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Donald Kelly, Gmail, The Sales Evangelist, Email

TSE 1142: 5 Reasons Gmail Is The Best Email Tool For Sellers

 

Donald Kelly, Gmail, The Sales Evangelist, Email

Many of us start our day with emails, so knowing that The Sales Evangelist team has outlined 5 reasons why Gmail is the best email tool for sellers. 

Multiple functions 

Google’s Gmail Suite is an incredible tool for companies due to its many functions. For The Sales Evangelist, we use domains. I personally have Donald as my domain and this is connected to my Gmail business suite. Every email that I receive goes through my domain and into my Gmail inbox. 

Aside from that, it is also easy to set up. There are plenty of videos on YouTube that you can check for instructions. You can also hit Google and read about how to sign up for the suite. 

Integration 

A lot of platforms have integration but for me, Gmail beats them all. While Outlook has 365, it seems clunky and the apps are difficult to integrate. The same couldn’t be said with the Google-owned Gmail. Google is the top-dog in the industry and has a massive number of users. With that many people using Gmail accounts, it became necessary for developers to find ways to integrate their apps and tools into Gmail. 

I use Calendly, a tool that integrates seamlessly into Gmail. Other apps like Hubspot and LinkedIn Sales Navigator connect to Gmail as well. These tools and plugins make full use of Gmail’s integration capabilities. 

Templates

Google has what they call canned responses and these are found in the settings of Gmail. Look for the settings, and click on advanced. This option explains what canned responses are and provides instructions on how you can create templates for common messages that you send. You then click enable and save the changes. 

For a sales rep who’s always out there sending intro emails, follow-up emails, and other responses, this canned response is a good thing. Although you need to personalize it, you will not need to write the whole thing over and over again when you’re using the template. You can just tweak it. 

You can make templates for commonly asked questions that you get. Even better, you can just type out the common responses to these questions and make it into a canned email. Now, that’s your template. You can learn more about this in Episode 11 of The Sales Evangelist. You can also connect with us on YouTube for more videos.

Mail scheduler

The third reason Gmail is the best for sales reps is its ability to schedule emails. The great thing about this is it’s free. I used Boomerang and Hubspot in the past but now, I just go to my Gmail account and click compose at the bottom. 

You’ll see that arrow next to the send button; you click on that and you can then easily schedule your mail. This feature is helpful for busy people and busy prospects as well. 

Sometimes we are inundated with so much on a day-to-day basis that we take the work home. The same can be said with business owners, VPs, executives, or mid-level managers. They are so busy and they can’t respond to mail throughout the day. This is where scheduled mail comes in.

Email callbacks 

Outlook and other providers offer email callback as well, and it’s very useful in case you make mistakes in sending out your mail. 

Say that when you used your canned response you weren’t able to personalize it enough and ended up putting the wrong person’s name. This isn’t a good thing, so you need to unsend it. You can do so with Gmail. 

Go to the top right corner, click settings, click on general, and look for the undo send. You can send cancellations up to different time periods. You can keep the email longer to give you more time to recognize your mistakes, edit them out, save, and send. 

Shortcuts 

Here’s the fifth reason: shortcuts. It’s also an easy one and you can find it on the cog and click advance. You can create your custom keyboard shortcuts once it’s enabled and saved. Google has default shortcuts you can use or you can utilize the shortcut feature and make your own. 

As a busy sales rep, you can just hit C and you’d be able to compose an email or reply to an email, or hit A and reply to a particular mail. There are several other shortcuts that you can use to save your precious time. You can check out Episode 1137 of The Sales Evangelist for more information about this feature. 

I like Gmail because of its integration, the ability to create templates, the scheduled responses, the email callbacks, and the shortcuts. 

“5 Reasons Gmail Is The Best Email Tool For Sellers” episode resources

Time is money and we want to work as efficiently as possible. We keep including TSE Certified Sales Training Program every chance that we get because we want to help you. So, check the program out and explore the possibilities. 

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To see how helpful it can be, simply go to thesalesvengelist.com/freecourse to get the first two modules for free. Take a bite and have a feel of the course. 

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TSE 1139: Sales From The Street – “Don’t Give Up So Easily”

Some companies will be harder to connect with than others, but sellers who don’t give up so easily may find that an intentional approach can overcome those things that appear to be obstacles.

Jacob Wardrop is the sales director at an email management provider called 28Hands, which helps people who feel overwhelmed with the volume of email and need a more automated way of handling it. 

Old school

Jacob once worked as a sales rep selling software to the construction industry, and he was assigned a geographical territory. The businesses ranged from 10 employees to about 400, and a couple had more than 500. One of those companies already worked with his competitor, and Jacob’s company had never been able to gain any traction with the other. 

Despite making probably 200 calls, his company didn’t know what the prospect was currently using and the company wasn’t even sure if it was a good fit. They simply knew that the prospective company was massive and that there weren’t very many construction businesses of that size in the UK. 

In short, the company wasn’t very open to the outside world. Employees weren’t able to use LinkedIn, there was a no-name policy from the reception, and nobody used their own email addresses. Each of the 19 offices had its own email address, and as emails came in, the receptionist would sift through them and hand them off. 

Finding a way in

His background was predominantly outbound so he had what he calls a hunter mentality. He spent a lot of years doing small deals, kissing a lot of frogs and doing a lot of meetings without a lot of reward. Eventually, he started doing bigger deals, and because he had a taste of success, he saw a great opportunity with this new company. 

He was reasonably sure he could get a meeting with them despite the fact that he couldn’t use LinkedIn or email, so the challenge was to get a foot in the door. Every seller before had failed to get beyond the receptionist, and Jacob got caught in that trap briefly, as well. 

In the end, he counted 67 phone calls to the prospect, and he calls the experience a lesson in thinking about the best way in to an organization rather than just relying on a call list.  

Seeking a favor

He started by scouring the website to see what information he could find. From there, because he worked in a geographical region, he trusted that he could find existing clients who worked in the same sector who would be willing to help out. He built a good relationship with some finance partners and other local companies. Over the course of three months, he felt comfortable asking for a favor. 

He asked for information about who the problem solver was in the company. In other words, if you wanted to get something done there, who would you ask? His clients gave him the gentleman’s name, and also gave him permission to use their name in his email contact. 

He sent a message requesting to speak to the managing director, and he got past the first stage where people tended to get stuck in this organization. The managing director agreed to a call and a meeting, largely out of curiosity. They had never worked with a company like ours, but many similar businesses were already working with us. 

Getting the right person

The initial email kicked off an 18-month sales cycle. 

Sometimes sellers want to make things easy for ourselves so we end up sounding like everyone else. Many salespeople will be handed accounts that others have farmed for years, and they’ll be tempted to repeat the same cycles and call all the same people. Instead, consider taking a fresh look and seeking alternative people. Get creative in terms of how you’ll connect. 

Give serious consideration to how you’ll be listened to.

Referral

The managing director passed him off to a management team to help with the initiative. The fact that he had a referral from someone at the top of the organization made a big difference. It means that Jacob could always call him and that he could update him on progress. That meant that the people he was meeting with were accountable for something. 

This deal was worth about half a million, while the average deal previously had been about $100K. It was a record deal, and after a lot of meetings and site visits, his company landed it. 

Many more traditional companies take a long time to make a decision, and there’s a lot of advice that says you shouldn’t keep pursuing opportunities which aren’t active. In this case, the fact that it took a long time was frustrating, but ultimately it was worthwhile. 

By the end of the deal, Jacob was weary from the stress and sleepless nights, so on a Friday afternoon when he knew the deal was close, he drove there. He arrived at 2 and stayed until 9 waiting for the company to be in a position to sign the deal. 

He persevered and stayed diligent and worked to separate himself from what everyone else was doing. 

Building a process

Eventually, he left a very comfortable position for one that didn’t have all the necessary components for success. He was frustrated and surrounded by negative energy. 

He read a book called The Chimp Paradox by Steve Peters that addressed how to focus on the things that are within your control. Jacob wrote down all the key elements of a high-performing seller, from data profiling and gathering to business development and having a senior sales team. 

The group had a product it could sell and a good message, but no intensity culture around it. He booked eight meetings in a day to see what he could learn off the back of that experience. He discovered that by simplifying and writing down a few key things and a simple goal helped him refine the message. It gave him some optimism because it generated some results. 

Generating data

The company started building data on its prospects from scratch until it could afford to have data profiles populated into the CRM. They recruited business development people and started working to answer questions. Why isn’t marketing doing certain things? Why isn’t the SDR doing certain things? 

It’s a much better approach than blaming other people for your problems or your challenges, which ultimately doesn’t help. It simply generates negative energy. 

Once you take control of the situation and decide to control your own destiny, that’s when things can turn around. 

Now, his team works to book 10 meetings before it spends a load of time or money on marketing content. It doesn’t matter whether they use email or LinkedIn. Simply that they book 10 meetings in a new sector because that element is within their control. You learn a lot when you’re in a room with 10 customers instead of being in an office.  

Focus on the components that you don’t need other people for. Become a bit of a lone wolf and then build something. 

Critique yourself

Regardless of the outcome, whether it’s positive or negative, analyze what you did well. You can have a bad call that still ends well. 

Many salespeople base all their self-esteem and confidence on outcomes from clients, which is a bit fickle since some of it results from luck. The danger is that they start to believe their own hype. 

Analyze yourself at every opportunity. Write down the things you’ve done well and the things you haven’t done well. 

“Don’t Give Up So Easily” episode resources

You can connect with Jacob on LinkedIn or connect with him via email at Jacob.Waldrop@28hands.com

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group.

If you and your team are interested in learning more, we’d love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

As a savvy seller, you’ll want to continue learning, and you can take advantage of a free 30-day trial, complete with a free audiobook, on Audible. They have thousands of books to choose from and you can begin your free trial today. 

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. When you share your experiences with the show, others will read the reviews and give us a listen.

I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that’s in sales about the podcast.

Audio provided by Free SFX and Bensound.

 

Ethan Beute, Bomb Bomb

TSE 1116: How to Produce A 56% Lift In Cold Email Responses With Video vs Plain Text

Ethan Beute, Bomb Bomb

Ethan Beute from BombBomb equates good marketing to selling by teaching, and he explains how you can generate a lift in cold email responses with video.

Cold email response

BombBomb recently conducted a study with a large international tech company that revealed the power that video has in improving cold email responses. The company offers a freemium service but they weren’t sure how to convert the freemium users into revenue opportunities.

The company has teams in countries around the world and they were reaching out to create conversation and generate appointments. They contacted customers who had been using the free service for a while and asked for the opportunity to share some other ways they might be able to help.

BombBomb conducted a pilot program with them that included an AB test of video emails vs. plain text emails. They increased replies from these people by 56 percent. Imagine, then, if you can turn a percentage of those responses into scheduled appointments and then a percentage of those appointments into paid opportunities, that’s a tremendous impact.

BombBomb also found that the video emails created better appointments because the prospects felt as though they knew the seller better, which is a powerful dynamic.

The effort was voluntary, so there was no requirement to send a specific number of videos each day. The company sent about 1,000 videos in a three-and-a-half week period, and the people who sent the most videos were already the highest performers.

Cultural shift

Rollouts like this one represent a cultural shift to your sales team. This isn’t simply a new tool to add to the stack. This video effort allows sellers to communicate more clearly with their prospects and to increase conversion because the interaction takes on a more human characteristic.

If you’re considering deploying video into your team, consider the following:

  • Find people on your team who are already excited by the idea. Roll the video concept out to them and accumulate some early wins.
  • Share what they learned and what you learned with the rest of the team as you roll the concept into the larger group.

Ethan theorizes that the connection between the high performers and the willingness to use video traces back to their constant desire to become better. They likely listen to podcasts or read books. They invest in themselves and are open to new ideas and new practices.

Voicemail with personality

The pilot project involved initial touch emails, so it amounted to basically a voicemail with a face and a voice and a personality. It wasn’t simply an email signature. The sender was no longer faceless but instead became a real human being with real value to offer.

If you find yourself thinking you have far too many leads to manage this kind of outreach, first acknowledge what a great problem that is to have. Recognize that you don’t have to send personal videos. You can send out a triggered video that delivers the third time a user interacts with your product.

By using a trigger-point, you can capitalize on moments in your relationship with a prospect. Even if you don’t greet them by name, you’re acknowledging their presence and valuing their time.

Face-to-Face meeting

There are many elements that make video a winning play for sellers. To start, most sellers are far better in person than in other arenas. Most sales process drive toward a face-to-face meeting whether it’s in person or online.

Human contact is extremely valuable, so you should get face-to-face as early in the process as possible. That allows people to feel as though they know you before they ever meet you. You can save time by skipping the awkward slow-start questions about the weather.

You’ll help put your prospects more at ease.

Hesitation

This style of video works because it’s casual, it’s not scripted or polished, and it’s honest. It isn’t over-produced, but rather it involves just a webcam or a smartphone. You would send it in place of the email you typically send.

Although you can send nicer, more produced videos, that isn’t what we’re discussing. Those videos often feel as though someone is trying to sell you something, because they generally are. It’s a different style of communication.

Ethan hears all the time that the videos that earn the best responses are the simple ones. But as humans, we have a natural fear of rejection. We wonder if the video is good enough. We might even re-record it multiple times, which can lead to us spending 30 minutes to recording a 30-second video.

It’s a waste of time in this scenario because the video doesn’t have to do all the work. It simply has to introduce you and express your sincerity and enthusiasm.

If you find yourself thinking you don’t know what to say, that’s not true. What would you say if you were typing out an email? What would you have said in a voicemail? It can be as simple as creating a habit and developing a process.

Improve your process

Instead of writing three paragraphs to respond to prospects, you can use videos to walk them through mockups or demonstrations. One of our clients uses videos to demonstrate 3D printing without having to send a lot of stuff in the mail. You can save yourself a tremendous amount of time by responding via video and you’ll also come across as more human.

It’s also true that many people are better talking than they are writing. This offers an opportunity to say what’s on your mind without having to compose something.

Video is more fun for a lot of people because it’s more like a conversation. It offers better, warmer replies.

This is about human connection at its most fundamental level. It’s about connecting with people eye-to-eye, face-to-face in digital channels that we rely on every day.

Relationships through video

If you found anything here provocative, this is all rolled out in Ethan’s book, Rehumanize Your Business. We’ll help you with all the nuts and bolts of video communication.

You’re going to hit the send or post button multiple times today. Ask yourself on the next 3-5 sends whether it would be better to send something in person. Much of this is emotional and you can thank a customer or calm a customer down who is concerned or anxious.

Could you say it more clearly if you said it face-to-face?

“Lift In Cold Email Responses With Video” episode resources

You can grab a copy of Ethan’s book, Rehumanize Your Business. Find Ethan on all the social networks and at BombBomb. You can email him at ethan@bombbomb.com.

Connect with me at donald@thesalesevangelist.com.

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. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

This episode is also brought to you in part by mailtag.io, 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.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

 

Shawn Finder, Donald Kelly, The Sales Evangelist Podcast, Sales Metrics

TSE 1111: What Are Key Metrics to Track In Your Outbound Strategy?

Shawn Finder, Donald Kelly, The Sales Evangelist Podcast, Sales Metrics

We’re talking about key metrics this month, and today Shawn Finder talks about the key metrics to track in your outbound strategy that will help you be successful. 

Shawn was a professional tennis player before he launched into entrepreneurship in the form of Autoklose, a company that automates the top of the sales funnels for sales representatives.    

Cold calling

Shawn divides outbound into three different categories: cold-calling, emailing, and database because your database is the engine that keeps that car moving. You must have at least two of those inside your outbound strategy. 

Within those three categories, you’ll have different metrics. 

Cold calling will include dial-to-connection percentage, dials-to-appointment ratio, dials-to-opportunity, and dials-to-deal. When you’re cold calling, if you’re dialing 100 people but you’re only reaching 5, that isn’t very successful. Maybe you’re dialing 100 and reaching 10 knowing that 3 of those will turn into prospects and one of those will close. 

If you don’t know those analytics, you’re going to fail because the analytics keep you moving forward toward the right strategy. 

Frustration

Beyond simply tracking numbers, metrics can help you avoid frustration as a sales rep. Many sellers get frustrated if they send five emails but the person never responds or if they make 15 calls but never reach anyone. 

If you know that every 50 calls you should be getting three opportunities, you’ll benchmark your success to those numbers. 

As an SDR or a sales rep, unless you know your metrics ahead of time, you’re going to get frustrated if you think you’re not getting results. Knowing the analytics before you start will help you approach your calls differently.

Statistics

Shawn has found over time that most people, to include account managers, don’t look enough at the stats. As a result, they don’t know what is good versus what is bad, or what is terrible versus what is great. 

His company lists the weekly, monthly, and quarterly goals for each rep. They track forecast versus actual numbers. The goal is to make sure they know whether they are on par to hit quota, outperform quota, or underperform. 

They use a whiteboard in addition to digital tracking because reps don’t always visit the spreadsheets. When the reps see their names with their metrics on the board every time they walk into the office, it keeps them accountable. It helps them know what they have to do in order to achieve their numbers. 

Important metrics 

The dials-to-appointment ratio is important to Shawn because if he’s paying a dialer, and he knows how much each appointment can be worth, and he knows how many appointments he has to have in order to close a deal, he can then determine the ROI on his expense. 

If he’s spending $4,000 on a dialer and earning $9,000, that $5,000 profit is the biggest ratio for him. 

Email statistics

For email statistics, consider open rates, click rates, and reply rates. 

Open rates rely on your ability to convince someone to open your email. Most people spend a lot of time on the body of the email. Shawn suggests spending more time on the subject line and your first three seconds of the email.

The number one reason is that 72 percent of people are opening emails on mobile phones. They only see your subject line and opening line.  

Make your subject line three to five words, and do not talk about yourself in the first line of the email. If you want a high open rate, have a good subject line.

Keep everything personalized. Try “Hi, first name.” Another one he has used successfully is, “Hey Donald, Let’s Have Coffee?” 

Coffee works well because you’re not selling. It’s more casual.  

Opening lines

Consider what will make your prospects want to open the email you’ve sent. 

  • If I can save your sales team five hours a day in prospecting would you give me 15 minutes?
  • If I could fill your calendar with appointments, would you give me 15 minutes?

Don’t lead with information about you that the reader can find in your signature block. 

Your first email should be a little longer, but the second and third emails should be shorter, no longer than four sentences. If they’re longer, no one is reading them. 

Keep it short and precise. Give value. Share case studies and stories and testimonials. Tell them how you’ll solve their challenges. 

Email success

There’s a difference between click rates and reply rates. When you send emails, have your CTA goal in your head. If your goal is to get a reply, make your reply rate a priority. If your goal is to get a click, then make that your priority. 

Make it very simple for your end user. 

Many people don’t consider database part of the outbound effort but it corresponds well with your email and your phone. If you have inaccurate information in your database, you’ll waste a lot of time. 

For cold calling, if you have the wrong phone numbers, it will hurt your dial-to-deal ratio, as well as your dial-to-connection and your dial-to-appointment.

If your data is wrong, your analytics will be wrong.  

Verify database 

If you want to make sure your emails aren’t bouncing and they aren’t catch all, have your emails verified before you actually do your campaign. Verification can be very cheap, as little as $20 for 1,000. Spend the money so you can focus on the 750 that are valid without wasting your time on the ones that aren’t. 

People change jobs frequently, so do your due diligence and verify the contact info. 

Autoklose validates information real-time as you begin a campaign. The company offers a Chrome plugin that validates everything against LinkedIn to ensure that the person is still in the position.

Having clean data is the engine to any of your outbound strategy campaigns. 

Campaign tips

Determine your metrics before you start your campaign so you have something to benchmark against. Identify the key metrics to track in your outbound strategy.

Also, stop giving up after one to two calls. Recognize that it will take five to six touches. Integrate different strategies like social. Engage with your clients. Build relationships with them. 

 episode resources

You can connect with Shawn via email at Shawn@autoklose.com or on the website, www.autoklose.com.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Jason Bay, Donald Kelly, The Sales Evangelist Podcast, Video Email, changing the email game

TSE 1089: Sales From The Street – “Changing The Email Game”

 

Jason Bay, Donald Kelly, The Sales Evangelist Podcast, Video Email, changing the email gameI get a lot of requests to appear on The Sales Evangelist, but Jason Bay set himself apart from the crowd by sending a video email and changing the email game.

Jason started his sales career while he was in college, and he and his wife now run a company called Blissful Prospecting, where they remove the stress of prospecting by doing it for their clients.

He quickly discovered that the smaller midsize business was overlooked in the existing offerings, and he wanted to provide a less robust service that still produced the same type of results.

Mom and pop

Jason discovered there weren’t a whole lot of companies that were willing to work with smaller organizations. Those companies that don’t really have any SDRs and maybe they don’t even know the lingo.

Jason wanted to help those business owners who are already multitasking with some of their business development. They don’t have time to list build and personalize emails.

We’ve discovered the same dynamic at The Sales Evangelist. Many of the companies that need help are smaller companies whose sales reps have no training and no real process. The company expects the rep to thrive but they have no basis for it.

It becomes a vicious cycle of reps who wash out or leave to go to another company. The business hires another rep with no real training or process, and the cycle begins again.

Video prospecting

Jason’s company prospects for itself, too, so the company does what it sells. Part of prospecting and selling is explaining to people what you do.

People assume when he refers to video that it’s YouTube and other content creation.

Video prospecting is similar to writing an email. It’s common knowledge now that your emails must be personalized beyond a first name. You must actually include something in the email that’s personal to the reader.

Many people take this approach:

Hey Donald, 

I listened to one of your recent podcasts about this topic and I discovered… (fill in the blank.)

While it’s personalized, it’s a little redundant. We have to work to empathize with the prospect, and they may prove to be a little more difficult for men.

Video allows you to put a face to an email. It allows the recipient to see a human being instead of reading an email, so you’re changing the email game. You can still send an email or a LinkedIn message.

You can’t fake video. Everything in prospecting demands that you do it the right way if you want to succeed. Think about the type and quality of clients you want to attract.

Changing the email game

If you’re engaging in the “murder by numbers approach” of sending 1,000 emails in order to land 5 appointments, think about the quality of customer you’re attracting. It won’t be really good.

If you want to work with a specific group of customers, you must show them that you’re their peer. You aren’t a guy sending tons of spam and praying that it succeeds.

Video takes a little more work, but if it produces more responses, it’s worth the investment of time. I’d rather my sales team spend a few minutes researching and sending out 10 to 15 videos if I’ll get responses from eight of them. They’ll be much richer opportunities.

Your numbers may not be as high with video, but the return will be better. It’s the account-based approach. Instead of getting a big list of people, do research to come up with a list of companies that will be a good fit.

Think of it as going to the gym. If you go to the gym with a plan for the session, you’ll be much more efficient than if you go in and just wing it. Without a plan, you’ll take twice as long and be half as effective.

Do all the prospecting preparation on the front end so that you aren’t spending your time with prospects who aren’t a good fit. Focus your prospecting attention on companies you can actually help and serve.

Video tips

Many people avoid video because they worry about how they’ll appear. You must work around that fear because there isn’t a single scenario where video isn’t a good option.

  1. Make sure to look directly into the camera so the person on the other end feels as though he is actually talking to a person instead of a screen.
  2. Use quality equipment. Most laptops and phones now have quality cameras. Video where you have good light.
  3. Smile. Don’t be so serious. Create the sense that working with you is enjoyable. If you’re at a small company, you’re likely the person that the prospect will be working with. You’re a reflection of the business.
  4. Limit your video to 30 seconds or less.
  5. Prepare bullet points of what you’d like to say. Don’t be too scripted but plan for what you’d like to say.

Your pitch shouldn’t be more than 1-2 sentences.

Connecting with video

Video is easier to consume and it stands out in a crowded email inbox.

You’re not going to sell a prospect over the phone or through email or LinkedIn. Your job is to simply sell them on the appointment.

Your call to action isn’t, “We can help you.” It’s “We help businesses like yours and if you’re having a specific challenge, we might be able to help you too.”

Don’t pretend like you know more than you actually do. And don’t leave your prospect feeling like he has been insulted.

Video options

So many platforms have launched their own video capabilities that it’s difficult to choose one over another. Be conscious of a couple of things, though.

  • Consider tools that flow with the tools you’re already using. If you’re using Hubspot for CRM and they launch a video capability, it makes sense to use that one because they are built to go together.
  • Make sure you can record the screen through video as well as the video of yourself. Make sure you have the flexibility you need.
  • Don’t spend too much money on video capability.

Jason likes Loom and Soapbox right now. Loom is a Google Chrome extension that’s a little clunky but effective. Soapbox has a free version that is very capable and good quality, and its pro version has useful features as well.

AB test everything. Test your specific situation. Before you invest time and energy into video, try sending videos. Measure to see what happens.

Test different areas of the email sequence. Try it at the beginning of the message or maybe at the end to see what works best in terms of changing the email game.

Prioritize your prospecting based on who is the most engaged with the actual outreach. Use the software that shows you who is actually opening your messages and invest your extra effort into those people.

“Changing The Email Game” episode resources

You can connect with Jason at blissfulprospecting.com/Donald where he has put together some basic tools to help you get started in video prospecting. You’ll find a PDF, a script, and the flow for recording that will move you toward changing the email game.

You’ll find lots of good resources on the website as well.

Check out Loom, Soapbox, BombBomb, or Hubspot for video capability that meshes with your existing workflow.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Email, Prospecting, Value

TSE 1082: Your Emails Give No Value

Email, Prospecting, ValueWhen your prospects find 100 new email messages waiting for them on Monday morning, if your emails give no value, your prospects will never open them.

If there’s nothing in the subject line or the first sentence of the message to grab their attention, your prospects will probably never even open the message. Sellers must give thought to what their first sentence is saying to uncover how their emails are performing.

Preview

Consider your own email inbox.

You’re busy. You don’t have time to read every single email that arrives in your inbox. If you’ve got 100 new messages waiting, you’re not going to read them all. You’ll travel the path of least resistance by eliminating as many as possible.

In the book The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results, Todd Caponi highlights several things to be aware of when sending emails.

Email content

The subject line is crucial, so your goal is to minimize it as much as possible. Get to the point quickly with as few words as possible.

Make sure the first sentence of your email relates to the subject line and make sure it has nothing to do with you. Avoid statements like “I have something I want to share with you,” or “My company helps clients who…”

Avoid including sentences that, when you think about them, simply aren’t helpful. “I hope this message finds you doing well.” “I hope your quarter is going great.” These are both fillers and they won’t compel anyone to open the email.

If you’re using the same content and the same statements as other sellers, your emails give no value, and no one will open them.

Truth

One of the worst mistakes you can make is using a subject line that has nothing to do with the email content itself.

If you bait your reader in with one idea and then switch ideas within the email, you’ll probably get black-listed. At best, you’ll get sent to the spam folder so you’re toast forever.

Do something totally different. Personalize your message and don’t include a huge pitch in your first email.

Think about it from your buyer’s standpoint. He has countless sellers reaching out to sell him something, and many of them are sharing similar messages. What if your first sentence offered something to help him?

Consider this example from Todd.

He got an email from a seller who recognized that he was a CEO who had to create and give presentations. The seller provided a PowerPoint template he could use to present metrics and then another template he could use to create a sales handbook.

The sender gave no information about himself or his company. The only reference was information in the signature block that Todd could access if he was interested.

Value

Buyers aren’t stupid. If you send a helpful, beneficial email, I’ll like go to your site. Even if I don’t need your product right now, I’ll know where to go in the future.

Give something of value. Provide some education. Think of it from the buyer’s standpoint. Give him something that will help him be more effective and efficient in his role.

When you give value, provide something that will address a problem that your ideal customer struggles with. It doesn’t even have to be something you’re an expert in, and in fact, that sometimes makes it more genuine.

Imagine I sell HR software to HR directors. If you send a document titled 5 Things HR Directors Should Consider When Selecting A Software, he’ll smell the bias from 10 miles away. If I provide something beneficial that isn’t in my wheelhouse, they’ll recognize that I’m not trying to sell something.

The goal is to build interaction by getting him to respond and open a dialog.

Dialog

If the thing you’re sharing will benefit him even if he doesn’t buy your product, go ahead and share that with your prospect. Just don’t make it gimmicky.

Give something that has value and then connect other places like on LinkedIn or over the phone. Many of us are stuck in the mindset that a single email will open the door to a deal.

Focus on the content you’re sharing. Focus on the type of content and how it applies to him as an individual. Then focus on how you can make his life easier.

Create emails that prospects will want to open so you can build meaningful conversations and then ask effective questions. #ColdOutreach

“Your Emails Give No Value” episode resources

Grab a copy of the book The Transparency Sale: How Unexpected Honesty and Understanding the Buying Brain Can Transform Your Results by Todd Caponi.

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. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

This episode is also brought to you in part by mailtag.io, 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.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Audio provided by Free SFX and Bensound.

Chad Sanderson, Sales Email, Prospecting, Donald Kelly

TSE 1079: Sales From The Street – “Brief Compelling Stories In Sales Emails”

 

Many sellers understand the challenge of using emails to reach out to prospects, but Chad Sanderson tells us that using brief, compelling stories in sales emails can leave a memorable impression on a prospect who is inundated with noise.

Chad has worked as a marketer, seller, sales leader, and entrepreneur, so he understands the perspective of everyone listening to this podcast.

Email issues

Chad points out that most emails suck. We’re all connected to our devices and we’re constantly inundated with impressions through Facebook messages, videos, emails, LinkedIn requests, and even WhatsApp or Snapchat messages.

That doesn’t even include impressions you get while watching television.

The only way to effectively break through the noise is to put yourself in the other person’s shoes. Everything is moving at a ridiculously fast pace, so if you never slow down enough to truly consider the other person, you’ll probably fail to truly connect.

You must connect with people in a way that’s valuable from their perspective.

Onslaught

As if the crowded inboxes aren’t enough, it’s also true that many of the emails people send are just drudgery. Chad points to one company that has been pursuing him for several months, and as he mapped the cadence of the messages, he noted that the messages never included anything from his perspective until about email 14. The messages were always about the company.

He said it happens all the time because sellers don’t realize that approach doesn’t work.

And though he tries to be kind because he works in this world too, he sometimes has to unsubscribe because the messages aren’t valuable.

To make the idea simpler to understand, think about this in the context of your friends. Everybody has at least one friend that will not stop talking about themselves.

Even in a social setting, people will eventually move away from that person. It’s true in sales, too.

People business

We seem to assume that the rules are different in sales. We forget that we’re in the people business and that relationships matter in sales just as they do outside of work.

Sales has always been a discipline. It has always been tough. It has gotten tougher because now everyone can get to everyone else and everyone believes they have something important to say.

Slow down and take a deep breath. Think about your general target audience. Instead of thinking about Donald or Chad, think about reaching out to podcast hosts who focus on B2B revenue generation.

Then you’ll have a little bit of context. You still won’t know those people, but you’ll have a good place to start. But you have to be able to reach out to prospects at scale.

Personalization

Chad read a report last week about a company that ran a test of 7,000 emails, personalizing half of the emails to the challenges the person would face based upon their role. Think industry/company personalization rather than individual personalization.

They found that the open rates were four to five points higher on cold emails that were crafted to highlight challenges the receiver was facing.

Some people argue that isn’t personalization, but what we really need to do is understand the conext these people are working in and then show them something that will tap into their curiosity circuit.

The next level of personalization involves those who responded to the first round of communication.Instead of researching 100 people I only have to research the 10 who indicated interest in my product or service.

Stick to the rule of thumb that you’ll do 15 minutes of research on an industry, 10 minutes of research on a company, and 5 minutes of research on an individual. If you can stick to that and not be distracted by dog videos or Tiger winning the Masters, you’ll be able to effectively personalize your messaging.

Make them curious so that they’ll be waiting for the next email.

Telling stories

Chad related the story of a friend who went into a Men’s Warehouse to get a tux. Then he used the experience to reach out to the CEO of the company to highlight how his company could help fill in some of the organization’s gaps.

Using his own individual experience, he crafted an email that was still only six or seven sentences long so that it fit on a mobile screen.

In a B2C environment, share how that brand made you feel or how an individual made you feel. In a B2B environment, tell a story about how you’ve helped someone whose situation was similar to the person you’re targeting. Explain how you were able to help him turn his situation around and tell him about the results you were able to produce.

Tell him about the person who is like him.

Although you don’t know him yet, you know someone who is like him, so tell him that story.

If you want to understand story structure better, grab a copy of Creativity, Inc, a book about how Pixar creates stories for its movies.

Be human

Very few people can write an email the very first time that communicates well and fits neatly on one mobile screen. You’ll likely need multiple drafts to get it right.

Communicate to your audience that you’re paying attention to them and what they are dealing with. Acknowledge awards they won and acknowledge articles you’ve read about that address a problem they might be having.

Consider Barb Giamanco, who reached out to female chief marketing officers to recruit help with a project. She emailed each of them by acknowledging an award each had received.  Then she asked for their perspective on a project she was working on.

The emails indicated that she was paying attention to the CMOs’ careers. It acknowledged a problem that the CMOs might be having and a desire to address it. It wasn’t until the very end of the email that she even mentioned her own intentions.

Be authentic and genuine.

Realize, too, that once you get an email dialogue started, you have to have the skill set to keep it going.

Think about your prospects as human beings. Slow down and think about your target.

“Brief Compelling Stories In Sales Emails” episode resources

Check out Chad’s podcast B2B Revenue Executive Experience and you can find him on LinkedIn, but you must send a note with your connection request.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You’ll receive real-time alerts anyone opens an email or clicks a link.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

Audio provided by Free SFX and Bensound.

Donald Kelly, Sales Training Program, Donald Kelly

TSE 980: TSE Certified Sales Program – “Lazy Outreach”

Donald Kelly, Sales Training Program, Donald KellyI received an email the other day from a sales rep that I found so annoying that I am dedicating this entire episode to the ways you can avoid making the same mistakes with your emails.

This episode will give you ideas to make sure your emails grab your prospect’s attention so that he will reply instead of deleting your email.

Annoying emails

The annoying email I received began, “Hello there.”

Who is ‘there’? Do they not even know my name? I’ve done 1000+ episodes. 

I’m on Twitter, Facebook, and my name is easy to find. The lack of effort on the part of the sender was evident from the very start. It is almost an insult.

And it didn’t improve from there as the body of the email in no way addressed my type of business or my needs. It was simply an email blast.

It was, quite frankly, a waste of everyone’s time.

The days of sending out crappy emails are long gone. You want your emails to encourage a reply, to start the kind of engaging conversation that will lead to a sale now, or in the future. It needs to open the door for continued discussions. [01:49]

Engaging emails

Using the email I received as an example, how easy would it have been for the sales rep to look me up on LinkedIn, or on my website? Or why not call and try to find out the best point of contact for the email?  

Furthermore, nothing about the email had anything to do with sales. At all. It was a vague and generic email that didn’t even refer to me as a person.

There was no personal connection, so why would I want to continue that conversation?  

Here’s what I recommend instead: Make sure the subject line is catchy. It is the first thing they will read and frankly, it might be the last thing they bother to read, so make it good.

“Donald, I saw this on your website and thought it might help” is a fine example. They know my name, they know I have a website, they looked at my website … I am going to open that email. [05:11]

Next, begin your email by immediately referencing the thought contained in the subject line. Don’t tell them your name, or your company name because they don’t need it right now. It can all be found later in the signature block at the end.

Don’t even worry about saying hello – just dive into the issue.

Be direct

“Donald, I noticed on your sales page that it wasn’t loading properly at the end. This could be caused by X or Y. I would love to talk with you about how we’ve helped other podcasters fix it….”

That difference makes all the difference! It is simple and easy to read. It provides insight and ideas, informs me of a potential problem and offers a clear step to solve it.

Instead of the overused and generic “We can help you save money/get more leads,” the email is specific and offers a value to the targeted business. [06:41]

Another example of a good email: “I notice you have regular postings for new sales reps and we recently conducted a study with software companies like yours and found three critical reasons that prevent sales reps from succeeding… bullet point 1, 2, 3… Would you care to take a look at the full report?” [07:40]

The goal of that email is to grab the reader’s attention, to focus on their problem of high turnover and to speak specifically to that need.

Now compare that email to one that simply reads “Hey, are you hiring? Check out our new program.”

One email is clearly tailored to the reader and provides relative and pertinent information, while the other certainly does not.

Focus on ideal clients

To be able to personalize your emails, I recommend the age-old principle of creating a list of 50 or 100 dream clients to focus on for a week or two at a time depending on your cadence process.

That focus will allow you the time to do a little research, to learn about their specific industry and to understand typical problems they might have. [09:13]

You might try to connect with them on LinkedIn, engage with them there and later send an email that ties directly to that LinkedIn conversation.

“It was great connecting with you on LinkedIn…” You are now someone the reader is already acquainted with so you’ll increase the likelihood of a favorable response to your email.

The TSE Certified Sales Training Program

These are all core fundamental principles of effective emails that we cover in greater detail in the three main courses of our new TSE Certified Sales Training Program. [10:24]

The first course, Prospect Like an Evangelist, teaches sales reps how to find, attract and engage the ideal customer for their company. We talk about how to use the phone and emails. We also address how to create a flow process and how to utilize social media and mailings to grab their attention.

The second semester focuses on Creating Irresistible Value – the middle of the sales process. How can we master the fundamentals of discovering what matters most to our buyers and how can we turn their interest into an appointment?

We will discuss ways to have deeper discussions with our clients so they can make effective and informed decisions.

The third semester is the Closing Course. We teach sellers how to understand and implement the core principles of closing.

These three courses can be taken as a series, or ala carte. We’d love to have you in the next course that begins in January. To learn more and to apply for the program, please visit The Sales Evangelist.com/cstp. [11:41]

I want you to build stronger value. I want you to close more deals. More importantly, I want to challenge you each and everyday to do big things. We need to be confident and we need to be determined. We need to be professionals that educate the buyer to save them money, to save their business and to save our bottom line as well.

“Lazy Outreach” episode resources

This episode is brought to you in part by Maximizer CRM, a personalized and robust CRM with the capability to organize your company and effectively line up not only your sales, but your client’s success. Go to TheSalesEvangelist.com/maximizer for a free demonstration.  [12:24]

We are also brought to you by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It has changed the way we prospect.

Take advantage of the risk-free trial they offer specifically for the TSE community. First three months at half-price? You can’t beat that! To learn more, go to prospect.io/tse. Your prospecting will never ever be the same. 

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher or wherever you enjoy fine podcasts.

And be sure to subscribe to the podcast and share with your friends!

Audio provided by Free SFX and Bensound.

Forster Perelsztejn, Prospect.io, Cold Email, Cold Email Process, Donald Kelly

TSE 961: How Do I Create A Cold Email Outreach Process?

Forster Perelsztejn, Prospect.io, Cold Email, Cold Email Process, Donald Kelly

Processes allow us to work a campaign from end to end. They help us know how to follow up and what to say and how to proceed rather than just shooting from the hip. On today’s episode of The Sales Evangelist, Forster Perelsztejn of prospect.io talks about the importance of a campaign for purposes of cold email outreach.

Forster shares why we have to be consistent and what we need to say in our emails so we can connect with our potential customers.

Why campaigns?

In order to successfully carry out a campaign, you must understand why you need it and how you’re going to do it. Also, make sure to set up a professional business email account when you do your outreach, you will look so much more legitimate. I know it sounds simple, but you would be amazed how often sellers neglect doing this properly.

But your cold email outreach campaign must fit into your funnel.

Maybe you need social media ads or door-to-door selling. Start by figuring out the best sources of customers for your product or service.

Then, decide how you’ll do your campaign.

There are three main stages to building one.

1. Identify who your target is.

Your target will define everything that’s going to follow so you must know who you’re trying to reach. Narrow your focus to certain targets.

2. Segment your list of targets.

Even though all your targets will presumably benefit from your product, they may not all benefit in the same way. They won’t need your product for the same reasons so you may have to use different selling points.

3. Craft a relevant message.

4. Measure everything.

After you’ve created a message, test its effectiveness. Create campaigns and then track how well they are performing.

You can make decisions about your campaign moving forward once you understand how well things are working.

First contact

Don’t be long-winded in your first contact or spend a lot of time introducing yourself or your product.

Don’t waste my time by writing, “I know you’re busy so I’ll get to the point.” That sentence is wasting my time.

Get to the point. 

Then, make sure your cold emails do 5 things:

  • Grab your prospect’s attention.
  • Tell them why you’re reaching out to them personally.
  • State the clear benefits you’re offering.
  • Provide some kind of credentials.
  • Give a clear call to action.

Everything in your email is to get them to take action to move the process forward. If you’re not clear on how to do that, you shouldn’t be sending the emails.

If your product isn’t super complicated, it should be about 7 sentences.

Later emails

You’re not really just following up. If you truly believe you’re bringing value to the table, you’re not going to just “follow up.”

If what I have to offer will bring you tons of new business, I’m going to be passionate about helping you understand the benefits.

Instead, we should think of it as “building a journey” that’s going to help your prospect be informed and move toward a decision. Keep the conversation going rather than “following up.”

Often the second email will be a reminder. Maybe your prospect is interested but he got distracted by other things.

Don’t assume after the first email that the person isn’t interested. If they still don’t respond after the second one, I can provide more content and bring more value.

Multiple follow-ups

Most responses come between the second and the fourth email, but it really depends on your sales cycle.

If you have an extensive sales cycle, it may take longer to arrive at a decision.

Don’t quit too early. Your prospect has a life and a job and he may have forgotten to reply.

You may fear that he’s annoyed because you’re filling his inbox, but if you’re providing value, even if he doesn’t need it now, he’ll remember you when he does need your product.

There are several ways to bring value in later emails, always with the intention of moving your prospect closer to a decision.

Share case studies, stories, testimonials, articles, or anything else that will help your prospect understand the market and the challenges you’re helping to solve.

Email is simply one way to connect with potential customers.  If your audience is active on social media, you can consider contacting them there, or use trade shows if those are a better fit for your market.

Think about what you would want to know. When you’re reaching out to people, think of all the bad emails you’ve ever received and ask yourself if you’re being like those people right now.

Try various things. Change subject lines. Keep a process moving and don’t panic if it doesn’t work.

“Cold Email Outreach” episode resources

You can check out more of what prospect.io has to offer by visiting their blog, and if you visit prospect.io/tse, you’ll get 50 percent off of your first three months. Prospect offers various plans, and you can begin by choosing the lowest plan and then upgrading if you find that you need more support.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

CoVoideo, John Simpson, Donald Kelly, The Sales Evangelist Podcast

TSE 944: Sales From The Street: “Video Cold Outreach”

Your prospects are inundated with cold communications every day. Your job is to make sure that your communications don’t wind up in someone’s spam folder. Personal communication is an important part of modern-day sales, and video cold outreach is an important tool.

On today’s episode of Sales From The Street, John Simpson, Director of Business Development at Covideo, talks to us about the value of video cold outreach.

Why video?

How sick are you of boring emails?

How many unsolicited emails end up in your spam folder?

The most important part of prospecting is building trust and helping the person on the other end of the email realize that you’re authentic. Being able to put a face with a name is a game changer.

Video is a strong value-add if you do it as part of your sequence. It’s not true, though, that video solves every problem.

Typically, the first outreach won’t include a video. It will be a simple value statement to someone who has never met us. Usually, it’s to a sales leader who might benefit from our product.

If we get no response, we’ll send another email, and then we’ll send the video. As soon as we get the view notification, we’ll pick up the phone and call them and try to determine whether we’re a fit.

Video is an attention grabber. `

Emails

The point of all this isn’t that emails are bad. You should absolutely still use emails.

You must have a strategy for your emails, and they must be part of your overall sales process.

The point isn’t that videos are always the right answer. The point is that everyone fails from time to time, and when you do, you have to re-evaluate what you’re doing.

Those failures can help you identify other avenues that you can take.

If you’ve mailed a prospect multiple times and he’s not responding, shoot him a video. Shoot him a text.

You’ve got to do something that stands out and sets you apart.

Sequence

Covideo discovered through trial and error that sending a video in the first cold email wasn’t usually best.

People weren’t responding to their efforts, so they changed their sequence and saw results. They learned from their failures.

In certain industries, they found that it was ok to send a video immediately. It depends on the person and the industry.

If you’re pursuing a CEO you’ll likely take a different approach than you would if you were pursuing a salesperson at a logistics company.

Conversation

Anytime you’re reaching out to someone, your goal is to start a conversation.

Instead of just spitting about your product, slow down a bit. Give yourself time to simply chat.

Instead of shoving your product down his throat, provide a solution to the problem. The concept of “always be closing” in Glengarry Glen Ross doesn’t exist anymore. The buyer has changed.

We sometimes try to put too much information into our emails and videos. Instead of trying to include a whole bunch of info, we just have to get to the next step in the conversation.

It’s always about progress.

Connection

Video allows you to engage all of your senses, where email only involves our sight.

When we engage with video, we use our hearing, our sight, and we’re cognitively responding to the body language in the video. Using multiple senses leads to a deeper connection.

We tend to misinterpret emails because we sometimes add tone. That won’t happen with video because people can see how excited you are to work with them. Video gets rid of the unknown.

The problem is that people have dozens of reasons for why they don’t do video: they’re uncomfortable, it won’t work, they don’t like the way they look.

Typically, though, video use builds organically through an organization. As people see coworkers succeeding with video, they inquire about what is helping them be successful.

No matter your industry, no matter what you’re doing, no matter what you’re selling, you should be willing to put new things out there to break the monotony.

Video mistakes

Don’t write a script for your video read it from a teleprompter, it will typically feel pretty awkward. Be yourself. Talk like you’re talking to another person.

You don’t “act” while you write emails, so you shouldn’t do it while you’re making a video.

People like to connect with authentic people rather than with a persona.

Make sure the lighting is good and check that there’s nothing distracting in the background.

“Video Cold Outreach” episode resources

Covideo provides a mobile app, a Google plugin, and a web-based recorder making it super easy to use. Because you aren’t actually sending a video file with your email, it diminishes the chances of your email being kicked back as spam.

Grab a free trial and try your hand at creating video cold outreach, or you can email John or connect with him on LinkedIn.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

New Salespeople Training, The Sales Evangelist, Donald Kelly, The Sales Evangelist Podcast

TSE 890: TSE Hustler’s League-“It’s About The Inches”


New Salespeople Training, The Sales Evangelist, Donald Kelly, The Sales Evangelist PodcastThere’s always room for improvement. It’s why you listen to podcasts like this one. Sometimes successful sellers get so focused on the big stuff that they lose sight of the fundamentals. In sales, though, it’s about the inches.

On today’s episode of The Sales Evangelist Hustler’s League, we’ll review sales fundamentals that can help you close more deals.

Use your prospect’s name

People love it when you use their names, mainly because people like to do business with those they know, like, and trust. Names go a long way.

Use your prospect’s name in the first call. Try to use his name more than once during the call if you can.

Make sure, though, that you’re saying the name properly, and use the name the person goes by. Don’t shorten it unless you know that’s the name he goes by.

Sometimes you won’t have a name for the prospect, and it’s ok to do a little research. Perhaps call the company to find out the best person to talk to.

Don’t spend hours doing research to find a name, but if you have a dream 100, use a name if you can.

Send a recap email

After you finish a conversation with the prospect, send a recap email to remind her what you talked about.

It enables the prospect to remember what the conversation was about and it will help her prepare for the next meeting.

Thank her for her time, and send a calendar invitation to the next conversation. You can also list next steps to help the prospect anticipate how the next conversation should go.

Personalize the message

If you can recall something personal about the prospect, you can use it in your messaging, and it goes a long way to show him that you’re listening.

Bring up the prospect’s business. If his business is mentioned in a magazine, bring it up. If he receives an award or a certification, mention it. It shows that you’re conscious of what he’s doing and you’re keeping up with his company.

People appreciate a pat on the back. When a past client congratulated me on the upcoming launch of my new podcast, it meant a lot to me because it’s something I’m excited about.

Make sure, though, that the event or article you refer to is something good.

Use Google alerts to receive updates about your clients. Focus on the small details.

When you pay attention to the small things, it makes your prospect confident that you’ll also pay attention to the large details when you’re working together.

Small details often make the biggest difference; it’s about the inches.

“It’s About The Inches”

The Sales Evangelist Hustler’s League is an online group coaching program that will connect you with sellers from all industries all over the world. We’re accepting applications for our next semester this fall, and we’d love for you to join us.

Check out our Facebook page, The Sales Evangelizers, for a taste of what our online coaching community is like.

Grab your free excerpt of the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic way to learn what buyers are thinking and how to sell the way they want to buy.

Also, check out the Video Jungle podcast to discover how to use video to take your sales to another level.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Daimian Thompson, Donald Kelly, LeadFuze, Cold Email

TSE 866: Cold Email What Works, What’s Changed & What Not To Do


Daimian Thompson, Donald Kelly, LeadFuze, Cold Email

Email is a great form of communication. It allows us to reach out to people on their time without interrupting them like a call would, but the ease of it is the reason more people are doing it. Sales professionals must unravel what works, what’s changing, and what not to do with cold email; why they must zig when everyone else zags.

LeadFuze is a lead generation platform with two important functions: it helps you build a list of leads that match your customer profile, and it provides assistance to help you hone your conversations.

The goal of LeadFuze is to help sales reps and entrepreneurs start more sales conversations.

Understand the purpose

Buyers never buy simply because of email. You’re reaching out to a stranger, so even if you know it’s a good fit, you’re never going to convince them to buy from you with email alone.

The purpose of email is to start a conversation. You cannot go for the meeting too quickly. Sales reps tend to go from 0 to 100 without understanding that they have to earn the right to ask for a meeting.

You cannot sound like a brochure, and you cannot talk all about yourself. Unless you’re famous in your industry, people aren’t going to agree to talk to you just because you’re you.

Once you’ve started the conversation, you can move into your normal sales process, whatever that is. How do you do that?

It sounds cliche, but sales and dating are a lot alike. You’d never walk up to a stranger in a bar and suggest getting married and having lots of kids. The same is true in sales.

It’s not about you. It’s all about them.

Of course you understand your industry; but do you understand theirs? As you’re reading your emails, how many times do you use “I, we, us?” If you are, you’re doing it wrong.

Initiate the conversation

Retail stores must wait for customers to come to them. Sales reps don’t have to.

By the time your customer finds your website, he likely thinks he already knows the answers to all his questions and he has preconceived notions about what he should do.

Be the one to start the conversation.

Begin by looking at your existing customer portfolio to determine who your ideal customer is. Realize, too, that if most of your business exists in one industry, but you don’t like that industry, it’s ok to pursue others.

Send 4 to 5 emails over the course of a few weeks. Keep them short and deliver value.

Email 1: “When I’m talking to VPs in this industry, they generally tell me that they struggle with one of two problems. Which is the biggest problem for you?”

Email 2: (This is not a pitch.) Provide a solution to Pain A from your original email and give a free resource.

Email 3: Provide a solution to Pain B from your original email. Give a free resource.

Email 4: “Is there a problem we haven’t discussed yet? I’d love to discuss it with you to see if I can help you solve it.”

Set realistic expectations

Sales reps tend to diagnose too quickly. We forget that everything worth doing takes time.

We won’t become number one on Google the day after we study SEO. It’s a little like going to the gym: it takes time.

Instead of doing a few hours of cold email one day a week, spread it out over the course of the week. (Again, think of it like going to the gym.)

Keep your pipeline full with a little bit of effort every day. Do simply practices repeatedly. Keep the patterns that work.

When you come into a brand new job, it isn’t lead rich. If it was, the person before you wouldn’t have left.

In the first 90 days, sales reps are a whirlwind of activity. It’s the most productive period in any job.

Because you don’t have any business, you’re completely focused on business development. Once a deal emerges, you stop working on business development because you’d rather be working on the deal.

Sales reps create their own feast or famine cycles because they stop working on lead generation once they see a deal developing. Instead, make it part of your daily calendar.

Use the acronym WIIFM to drive your pitch. When your prospect is listening to your pitch, why should they care? They’ll ask themselves, “What’s in it for me?”

“Cold Email” episode resources

To connect with Damian, email him at Damian@leadfuze.com, or go to the LeadFuze website.

Business development is hard for all sales reps. I recommend the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley because it’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m offering a free excerpt of the book so you can check it out for yourself.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

Leave us a review wherever you consume this content and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

SaveSave

SaveSave

Hunter.io, Donald Kelly, LeadGibbion

TSE 857: Use Hunter.io To Connect With Just About ANYONE!

Hunter.io, Donald Kelly, LeadGibbion

It’s impossible to sell if you can’t ever connect with a human. Sales reps often spend their days talking to voicemails and deleting undeliverable emails. But what if I could give you a tool to allow you to connect with just about anyone?

Today on The Sales Evangelist, we’ll talk about Hunter.io, and the power it gives you to connect with just about anyone.

Hunter.io is a plug-in that sits on your browser. When you visit a prospect’s website, Hunter.io pulls data for every email address published on the site. It also pulls emails from other sites that are associated with the domain.

It’s inexpensive, and you can try the free version for 30 days, or for 100 emails.

Emails

Business development is a challenging task.

Very often, you’re trying to connect with people who don’t necessarily know that they need your product or service.

In their minds, you’re disrupting them. They don’t yet know that you can help them solve a problem they may not even recognize.

Hunter.io helps you connect with those prospects by helping you locate email address, or by helping you determine the email convention for your prospect.

If, for example, you can’t find the exact email address of the prospect you’re seeking, you can use information about other people within the company to determine how their email addresses are composed. If Joe Lewis is joe.lewis, you can use that to deduce your prospect’s email address even if you can’t find it.

Hunter.io also shows how many times it found each email, so you’ll know the information is trustworthy.

Other people

In some cases, the C-level prospect or decision maker you need to reach may be hidden behind layers of executive assistants.

You can often find lower-level influencers in the company who can help you get connected to the person you need.

Very often, sales reps can build relationships with others in the company in an effort to gain influence with the decision-makers.

Process

I often begin by generating a dream list of prospects on LinkedIn. I use LeadGibbon to generate a list. Then I use my Hunter.io tool to gather email addresses to I can send an email to the prospect, or leave a message, or connect with them some other way.

I have a legitimate means of contacting them according to my existing cadence.

“Connect With Just About ANYONE!” episode resources

Give Hunter.io a try for yourself, with the free trial.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers. Your customers are telling you how to sell to them.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Video Jungle teaches you to use video to set yourself apart. More than 50 percent of executives say they are more likely to engage with an email that includes video.

The podcast is part of our newly-launched Sales Podcast Network. SPN is designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

We want to help you find more ideal customers. We want you to build stronger value and close more deals. Most importantly, we want you to do big things.

Outreach, TSE Hustler's League, Donald Kelly

TSE 825: TSE Hustler’s League-“Outreach Strategy”

Outreach, TSE Hustler's League, Donald Kelly

Without an outreach strategy or a plan, sales professionals run the risk of looking pushy. When we focus entirely on making money and closing deals without working a plan, we miss the opportunity to position ourselves as leaders in the sales process.

On today’s episode of The Sales Evangelist, we’ll discuss how emails should fit into your sales process.

Understand the value of trust.

In the book Stop Selling & Start Leading, I discovered this quote:

Some sales people don’t have a moral compass. They don’t operate according to a set of values, so it’s easy for them to deviate to questionable behavior.

Buyers, however, want to work with sales leaders. They want to work with ethical people who live by a set of values. They want to be able to trust the people they are working with.

We position ourselves as leaders when we prioritize the customer and his needs instead of our need to close a deal and make money.

Plan your outreach strategy.

Do not focus purely on making money and closing deals.

Instead, decide how you can motivate the prospect to engage with your company or your product.

Begin by demonstrating your interest in the prospect, which will serve the dual purpose of letting him know that you exist.

Do that by working smart. Your time is limited and his is, too. Send a brief email that makes him aware of you, and begin with something he’ll want to read.

Subject line: Congrats on your recent round of funding, (insert name)

Opening line: Congratulations on your recent round of funding!

Your work is going to impact the law profession in a major way.

I look forward to seeing how you’ll employ your resources to be even more effective in your work. 

Sincerely, 

(insert your name)   🙂

This brief email serves as an initial connection. It’s simple enough that he can read it on his phone, and it will invite response because you’ve acknowledged his accomplish, and we’re all a little ego-driven.

Additionally, because it’s brief, he can scan it quickly and send a brief response back.

You’ve let him know that you exist, and you’ve initiated a simple conversation that can expand in later days.

Don’t skip steps.

Some sellers won’t understand the point of this because it didn’t result in an immediate sale. But now they know I exist, and I can continue the conversation.

A few days later, I’ll send a value-driven email that provides information about their industry, or perhaps I’ll offer to feature them in a webcast my company is hosting.

I’ll do them a favor without trying to sell them something.

By working smarter, I’m able to build connections that become long-term relationships instead of short-term sales.

Episode resources

Our friends at Wiley  have provided a free excerpt of the book Stop Selling & Start Leading. Based upon research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

I’d love to hear how you’re working to accomplish big things.

Audio provided by Free SFX.

Short emails, Email Outreach, Prospecting, Conversational

TSE 820: TSE Hustler’s League-“Shorter Emails”

Short emails, Email Outreach, Prospecting, ConversationalWhen you’re trying to capture your prospect’s attention through email, how do you know what to include? Many sellers in the early stages of their careers trying to accomplish too much in one email instead of writing shorter emails.

On today’s episode of The Sales Evangelist, we’re discussing how to make our emails valuable, and we’re addressing the biggest issues that plague our emails.

Figure out what you’re trying to accomplish.

What is your goal in emailing this prospect? Are you trying to convince him to buy?

Ultimately, it may be your goal to get him to buy, but that shouldn’t be the purpose of your first email.

Your first email must let your prospect know that you’re here. He knows about your company, but he isn’t aware of the value you provide. First, let him know that you’re here.

Imagine your prospect is a small business owner with a sales team of 3. She has $3 million in revenue, and she wants to grow, but the company has been stagnant for 4 years.

You must build awareness that you’re available, and you can begin with social media.

Connect on LinkedIn or Twitter. Then find something about her or her company that you can use to connect. Comment on something she posted or something you read about her.

Hi, we’re Animus

Don’t skip steps.

Once the prospect knows you exist and she views you as a friend, let her know how you can help her.

Keep your emails simple. Grab the prospect’s attention. Write shorter emails. Force her to reply, and the likelihood of continued conversation increases.

Let her know how you’ve helped someone else who was just like her. Until you’ve demonstrated value to the prospect, she won’t likely think of you as a trusted advisor.

Episode Resources

I was giving a demo once, and the prospect told me exactly what to include in the presentation so his boss would respond well: he told me his boss’ likes and dislikes.

Stop Selling & Start Leading does the same thing for sales professionals. It provides intel about what decision-makers like and what they don’t like, based upon survey information.

It will allow you to lead the conversation instead of being a subservient seller. It’s like a cheat sheet for sellers, and you can find an excerpt of the book here.

The Sales Evangelist Hustler’s League is an online group coaching program for individual sales leaders and sales professionals. Whether you’re already fairly successful or you’re brand new to sales, we want to help you improve.

Each week we do a training session based upon the semester theme. We’d be honored to have you join us.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create, and share your way to better content and strategy.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries.

Audio provided by Free SFX.

Email, Outreach, Tailored, Donald Kelly

TSE 795: TSE Hustler’s League-“Tailored”

In today’s episode of The Sales Evangelist, we’ll show you how to use tailored email to grab your prospect’s attention. We’ll also show you how to make sure she reads to the very end.

Make her feel good.

People are ego-driven.

Before you make contact, figure out what matters to her right now.

Has she shared something important on social media recently? Mention that in the email. Pick something that demonstrates you were thinking specifically of her company.

Include something in the subject line that will provoke her to open your email. Grab her attention by using her name or the name of her company.

Include only one idea.

If this is the first time I’m interacting with this prospect, this will simply be an email to say hi. But don’t actually begin with “Hi, Mary.”

Begin with her name, followed by a comma, and launch into your message.

Limit your email to one question instead of multiple questions:

“Does this make sense for you? Would you be willing to have a conversation about it? How does next week look for you?”

You’ve included three questions, and your reader will likely decide it’s too much work to respond, so she won’t.

Keep emails simple.

If your prospect doesn’t respond, send a simple email that invites a simple response, and even a way out.

I’m sorry we haven’t been able to connect. I saw your spot on (fill in the name of a platform). If I can help at any point, feel free to respond with:

a. interested

b. interested, but the timing is bad

c. not interested

Consider adding a little humor to communicate a light-hearted exchange.

Close with the words “Thanks in advance,” and include a smiley face, with a nose.

Share what you know.

You likely know other people who could benefit from these simple ways to generate tailored email.

Share this podcast with your team so you’ll all be more successful.

Join us at The Sales Evangelist Hustler’s League for our new semester beginning in April. Our online coaching program includes sellers of all levels from a variety of industries.

We discuss challenges, share conversations, and give you insights you can immediately apply to your own sales process.

We’d be honored to have you join us.

Psychology, emails, prospecting, cold email

TSE 791: The Psychology Behind Sales Emails

The Sales Evangelist, Email, Prospecting, Ryan O'DonnellSending emails is a prerequisite for sales professionals, but how do you generate emails that reach the right person at the right time in the right place?  In this episode of The Sales Evangelist, Ryan O’Donnell will explain the psychology of emails and teach us how to create a more targeted approach to emails.

We don’t have a crystal ball, and we can’t tell what our prospects are thinking, so we can’t skip the important steps of prospecting and research.

Creating a targeted approach to emails:

  • Use data to qualify or disqualify your existing prospects.
  • Divide existing prospects and customers into segments and use those segments to create targeted communication.
  • Use variety. Personalize some of your communication and automate others.
  • Be intentional. High-value clients might motivate you to personalize more than smaller clients.
  • Take note of effective emails that come to your inbox and employ the same strategies.
  • Don’t allow your emails to become monotonous.
  • Use each part of the email to drive the reader to the next sentence.

Different things motivate different people.

Sometimes a question in the subject line will work best. Other times, the company name or the recipient’s name will work.

Some people check email on Sundays to clean out their inboxes before the coming work week.

Track what works best so you can make your process more efficient. Streamlining your process will free up additional time, which will compound over the life of your career.

You’ll have more time to devote to other steps in the process.

Email mistakes to avoid:

  • Don’t send an email with Re:Re:Re:Re: because it has been sent back and forth so many times. Change the subject line.
  • Don’t use a deceptive subject line.
  • Don’t automate your emails to go out at the same time on the same day every week. It will become obvious that they are automated.

Episode resources

If you’re interested in learning to use email more effectively but you aren’t sure where to start, contact Ryan O’Donnell at ryan@replyify.com or ryan@sellhack.com. Ryan will provide you free access to one month’s worth of services to give you a jump-start on emailing.

When I was a seller like you, I initially didn’t have formal training. Once I got proper training, I discovered that it greatly improved my sales skills, and I wanted to share those principles.

The Sales Evangelist Hustlers League is a group coaching program designed to help sellers of all levels improve their sales skills and close more deals. We’d love to have you join us. Go to thesalesevangelist.com/hustlers for more details.

Prospecting, Grabbing Attention, Sales Prospecting

TSE 790: TSE Hustler’s League-“Grab Their Attention”

Prospecting, Grabbing Attention, Sales ProspectingYou aren’t the only one fighting for your prospect’s attention; she probably doesn’t even know that you exist yet. So how can you use a targeted approach and an outreach cadence to grab her attention?

In today’s episode, we discuss the importance of using cadences and multiple platforms to create a targeted approach to grabbing your prospects’ attention.

Grab attention.

Your prospect has a million different things competing for her time: Facebook, mail, social media, television. She is bombarded with advertising.

Don’t allow your ego to get wrapped up in the outreach process. Don’t assume that she isn’t responding to you because she doesn’t like you.

What can you say to grab her attention?

Don’t assume you’re annoying her by contacting her more than one way.

There’s a reason political campaigns use mail, email, billboards, social media, television and phone calls. They want to be where the people are.

Use a cadence.

Your goal should be to have an outreach sequence that spans a period of time. You might, for example, have an email sequence that includes sending 5 emails over 14 days.

The sequence will look different for each company, but it will include a variety of contact requests across a variety of platforms.

Those methods will allow us to initiate a conversation that may lead to a sales opportunity.

Aim for conversation.

Conversations at parties begin with small talk; getting to know the person you’re talking to.

Outreach should look exactly the same.

We should begin by making a connection via email or social media, and then seeking to continue the conversation elsewhere. Perhaps we provide value or learn more about the prospect.

Tha goal isn’t to immediately let her know that I sell something that she should buy. It might require 5 conversations to finally reach a discussion about the product or service.

Sales professionals have a tendency to view relationships with the end in mind, but we must get to know people before we ask them to marry us.

Episode resources

Check out The Sales Evangelist Hustlers League at thesalesevangelist.com/hustlers. It’s an online group coaching opportunity designed to help sellers of all levels improve their skills and learn from other sales professionals.

We’re beginning a new semester in April and we’d be honored to have you join us.

Email, Prospecting, The Sales Evangelist

TSE 788: How to Ask For Something in an Email

ask, email, prospectIf you’re going to invest time writing emails to potential clients, it’s important to know how to ask for something in an email. Better yet, it’s important to write emails that get responses and even clients. 

In today’s episode, we discuss the steps you can take to ensure that your emails are working for you. In our interview with magician-turned-trainer Tim David, we discuss the importance of human connection. We also specify how to ask for something in an email.

Before you send another email:

  • Discover the three-word closing that will increase your response rate (as well as the words that don’t work).
  • Identify why effective research really is an important part of communication.
  • Learn the biggest mistake sales professionals make in email communications.
  • Uncover why humor generally doesn’t work in emails.
  • Understand the role alliteration can play in your emails that connect with prospects.

Prospects can smell copy/paste communications, so the most important thing you can do is to prioritize personal connection.

Prospecting

Begin the work of connecting with your prospects in the subject line, and don’t stop until you reach the close. Seek a balance between curiosity and clarity: be clear about what you’re offering, but give them a reason to keep reading.

Use what you’re learning about how to ask for something in an email. 

Be conversational and personal. Write an email that connects with prospects and lets them know that you know who they are.

Different things motivate different people at different times to open emails. As a result, focus on what motivates people to open an email instead of focusing simply on techniques.

Ultimately, communication is always about relationships.

Episode Resources:

Check out The TSE Hustler’s League    https://staging1.thesalesevangelist.com/hustlers/

Tim David’s free report featuring 61 science-based influence strategies   https://moreinfluential.com

True Influence by Tim David   http://booklaunch.io/timdavid/trueinfluence

Tim David on LinkedIn     https://www.linkedin.com/in/timdavidmagic/

 

 

Donald Kelly, TSE Hustler's League, Emails,

TSE 715: TSE Hustler’s League – Send Powerful Emails

Today’s snippet from one of our sessions over at the TSE Hustler’s League is about the principles behind emailing fundamentals.

Reasons for sending emails:

  • Letting them know you exist
  • Gathering information
  • Setting appointment
  • Closing the deal

Strategies for grabbing your prospect’s interest:

  • Send an awareness email. Also, saying “Hi, name!” can come off as too salesy.
  • Make it short. Don’t make it look like a spam email.

5 Areas to Look in an Email:

1. Subject line – It has to be compelling.

2. Opening line – This should tie into your subject line. Try to share an unconsidered need here.

3. Body

4. Closing – This should be an invitation to do something for the next step.

5. Email Signature

Sending a congratulation email:

You’re not selling anything since you’re only trying to make your prospect aware.

Reasons people send a followup email:

  • Instead of sending a follow up email and saying just following up, give them what they want.
  • You want to gather more information from the prospect.
  • You’re trying to catch up. This could be a past customer so you want to try to re-engage and capture their attention again.
  • You want to thank them for something.

Strategies for sending followup emails:

1. Never say you’re “just following up.”

Of course, they already know you’re following up. Do something different. Do something different. Check out UberEATS and you can have food delivered to your client and pay for it from afar.

2. Share their content on Twitter or other social media platforms.

People feel good when you try to share their content.

3. Don’t send crappy emails.

Make your subject line catchy as well as all areas of your email.

4. Offer something else to catch their attention.

5. In every stage of your sales process, create a piece of content.

You can use this as a followup. But when you do this, make sure you’ve tied this into your past conversation.

6. Your goal here to just start the conversation again.

Tools that let you know your email has been opened:

Boomerang

Hubspot

SalesHandy

Strategies for follow up emails:

1. Offer an invitation.

Figure out something you can invite your prospects to do. For ex. get your prospects to talk about themselves and invite them to write for your blog.

2. Engage them in your conversation.

For ex. tell them if you can give a referral to them.

3. Don’t be scared to network.

Spend at least an hour a day on LinkedIn just to network. Then send an email to reconnect. Instead of doing it one platform, you get on a second platform like email, voicemail, etc. If you saw on LinkedIn it’s their birthday, send them something from UberEATS or send them a snail mail.

4. Reply about something they produced.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

UberEATS

Boomerang

Hubspot

SalesHandy

Email, Prospecting, The Sales Evangelist, Best Sales Podcast

TSE 332: They Only Want To Communicate Via Email

Email, Prospecting, The Sales Evangelist, Best Sales PodcastWhat do you do if your prospect is only willing to communicate with you through email? No phone, no in-person meeting. Now you’re preparing a proposal when you haven’t fully understood any of their core challenges. While this may not be the best situation, there are always ways to go about this stuff.

First, this person may probably just be shopping around considering they don’t want to take the time to sit down with you and go through the whole thing. Or the prospect is just too busy. They don’t have much time and email is the only thing they think they can do to communicate with you.

What do you do?

  1. Set the rules before you play the game.

First things first. You have to set up a phone call for at least 10 minutes and make the prospect understand that the purpose of the call is to better understand what they’re looking for and to see exactly if both of you are fit or not or you wouldn’t want to otherwise waste each other’s time.

  1. Understand how big the client is.

How big is the client? How big is the company? How big is the opportunity? Do initial research online to check out their company and whether they have need for your product or service. If they really want to gain your product/service, they would take some time and effort to really want the details from you and communicate with you even if it is just a 10-15 min phone call. If they’re not willing to do this then it’s probably not that big of a deal to them.

  1. You can’t lose something that you didn’t have in the first place.

What’s the worst that can happen? Don’t even worry about it and don’t let this stress you out. Just be bold in the situation.

  1. Be willing to walk away from something.

If you think this is going to give you a headache and you might not really be able to help the prospect to progress then just let it go. It’s time to go after other prospects.

Strategies you can pull off if your prospect is just really busy to meet up with you:

  1. Send an email.

Explain to them that you understand they’re busy and you’re willing to work around their schedule and make sure to get at least 10 minutes to talk. And give them options as to what time will work for them.

Tool recommendation: assistant.to

This is a Gmail plugin that allows you to embed specific times they can get on a call with you. All they have to do is simply click on one of those times and then it gets embedded on their calendar and yours. Specify that the meeting will only be 15 minutes.

  1. Ask for another person on the team you can best speak with initially to make sure you understand if you’re a fit or not.

If it’s not a fit then you wouldn’t want both of your times to be wasted. If it’s a one-man team, go back to making sure you set up a time.

  1. Call them out.

You’re not a pushover. Ask boldly through email which of these options apply to them or the situation – whether (a) it’s not a big deal for them right now and not ready to move forward; (b) they’re not familiar with your company and don’t know if they want to waste their time talking to a sales rep, or; (c) they’re just really busy and don’t necessarily think they have time to take care of the project effectively right now.

Episode Resources:

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

“Dan Hanrahan, Donald Kelly, The Sales Evangelist, The Best Sales Podcast.”

TSE 291: How to Use Your Email Signature to Generate More Business

 “Dan Hanrahan, Donald Kelly, The Sales Evangelist, The Best Sales Podcast.”I would love for you to try something different today. And who knows? This might be something that could greatly impact your business (if it hasn’t yet). The tool that I’m talking about is Sigstr, which is a new way to capitalize on employee emails or marketing channels.

Gracing today’s show is Dan Hanrahan, the Founder and CEO of Sigstr. Through Sigstr, email signatures have now been opened up as a marketing channel that you can use, making sure that every email sent includes the latest and greatest content, events, white papers, case studies, etc.

In short, the guys at Sigstr have created a system to control the branding, the look, and the feel of an email signature while injecting calls-to-action, thus making it an intersection of great marketing and opt-in sales.

Here are the highlights of my conversation with Dan:

3 most important features of a great email signature:

  1. Keep it simple.
  • No need to include your address in your email signature.
  • Have a link to your website.
  • Think of the 3 or 4 things that have the most value and hone those in.
  • Skip things like address and fax number but make them easy to find in your website.
  1. Use images wisely.
  • Be efficient.
  • Reserve the images to what’s most important (logo, call-to-action)
  1. Drive consistency to fuel brand.
  • Provide consistent experience across across all formats

Success stories from Sigstr:

Angie’s List

  • Driving event awareness, registration, and attendance
  • Sigstr added a call-to-action to the email signature
  • 38% of all registrations came from a click on the email signature

Outreach Inc.

  • Helping raise funds for Brackets for Good tournament – competitive giving
  • 75% win record using Sigstr

Analytics from Sigstr:

  • Tracking results
  • Average click rate for Sigstr campaign is a half per percent
  • View metrics at a company level, campaign level, department, or employee
  • Group your users into departments or groups
  • Display clicks, click through rates across a number of functions of the app

Strategies for great graphics:

Screen grab from a resource you have available and upload that to Sigstr.

Engaging campaigns for Sigstr:

  • Events
  • Videos (can be 30 seconds)
  • Having a clear call-to-action

Sign up for free. Test it out and if you think it’s a valuable tool for you (which I know it will be), then you can pick a plan that suits your needs.

Connect with Dan on twitter @DanHanrahan8 or LinkedIn.

Dan’s major takeaway:

Think about the massive reach and impact of the email signature. Whatever you do, make sure it’s a compelling brand experience because every single message can impact your brand positively or negatively.

Episode Resources:

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

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The Sales Evangelist, Donald Kelly, Donald C. Kelly