Podcast episode
NOT Personalizing Your Emails to Get More Deals (Julia Carter, Marpipe)
30 Minutes to President's Club13 Feb 202432 min
Description
FOUR ACTIONABLE TAKEAWAYS Don't shy away from including images in your prospecting emails, particularly if you sell a visual solution. Add value with a “thinking of you” email in advance of your sales call that shows some examples of what some of their peers are doing with you or what other similar customers are doing. When you open your email using a trigger-based approach, state your observation confidently and then follow it up with an unsure tone question. Example is: “Here's what I've seen your ads look like. Have you ever tried to do X? Use intentionally boring subject lines, like “Podcast Episode” that follow the “internal camouflage” principle. PATH TO PRESIDENT’S CLUB Account Executive @ Marpipe Senior SDR @ Marpipe Sales Development Representative @ Smartly.io Client Service Associate @ Guidepoint RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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don't have a next step on the calendar, because respectfully, like it's just going nowhere, probably. And you're wasting your time. So to book a next step, this gets things moving along much faster. Like, do not listen to the advice out there where people are like, hey, do I have permission to suggest a next step? No, you don't have permission. “Just literally ask them when's a good time to reconnect.” Nine times out of ten, they'll give you a big time frame just throughout a time like, yo, does Tuesday 1 p.m. work? They're probably going to say yes. If they say yes. Cool. If they say no, then like, I'm not interested. Thank you. Well, I've been hearing not interested a lot when I send out prospecting emails and we
guess. We're using the information that we have available to make a hypothesized guess. How do you land that tone? Because I think one of the other big missteps I see is there's a really assumptive tone that a lot of sellers make that can kind of get us into trouble. So talk to us a little bit about you see something that's a trigger. How do you phrase it in your email itself? “It really is a best guess. There's probably never going to be a one to one.” Oh, this person needs this. They said they need this unless you come across like a unicorn, like example, which would be amazing, but probably unrealistic. So I think framing, starting with the best guess or the trigger, I take a more of an assumptive take. I'm just like,
They're like, oh my God, what? I want to do that. So then let's stay on this idea of like an inbound lead. How many times will you do that before you cut bait and say, forget them? Honestly, it depends. We don't have a marketing team, so you know, the inbounds, we don't really know who's coming in a lot of the time. “If it's really good, obviously I'll keep hounding it.” But if it's kind of like God knows what this company is, they're not really running ads. Honestly, they're not running ads. I'll tell them in the email. I'm like, yo, do you know what we do? Because I don't think this is going to work out here. I'll usually send like two or three emails because, you know, sometimes things get lost. You just got to bump stuff up.