If you are a salesperson or business owner, you likely send some form of cold emails. The logic you use for those will greatly impact your ability to start conversations and get engaged with new prospects.
With that being the case, it will probably be worth your time to attend our webinar on "How to Do Cold Emailing" where we will discuss key things to do and not do with your cold emails and these small changes should have a direct impact on how your emails are received and responded to.
3. Increase the prospect:
• Reading the email
• Replying to the email
• Buying the product
Decrease the prospect:
• Not reading the email
• Instantly deleting
(Instant delete)
5. Understand the Prospect
Prospects are extremely busy
Get a lot of emails from salespeople
Humans care about their own stuff
Likely not in buying mode
Delete many messages without reading
(Instant Delete)
9. Don’t Sell the Product, Sell the Meeting
Stage GoalsInitial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule the Appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule the Presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
15. Product Selling
Sales Pitch
Consultative Selling
Sales Pitch
Company
Product
Features
Pricing
Goal: Closing sale
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Impressive Company Facts
Goal: Starting conversation
(or close for next step)
16.
17. Sales Message (Sales Pitch)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Appt Script Presentation
Website /
Marketing
Company Product Features Pricing Close Sale
18. Sales Message (Sales Pitch)
Call Scripts
Email
Messages
Voicemail
Scripts
Objection
Responses
Appt Script Presentation
Website /
Marketing
Value Pain
Pre-
Qualifying
Questions
Name
Drop
Differentiation ROI
Company
Facts
20. Product
Benefits
Lose weight
Get healthier
Get on and stay on a workout schedule
Transition to a healthier lifestyle
Feel better
Become more attractive
Improve self-confidence
Decrease stress
Become happier
Gym Membership
Treadmills
Weights
Classes
Personal Training
Lap pool
Sauna
Steam room
Yoga Studio
21. Product Benefits
Lose weight
Get healthier
Get on and stay on a
workout schedule
Transition to a healthier
lifestyle
Feel better
Become more attractive
Improve self-confidence
Decrease stress
Become happier
Problems
Need to lose weight and get in better shape
Not healthy and do not feel good
Difficult to get on and stay on a workout schedule
Do not feel good and often get sick
Not happy with physical appearance
Do not have a very good self-image and level of
self-confidence
Often feel stressed and depressed
Gym Membership
Treadmills
Weights
Classes
Personal Training
Lap pool
Sauna
Steam room
Yoga Studio
22. Product Benefits
Lose weight
Get healthier
Get on and stay on a
workout schedule
Transition to a healthier
lifestyle
Feel better
Become more attractive
Improve self-confidence
Decrease stress
Become happier
Problems
Questions
Need to lose weight
and get in better shape
Not healthy and do not
feel good
Difficult to get on and
stay on a workout
schedule
Do not feel good and
often get sick
Not happy with
physical appearance
Do not have a very
good self-image and
level of self-confidence
Often feel stressed
and depressed
Gym Membership
Treadmills
Weights
Classes
Personal Training
Lap pool
Sauna
Steam room
Yoga Studio
How do you feel about your physical
appearance or level of fitness?
How important is it for you to lose weight
or get in better shape?
Have you ever had difficulty getting into a
routine of working out?
How do you feel about your overall level of
health or how you generally feel on a daily
basis?
How would you describe your image of
yourself or your level of self-confidence?
How often do you find yourself stressed
out or depressed?
23. Product Benefits
Lose weight
Get healthier
Get on and stay on a
workout schedule
Transition to a healthier
lifestyle
Feel better
Become more attractive
Improve self-confidence
Decrease stress
Become happier
Problems Questions Example
Need to lose weight
and get in better shape
Not healthy and do not
feel good
Difficult to get on and
stay on a workout
schedule
Do not feel good and
often get sick
Not happy with
physical appearance
Do not have a very
good self-image and
level of self-confidence
Often feel stressed
and depressed
Gym Membership
Treadmills
Weights
Classes
Personal Training
Lap pool
Sauna
Steam room
Yoga Studio
How do you feel about
your physical appearance
or level of fitness?
How important is it for
you to lose weight or get
in better shape?
Have you ever had
difficulty getting into a
routine of working out?
How do you feel about
your overall level of
health or how you
generally feel on a daily
basis?
How would you describe
your image of yourself or
your level of self-
confidence?
Helped a 35 year
old man to lose
40 pounds.
He ended up
getting a new job,
a new girlfriend,
and says he is
happier than he
has ever been.
24. Product Benefits
Lose weight
Get healthier
Get on and stay on a
workout schedule
Transition to a healthier
lifestyle
Feel better
Become more attractive
Improve self-confidence
Decrease stress
Become happier
Problems Questions Example
Need to lose weight
and get in better shape
Not healthy and do not
feel good
Difficult to get on and
stay on a workout
schedule
Do not feel good and
often get sick
Not happy with
physical appearance
Do not have a very
good self-image and
level of self-confidence
Often feel stressed
and depressed
Gym Membership
Treadmills
Weights
Classes
Personal Training
Lap pool
Sauna
Steam room
Yoga Studio
How do you feel about
your physical appearance
or level of fitness?
How important is it for
you to lose weight or get
in better shape?
Have you ever had
difficulty getting into a
routine of working out?
How do you feel about
your overall level of
health or how you
generally feel on a daily
basis?
How would you describe
your image of yourself or
your level of self-
confidence?
Helped a 35 year old
man to lose 40 pounds.
He ended up getting a
new job, a new
girlfriend, and says he
is happier than he has
ever been.
25. Email Topics
Consultative Selling
Sales Pitch
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Impressive Company Facts
26. Email Subject Lines
Consultative Selling
Sales Pitch
Benefits (Value)
Common problems (Pain)
Questions probing for problems (Pre- Qualify)
Customer examples (Name Drop)
Differentiation (Product)
ROI (Product)
Impressive Company Facts
27. The Improver (Value) Message
Subject Line: Look better, feel better, and lose weight
Hello {contact first name},
The reason I am reaching out is that I am with Top Gym and we help people looking to lose weight to:
• Look and feel better
• Lose weight
• Get on and stay on a workout schedule
• Transition to a healthier lifestyle
• Improve their self-confidence
We help to improve all of those areas and that is why I am reaching out to you.
Are you available for a brief 15 to 20 minute meeting next Tuesday or Thursday morning where we can
share with you some examples of how we have helped individuals to get healthier and improve their
lives?
Best Regards,
{email signature}
28. The Problem Solver (Pain) Message
Subject Line: Not happy with physical appearance
Hello {contact first name},
The reason I am reaching out is that I am with Top Gym and we find that people looking to lose weight
can have challenges with:
• They aren't happy with their physical appearance
• They need to lose weight and get in better shape
• It can be difficult to get on and stay on a workout schedule
• They are not healthy and do not not feel good
• They do not have a very good self-image and level of self-confidence
We help to improve all of those areas and that is why I am reaching out to you.
Are you available for a brief 15 to 20 minute meeting next Tuesday or Thursday morning where we can
share with you some examples of how we have helped individuals to get healthier and improve their
lives?
Best Regards,
{email signature}
29. Client Example (Name Drop) Message
Subject Line: Lost 60 pounds, got a new girlfriend, and became a happier person
Hello {contact first name},
One of the reason I am reaching out to you is that we worked with 35 year old man and provided a full
health improvement program.
This helped them to lose 60 pounds, which led to him getting a new job, a new girlfriend, and become
happier than he has ever been.
I don't know if we can help you in the same way and that is why I am reaching out to you.
Are you available for a brief 15 to 20 minute meeting next Tuesday or Thursday morning where we can
share with you some examples of how we have helped individuals to get healthier and improve their
lives?
Best Regards,
{email signature}
30. Some Questions (Qualify) Message
Subject Line: How do you feel about your physical appearance or level of fitness?
Hello {contact first name},
I am trying to determine if it makes sense for us to talk at some point. Here are some of the questions
that I would ask you to get a better idea on that:
• How do you feel about your physical appearance or level of fitness?
• How important is it for you to lose weight or get in better shape?
• Have you ever had difficulty getting on or staying on a workout schedule?
• How do you feel about your overall level of health or how you generally feel on a daily basis?
• How would you describe your image of yourself or your level of self-confidence?
If you answer "Yes" to any of those, we could likely have a very productive conversation.
Let me know if you are interested in putting a few minutes on the calendar.
Best Regards,
{email signature}
31. Here is What I Got (Product) Message
Subject Line: Luxury and full service workout facility
Hello {contact first name},
If we were to meet and determine that we might be able to help you, it might lead us in a direction of
talking about our luxury and full service workout facility.
What that provides is includes Treadmills, Weights, Classes, Personal Training, Lap pool, Sauna,
Steam room, Yoga Studio . Some ways that this differs from other options out there are:
• We do not use contracts so you can join and cancel at any time without any haggling
• More equipment, classes, and TVs than typical facilities
• Treat cleanliness and equipment maintenance as a top priority
Are you available for a brief 15 to 20 minute meeting next Tuesday or Thursday morning where we can
share with you some examples of how we have helped individuals to get healthier and improve their
lives?
Best Regards,
{email signature}
32. Last Attempt (Takeaway) Message
Subject Line: Checking In
Hello {contact first name},
Hope all is well. I never heard back from you and sometimes "no response" is indeed a response, but I
thought I would follow up with you one last time.
The reason I am trying to connect with you is that we help people looking to lose weight with some of
the below areas.
• Look and feel better
• Lose weight
• Get on and stay on a workout schedule
• Transition to a healthier lifestyle
• Improve their self-confidence
If I don't hear back from you, I will assume that you are the not right person to speak with or that those
are improvements that you are not interested and I will close the file.
No problem if that is the direction you prefer. If I should be contacting someone else regarding this, I
would greatly appreciate any pointing in the right direction that you can provide.
Best Regards,
38. Getting Email Addresses
[First Name]_[Last Name]@websiteaddress.com
[First Name].[Last Name]@websiteaddress.com
[First Name]@websiteaddress.com
[Last Name]@websiteaddress.com
[First letter on first name][Last Name]@websiteaddress.com
[First Name][First letter of Last Name]@websiteaddress.com
[First Name][Last Name]@websiteaddress.com
[Last Name][First Name]@websiteaddress.com
[Last Name].[First Name]@websiteaddress.com
[Last Name]_[First Name]@websiteaddress.com
First Name]-[Last Name]@websiteaddress.com
[First letter on first name]-[Last Name]@websiteaddress.com
First Name]-[First letter of Last Name]@websiteaddress.com
[First letter on first name].[Last Name]@websiteaddress.com
First Name].[First letter of Last Name]@websiteaddress.com
[First letter on first name]_[Last Name]@websiteaddress.com
First Name]_[First letter of Last Name]@websiteaddress.com
42. Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Email Templates
Software Platform
CRM
Email Automation
Resources and
Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Sales Training
Completely
Aligned
2 Part System
43. Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Email Templates
Software Platform
CRM
Email Automation
Resources and
Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Sales Training
Completely
Aligned
Only Use the Methodology
44. Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Email Templates
Software Platform
CRM
Email Automation
Resources and
Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Sales Training
Completely
Aligned
Only Use the Software
45. SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools