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How to Effectively use Email as a Prospecting Tool

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With it being difficult to get prospects on the phone, it is critical to correctly use email when prospecting and trying to generate leads. What you say in your emails when you send your messages, and how many times you try to contact a prospect will have a direct impact on your results.

In presentation "How to Effectively Use Email as a Sales Prospecting Tool" we will outline some common mistakes that salespeople make and some very small and practical changes that you can make that can lead to immediate improvements in your sales effectiveness.

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How to Effectively use Email as a Prospecting Tool

  1. 1. How to Effectively Use Email as a Sales Prospecting Tool Michael Halper Founder and CEO SalesScripter
  2. 2. 2 Types of Emails Prospecting Emails (Sales Prospecting)
  3. 3. 2 Types of Emails Marketing Emails (Email Marketing)
  4. 4. Understand the Prospect • Prospects are extremely busy • Get a lot of emails from salespeople • Likely not in buying mode • Delete many messages without reading (Instant Delete)
  5. 5. Use Brevity TIP #1 Can Help With • Prospects are extremely busy • Get a lot of emails from salespeople • Delete many messages without reading (Instant Delete)
  6. 6. Try to avoid sounding like a salesperson that is trying to sell something. TIP #2 Can Help With • Get a lot of emails from salespeople • Likely not in buying mode • Delete many messages without reading
  7. 7. Focus on the Immediate Goal 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 TIP #3 Can Help With • Likely not in buying mode
  8. 8. Use a Multi-Touch Mindset TIP #4 Can Help With • Prospects are extremely busy • Get a lot of emails from salespeople • Delete many messages without reading (Instant Delete)
  9. 9. Educate the Prospect TIP #5 Can Help With • Gets a lot of emails from salespeople • Likely not in buying mode • Delete many messages without reading
  10. 10. Some Examples of Not So Great Emails
  11. 11. Thanks for connecting. A lot of new things are going on with my company and I would like to share them with you in the near future. We help business owners acquire financial freedom in their business through coaching, training and personal development. I welcome the opportunity to work with you.
  12. 12. Hi Michael, XXX specializes in accounting and financial services at affordable rates. We have experienced CPAs, and staff to handle all your bookkeeping, financial and tax needs. We offer per hour as well as dedicated outsource staff at a lower payroll cost then any in-house staff. Take advantage of our current 30% off any service, ends July 30, Book keeping rates start at $15/hr(after discount). Free trial, if you are not satisfied after 10hours of work, then you don't pay. Call us at XXXXXXXXXX
  13. 13. Hey, I would like to introduce myself as a part of XXXX - A leader in data driven marketing solutions. If you're looking to acquire new customers or launch a new product or expanding your target market, you can gain access to all relevant databases from our repository of more than 32 million datasets worldwide. Do, let me know a good time to connect over the Phone and Email to discuss further strategies for your business. We also provide Integrated Marketing Solutions like: SEO (Search Engine Optimization) Digital Marketing Email Marketing Web Development Email Appending Data Provisioning 360 Degree Profiling Email Verification & validation Multichannel Prospect Lists HTML Design/Creative Services
  14. 14. I hope everything is going great and thank you for connecting with me! I wanted to reach out and ask how you are handling your payroll and HR for your company? I am sure you have everything taken care of, but if there is any opportunity for myself and XXXXXX to earn your business, I would love to talk with you about what myself and XXXXXXX has to offer a business your size. I can be reached at XXXXXXXXX or XXXXXXXXX. What is the best way to reach you? I look forward to hearing from you!
  15. 15. Hi Michael , On behalf of my team at XXXXXXXX, it would be a pleasure if you would allow us to help you expand the reach of your business through multi-channel marketing such as; - Appointment Setting - Telemarketing / Voice Campaign - Email and Social Media Marketing - Database Services with some value-added services. If you would like to know more about our services, as well as pricing and how our services work, drop us a message with your number to reach you best or book an appointment online;
  16. 16. Hey Michael, I hope you’re doing well today. I’ll keep this short and to the point: we recently launched [product name] after three years of development. It's a total game changer. Basically, [product name] uses [product explanation]. It's a self-service platform unlike anything you may have seen. The kicker is that our service is inexpensive and fast. Do you have time this week for a quick call or demo to discuss how we could help you? or can you tell me who I should speak with? Best, [contact name]
  17. 17. Benefits Why do we do this? Product Company Features Functionality What we say when talking with prospects Very inward focused – me, my product, my company • Foundation of knowledge • Focus of training • Wealth of experience • Where we have interest • What leads to us getting paid • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations It is what we are trained to do
  18. 18. Building Your Email Messages
  19. 19. Interest An Alternative ApproachValue Pain Qualify Credibility Objections Prospect Focused What we say when talking with prospects • Get outside your comfort zone • Identify how you help • Focus on the problems that you solve • Introductions • Cold calls • Emails • Networking • Company website • Social media • Presentations
  20. 20. Building Your Email Messages
  21. 21. Email Topics • The benefits that you offer • The problems that you resolve • Client example • The objections you receive • The questions you need to ask • Product and company info
  22. 22. Email Subject Lines • A benefit point that you offer • A pain point • A client improvement • An objections you receive • A question you need to ask • Product and company info
  23. 23. How
  24. 24. How
  25. 25. How
  26. 26. How
  27. 27. How Using an Email Thread Value Message Email #1 Pain Message Email #2 Delay (1 or 2 weeks) Name Drop Message Email #3 Delay (1 or 2 weeks) Qualify Message Email #4 Delay (1 or 2 weeks) Product Message Email #5 Delay (1 or 2 weeks) Last Attempt Message Email #6 Delay (1 or 2 weeks)
  28. 28. How Automate
  29. 29. How Track
  30. 30. How Lead Scoring
  31. 31. How 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
  32. 32. How Getting Email Addresses
  33. 33. How Marketing Emails Webinar – Build Email Drip Campaigns that Convert Sales https://salesscripter.com/sales-training-webinar-build-email-drip- campaigns-that-convert-sales/
  34. 34. SMART Sales System S M A R T ales essaging nd esponse actics SMART Sales System
  35. 35. SMART Sales System Sales Methodology Software Platform Professional Services
  36. 36. SMART Sales System Sales Methodology Software Platform Professional Services
  37. 37. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  38. 38. Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  39. 39. Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  40. 40. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter

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