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.

1. How to Effectively Use Email as a Sales
Prospecting Tool
Michael Halper
Founder and CEO
SalesScripter

2. 2 Types of Emails
Prospecting Emails (Sales Prospecting)

3. 2 Types of Emails
Marketing Emails (Email Marketing)

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. 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. 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. 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. 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. 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. Some Examples of Not So Great Emails

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. 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. 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. 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. 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. 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. 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. Building Your Email Messages

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. Building Your Email Messages

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. 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. How

24. How

25. How

26. How

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. How
Automate

29. How
Track

30. How
Lead Scoring

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. How
Getting Email Addresses

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. SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics
SMART Sales System

35. SMART Sales System
Sales Methodology Software Platform Professional Services

36. SMART Sales System
Sales Methodology Software Platform Professional Services

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. 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. 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. Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter