience. 

He was trying to drive attendance to an event earlier this year, and many of those who took part said they discovered the information via email or LinkedIn or Twitter. Because he connected with them on social media, when he contacted them via email, they remembered him. 

The point is that we shouldn’t rely solely on any single method of outreach. It’s the mix of approaches that helps sellers get in front of the audience. 

Psychological wins

When we discover that a contact is excited to talk to us because we’ve made connections with him, that’s a psychological win. Instead of cold calling, it becomes warm calling because we’ve used advanced strategies to warm that conversation. 

By warming them up via social media and sharing relevant content, you’re engaging your audience. That way, when you do call, your name is familiar to them. 

There are automated ways to spam people on social media but consider the cost of a lead in your industry. The industry average for a trade show is $800 but for social media, it’s like $300. Do your own research, but considering that it takes only a few hours of your time to get in front of someone who might take an interest in your product, that’s big. 

Measure results

The challenge for executives and sales managers is that they don’t know how to measure these results. As a result, people spam on social media because they think they don’t have time to nurture this person. 

Many reps, in an attempt to save their jobs and meet their metrics, schedule a bunch of spam so they can reflect their efforts. 

Part of the argument for why cold calling and email aren’t dead is the reality that if we spend 80 percent of our time on cold calling and email and we hit our targets, we’re coming pretty close. 

Track how much time you’re spending on these ventures and then track your success rates from those efforts. As you begin to see success from these efforts, you can increase the amount of time you invest in them.

Making time

It can be difficult to make time for this kind of outreach, but consider investing an hour over breakfast or in the afternoon with a beer. Connect with 20 of your key buyers together and practice developing messaging that encourages relationships. Convey that your prospect is doing interesting stuff and you’d like to engage with him. 

A lot of companies are forward-leaning in this area because their buyers are people who are very active on social media. 

Driving engagement

Aaron recently had eight days to drive attendance to a technical workshop. He started by taking over the presenter’s LinkedIn profile and creating explainer videos of him sharing why folks might want to attend this event.

They deployed the video on LinkedIn and also one-on-one to specific people who might find the information relevant. They also employed cold calling as a follow up to LinkedIn and email messages. 

You can be aggressive with it but you must think long-term about the results.

Some type of two-way engagement is very good. For example, you’ve liked their post or left a comment and they responded. That’s a good sign and a healthy indicator. You can also send a thoughtful connection request. You simply have to adjust to who your buyer is. 

Make videos or launch a blog where you share thoughts about the industry.  

2-way dialogue

Begin by learning the language of the industry you’re pursuing. Go to technical meetups and learn to use the language your prospects use. 

Read magazines. Use meetups or YouTube. You may sound dumb trying to talk the way buyers talk, but it isn’t a sleazy thing. It’s your attempt at learning to communicate the way they do. Imagine going to a foreign country where people speak a different language. You may sound clumsy but you’re attempting to speak their language. 

It’s human nature to modulate how you speak to people. 

Some executives are scared to create content or speak broadly into the space, so start small.

Seek help

If you’re apprehensive about this, take screenshots and find time to sit with your sales leaders. Show this stuff to them in a one-on-one meeting. Demonstrate how you can get in front of C-level buyers. Make sure you’re hitting your baseline goals with calls and emails in order to get the leadership to adopt these concepts. 

“Cold Calling is NOT Dead” episode resources

Check out the Outcome Studio Podcast where Aaron interviews people who are sales and marketing experts or who just have cool stories to tell. Connect with him on LinkedIn or Instagram

Connect with me at

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 

Tools for sellers

This episode is also brought to you in part by, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link. allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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Donald Kelly, The Sales Evangelist Podcast

TSE 537: Email Outreach Won’t Work If You Don’t

Donald Kelly, The Sales Evangelist PodcastA quick question, how have your prospecting been lately? You’re probably sending a ton of emails to your prospects already, but I sure do hope you’ve been more intentional about it than you used to.

I want to say that although email outreach is the most common form of prospecting that salespeople do, many still tend to overlook them. You can’t just wing it, right? It’s a matter of doing things right – what to send, when to send, and who to send it to. Then the results may just blow you away!

So I’ve outlined some key basic things for you to munch on before you even click on that ‘Send’ button:

  1. Make it more concise.

If you hate receiving long emails (like I do) then don’t expect your clients to read a very long winding email from you as well. Keep it simple. Be as straight to the point as possible.

  1. Send emails to your targeted market.

Target the people you’re sending it to. Don’t do your email approach like you’re throwing spaghetti at a wall hoping it sticks. Make sure you have a targeted list. Make sure it’s simple yet provoking.

  1. Make dedicated time to prospect.

Focus on the one thing that’s going to drive your business to the next level. What is that one thing that’s going to drive your business to the next level? Make sure you’re utilizing your time during the day to focus on your prospects. Put on your calendar when you’re going to do it. Set apart a certain day to do prospecting.

  1. Set the time that your emails are going to be sent.

Utilize tools like Boomerang or Hubspot that allow you to delay the sending of your email. The best times would be early morning or late evening when they’re less distracted. There are also specific days that have been found to be the greatest days to send emails like Tuesdays through Thursdays.

  1. Make your email personalized.

Granted that the content of your email contains the same information because you’re reaching to the same types of people, find a way to personalize the email. Make sure you’re truthful. Focus on the main things that would jump out to your prospect. One strategy is to utilize the stuff they have. Take whatever content they have, apply them, and as you see some result, send them a quick message about it.

  1. Reach out through social media.

Reach out to your prospects via social media so when you send that first email, you’ve already sort of warned them up.

  1. Make sure you have a Call-to-Action.

Have a clear next step that you want them to do like check out a link or listen to a particular episode, anything that is focused on them.

  1. Rinse and repeat.

Again, you can take that same email to be sent to another prospect but make sure you customize it. The body of the content may be the same, but the way you address them or speak to them is different.

Episode Resources:

The ONE Thing by Jay Papasan and Gary Keller



Check out Adam Conner’s To Dare is Human Podcast

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Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales Evangelist

TSE 528: Cold Emails and Cold Calling Are Not Dead!

Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales EvangelistDoes cold calling still work? Picking up that phone book and calling all the numbers listed would probably no longer be as effective. But the short answer is definitely yes. Cold calling or cold email still works. The key is to have an effective way of prospecting.

My guest today, Marylou Tyler, is going to share with us some unique ways on how you can improve your prospecting skills. Marylou is the author of Predictable Prospecting and co-author of Predictable Revenue.

Here are the highlights of my conversation with Marylou:

Does cold calling still work?

Cold contact is a tool that you can leverage along with the other available tools now. The best tool depends on who you’re starting the conversation with. Help drive how your prospect likes to be sold, how they like to start the conversation, how they consume your content, and how they’re going to engage with you. Look at the person first and then build the tools around it, not the other way around.

Strategies for getting started with cold calling:

  1. Assessing the “state of the union”

Where are you at today? What does your lead flow look like? Where is it coming from? Also review your pipeline, your process, the people you’re selling to, etc.

  1. Leverage available tools to start the conversation

Know the relative position of where these people are along your pipeline.

  • Cold status: No response to any type of your advertising but are good targets
  • Tool you can use: Cold email engine and sequence
  • Value: You help build awareness around the “why” – why people should change, why now, and why you.
  1. Overlay that with levels of awareness

Some people may not be aware of the problem, so look at where you are relative to the position of the leads in the pipeline and their levels of awareness or where they are.

  1. Start a conversation, it’s compelling enough for them to be interrupted

Prospects would be amazed knowing that you know where they’re at. That’s the purpose of the email engine – not the external searches for people to find you, but the internal need that drives them to make a change. That’s where your phone conversation must be focused on.

The Concept of Pre-Call Planning:

  • Write out scripts including an “objection tree” so you’d know which rabbit hole people are going down and how you can steer them back into the active pipeline.
  • Outline every conversation you have with prospects including the objection, how you answered it, why it’s important, and what’s the next step.
  • Write things out. Internalize them and practice them daily.

Strategies for having more consistent and reliable flow of leads:

  • Target the people you want to have conversation with.
  • Practice, practice, practice. The more you’re on the phone, the better you’re going to get in terms of tonality, enthusiasm, etc.

How to get a high quality call list:

  1. Go to some place that have lists
  • List vendors where you can rent a list.
  • Ability to scrape the internet and use tools to find companion phone numbers that go along with the name or email.
  • Offshore services to find information for you.
  1. Make sure who you want to target
  • Have query parameters that allow you to fit your sweet spot.
  • Farm that out via query just to get the counts of how many records are available.

When (in the sales process) do you use cold calling:

  • Determine the nature and number of your touch points as a baseline.
  • When to use cold calling or cold emailing is based on your buyer persona.

Tips for creating your email messages:

  1. Cadence (Marylou has a chapter about this in her book Predictable Revenue)
  • Craft your email based on the hero’s journey of your favorite movie.
  • List the outcome. Contrast where they are now to where they could be. Leverage your other existing clients who have gone before them and solved the problem as well as people who chose to wait and what it meant in terms of loss aversion. Many people are more motivated by what they stand to lose than what they stand to gain.
  • Call-to Action. You’re the guide, they’re the hero. Switch to logic with specificity so they will feel good about making that decision for the call-to-action.
  1. Length of the Emails

Depending on the prospects’ levels of awareness, they will consume information roughly based on that level. The less aware they are, the shorter the email.

  1. Subject lines

The goal is to get their eyeballs to move to that first line by using emotional/psychological triggers based on the buyer persona. (Refer to the 6 principles by Robert Cialdini found in his book, Influence: The Psychology of persuasion.)

Then get them to move from the first line to the second line and eventually to the end of the email which is your call-of-action.

Examples of triggers: Curiosity, Mystic, Power, Vice, Alarm

Marylou’s Major Takeaway:

Start with the prospect and really understand everything you can about them because that will drive the entire process and which tools to use. Then everything else will fall into place. Spend time working the persona definitions.

Episode Resources:

Visit and download the free chapter on Cadence.

Connect with Marylou Tyler on LinkedIn or go to her Ask Marylou page to drop a question or send her a voice message.

Predictable Prospecting by Marylou Tyler

Predictable Revenue by Aaron Ross and Marylou Tyler

Influence: The Psychology of Persuasion by Robert Cialdini

The Alchemist by Paulo Coelho

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The Sales Evangelist, Sales Podcast, Donald Kelly, Email Selling

TSE 278: How To Use Simple Daily Emails To Double Your Sales

The Sales Evangelist, Sales Podcast, Donald Kelly, Email Selling

Today, we’re talking about emails and how you can utilize emails to generate money, specifically, how to use simple daily emails to double your sales. That’s why I invited Joshua Belanger on the show today to talk about this exactly.

Joshua started his business OptionSIZZLE in 2008 where he teaches self-directed, struggling investors how to use options correctly. Understanding your own personal finance is important and you have to realize there’s more to just dumping your money into a savings account.

Let’s dive into the discussion…

Here are the highlights of my conversation with Joshua:

The Power of Sending Daily Emails:

  1. Email is personal and intimate.

Email allows you to get into the inbox of so many people and have that intimate relationship with them. Seth Godin coined it as permission marketing. You can repel people that are never going to buy from you. Your audience isn’t everyone. You want people who are crazy about your stuff.

  1. You offer a solution to the problem.

You don’t ask for their number right away, you give them value first like a free report in exchange for their email. Sales can be just a transition to change in the relationship. Asking for a sale right away is going to quickly change a relationship.

When you’re invested into a pain issue, your audience wants to hear about that because they need to solve the problem right now. You have to convince people of why you are the person to help them with it. The more you can stay in front of them, the more you can demonstrate your expertise.

  1. Conversation is key.

Your email doesn’t have to be about your business all the time, be conversational. It shows you are human. Talk about the things that happen to you and try to tie them back into why you do what you do and have a link to your product in the end.

  1. Keep it very simple.

As much as possible, keep it text-based. Understand the medium. Be very specific. The look of your email doesn’t have to be fancy either because no one cares about your brands. What you do creates value for your brands. People can get hung up with the HTML thing.

  1. Get people to engage with you and be entertaining.

Remind people of why you are the expert in a way that’s entertaining. Keep reminding them of their problem and that you have something for the problem.

A few more things to remember:

  • You can’t expect people to remember your brand. People remember people so make sure you’re always in front of them.
  • Use emails to start warming yourself up. It’s about contacts and context. Email is the best way for them to learn about you.

Joshua’s Major Takeaway:

Write an email every day for 14 days and see what happens. You’re going to get a lot of “unsubscribe” and that’s fine. But include a link to your product an always tie it in, you will see a dramatic increase in sales.

Episode Resources:

Interested in options? Connect with Joshua through their website

Listen to Joshua’s podcast on iTunes Wealth, Freedom & Options with Joshua Belanger

Get a free audiobook download and a 30-day free trial at with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sigstr; Donald Kelly; Email Selling; The Sales Evangelist Podcast; Best Sales Podcast

TSE 214: “Behold the Power of Sigstr”

Sigstr; Donald Kelly; Email Selling; The Sales Evangelist Podcast; Best Sales Podcast Do you feel like sending emails is a waste of time? Well, for sure that was how I felt for quite some time until I discovered this really, really cool product – SIGSTR. Sending emails has never been this more productive and strategic, well at least for me, that’s why I wanted to share this with you too so you’d be able to streamline things and at the same time give more VALUE to your prospects or clients.

Here’s a little trivia: Did you know that an average employee sends 10,000 emails per year and that an average salesperson spends 20% of their day sending emails?

Now, imagine being able to convert all those emails you’ve sent into paying customers – Hallelujah!

So what does this tool Sigstr do?

  • It allows you to create a little banner that appears at the bottom of your email which links back to a particular blog post, page, or campaign that you’re running.
  • This helps you become a content sharer or an influencer
  • You can utilize the real estate in your email to drive traffic back to your organization, or a certain product you’re pushing, or to your upcoming event.

Think of this as a unique, little sales hack you can implement right in YOUR email!

So what do I like best about Sigstr?

  • It’s simple and easy to use.
  • It’s measurable.
  • It shows you how many times your email has been viewed and how many times people clicked on it.

What good does this do to you?

This is going to help you find out what kind of content people like or recognize and which people you need to focus on because these are the people that are clicking back to it.

Personally, I used this and experimented with it with the launch of the TSE Hustler’s League and so far, so good. I can see that people clicked on the banner and these clicks do drive some traffic back.

It offers a free 30-day trial. Or if you want to go for the paid version, it’s just $3 per month. So it’s not really going to hurt your pocket.

Using Sigstr is going to be a great Call-to-Action to invite someone to check what you have to offer.

Also, feel free to check out TSE Hustler’s League

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Email Marketing, Marketing Automation, Call to Action

TSE 163: Why Emailing Is Not Dead & How To Do It Right!

Email Marketing, Marketing Automation, Call to Action Is email marketing dead?

Says who?

Well, our awesome guests today will certainly prove just the opposite of that. Adam Tuttle and Jay Quiles from ActiveCampaign are going to bring us tons of knowledge on how we can use emails to better effectively sell and reach our customers and grow our businesses. Because friends, EMAIL is still so much ALIVE!

ActiveCampaign offers a user-friendly, small-medium sized email marketing automation platform that creates intelligent and intuitive types of sequences for their clients’ customers as they go from being prospective customers to paid customers.

Here are the highlights of my conversation with Adam and Jay:

Jay Quiles, The Sales Evangelist, Sales Podcast, Active Campaigns

Jay Quiles

Why is email marketing still important in business development and sales?

  1. Communication channel

Email is a primetime communication channel to get in touch with your customers.

  1. Relationship building

It allows great touch points with people (continued engagement with your customer base) for long-term relationships.

  1. Personal service

People want you to keep it real and email can help you do that. Sending personalized emails can go a long away.


Why email still works!

  • Value

It provides value to the readers. Even if it’s not selling something, it still educates readers.

  • Cost-effective

You can reach out to customers in a cost-effective way.

Adam Tuttle, The Sales Evangelist, Active Campaign, Email Marketing, Sales Podcast

Adam Tuttle

What Content Should You Provide for Your Customers?

  1. Content should be value-adding.

Sure you’re selling, but make sure your content is educational and prove why you’re worth it. Even if you’re not selling, bring something that is beneficial to the reader. Just provide value. Then people will want to come back to you because you become a trusted resource of information.

  1. Present a clear call to action

Make it clear how they can do it. There should be a purpose behind every email you send. Before you even compose your email, define the purpose of your email first.

  1. Spread yourself in different channels.

Send out videos or link to videos to hit the different types of customers that you have.

  1. Create an effective subject line.

Your subject line must be based on the purpose of your email. It must lead to the end goal of the email.


How to get started with email marketing:

  1. Set a goal.

Create a contact list inside your email provider. Figure out how to gain more contacts.

  1. Define what you want to accomplish.

Figure out why you’re doing what you’re doing, why you’re using this tool and what you want it to accomplish for you.


How to grow your contact list:

  1. Be willing to use different mediums

ex. subscription forms, landing pages, sweepstakes, etc.

  1. Look into what technologies are out there and do not settle with one.
  1. Evaluate periodically what new technologies are out there.


What is marketing automation?

It refers to a sequence of events that your customers are going to go through from being a prospective customer to becoming a paid customer.

Things to keep in mind with marketing automation:

  • Know your customer.
  • Understand their journey from the first time they visit your site to signing up to your newsletter
  • Focus on the experience your customers are going to go through and cater to them.
  • Audit the quality and quantity of the emails you’re sending them.

Changes in the email marketing world today:

  • Personalized content
  • Changes are more about the quality than the quantity
  • Emails are sent to the right people based on the triggers that you define.


Adam and Jay’s Major Takeaways:

  • Keep the quality over the quantity.
  • Go through an internal audit and check on the emails being sent out.


Current projects they’re working on:

  • New email designer! (with automation functionality)
  • CRM Round 2 development


Connect with ActiveCampaign thru email at  Email Adam at or Jay at Follow Jay on Twitter @j_quiles or LinkedIn.


Donald Kelly; The Sales Evangelist, Podcast, Email

TSE 129: Get Out of Sales Fantasyland…Your Long, Drawn-Out Emails Suck!

Donald Kelly; The Sales Evangelist; Podcast; Email Are you still writing lengthy, long-winding emails to your prospects? Well my friend, unfortunately, you still are living in the sales fantasyland and you need to wake up!

In the real world, long emails suck! No one’s going to have time to read your novel. The key is to keep your email SHORT and CONCISE. Simply put yourself in the shoes of the reader.

In Episode 128, Stu Draper, CEO of revealed what it takes for executives to open an email and really go further and read them.

Tips in Writing Your Sales Email:

  1. Make sure it’s short and concise.

Why do you need to keep it short and concise?

  • It shows you RESPECT their time.
  • You are more likely to get a response (yes, no, or tell me more about it). If they want to go further, they will go further.
  • It shows them that you mean business and that they’re not going to get through a crazy sales cycle.
  1. Spark their interest.

Use a short, concise, and catchy subject that will prompt them to open the email.

Be creative with your email.

Example: Provide a video. Not just a link, but take a screenshot of that video on your computer and put a little “Play Button” sticker (which you can copy online) and link it back to your video. Tell them it’s a 1 or 2 minute video and how they’ll be able to benefit from that video. It’s that simple!

  1. Make sure your email has one or two-liners.

Don’t try to kill it right away.

Less is more. The less you have, the more likely they will listen.

Write something that can grab their attention within the first 10 to 20 seconds. If they’re interested, they will respond automatically.

  1. Trust the process.

You basically have to HAVE a process and go through each part of that process. PATIENCE is key.

Your first email works to just grab their attention. So don’t try to kill it on the first one. Again, be patient.

The second email is where you give more meat and girth.

Don’t have a process? Send me an email at and we’ll help design a process for you.

TSE 054: How To Use Email To Sell with Ian Brodie

Ian Brodie Does selling using email really work?

Well, Ian Brodie surely thinks so and I believe him! He is an email marketing expert and is able to prove it with his years of experience. During a recent interview with Ian, he shared some of his best secrets that has brought him tremendous success. Come and check out some of the major takeaways from our conversation.

The Three Most Important Things To Know When Selling Via Emails: 

1. Make sure to have deep insights about your ideal customer. Really understand who they are, what they look like etc. Have a very clear picture of the ideal client.

2. Share valuable information to your prospects and customers. Make sure that it is entertaining as well.

3. Get people use to taking action from your emails. Build up that “Take Action” mentality with every email by offering some kind of commitment (re-share, tweet, click etc.).

4. Take advantage of paid traffic. It works when done properly.

Why do People Subscribe?

1. The long term factor of what people will get from your email. Don’t just name it as “sign up for my newsletter” but offer a title that is catchy. This will encourage visitors to subscribe to your list.

Ex. “Client Winning Tips”

2. Short term incentives: People want to get things that will give them a little win right now.

Why People Don’t Subscribe?

1. A website that looks very spammy or sketchy.

2. When you ask for tons for information in an opt-in form.

How Often Should You Email Your Subscribers?

Every industry is different, so you must feel it out as to what your specific list wants to get. But generally good customers will want to get more information from you. Studies show that the more you communicate with your subscribers, the more they will stay with you and wont unsubscribe.

 How To Make A Great Subject Line?

Make it something that would be thought provoking to your target audience. Look at tabloids headlines of how they use curiosity to catch attention of their audience. Use similar strategies to grab the attention of your ideal audience.


Book Ian Mentioned:

What Is The Best Way To Stay Connected To Ian?

Checkout Ian’s Course:

Build a Steady Flow of Leads and Clients in 30 Days or Less.