In Email, Prospecting, TSE Hustler's League

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.

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