sales 101: how to write an email that everyone responds to

How to Write an Email that will make Everyone Respond

We will be starting at 6:00 pm EST.

Why do you want to get in touch with them?

Brainstorm 1 person that you would like to approach for any reason.

1

2

By Michael Pici

• Sales Prospecting

• Approaching Investors

• Co-Marketing Outreach

• Event Coordination

• Partnerships

• Business Development

• Recruiting

• Internal Communication

• Getting support for ideas

• Meeting a mentor

• What else?

Situations

1. Preparing to write a great email + Try it Live

2. The formula + Try it Live

3. Hacks

4. Hit Send

AGENDA

Preparing to write a great email. 1

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

Take 5 or 10 minutes…

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

Be curious

WHAT IS A KEYWORD?

Ideas • Google Search

• Personal Blog

• What do they care about enough to write about?

• Social Media Profiles • Interesting Post? • Follow anyone cool? • Recent changes /

updates? • Newsle

• Company Website • Team / management

page • About us page • News page

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

How are you connected?

Trigger Event: “A trigger event is something that happens either internally or externally to an organization that has the potential to create an urgent and compelling need for your product, service or solution. Suddenly new priorities emerge from this occurrence – ones that are a catalyst for change.” – Jill Konrath

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

Leverage lead intelligence if possible… • Pages viewed / last time on your site • Marketing emails read • Where they came from… (search phrase) • Website revisit alerts

What are their priorities?

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

Identify multiple points of contact… Start with 1

Try it Live.

The Formula. 2

Set a Goal: Forget closing the sale…

Get a response

Subject Lines • Mike, quick question

for you • [Mutual connection]

recommended I get in touch

• Ideas for [thing that is important to them]

• Question about [recent trigger event or goal they have]

• Thoughts about [title of their blog post]

• Have you considered [your thought or recommendation]?

Free, Final, Reminder, Sale, Tempting, Specials, Complimentary, Help,

Donation, Don’t, [Company Name], Exciting, Unique, Discount, Solution,

Partner, State of the art, Preview

Mike,

Notice Something Relevant…

WHAT IS A KEYWORD?

Start off by saying something about them…not you. • I noticed you… • Elon Musk mentioned… • Saw that we both… • I loved your post on… • Congratulations on..

How many emails do you reply to that begin with, “My name is….”?

Try it Live.

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

What is your Value? A typical value proposition sounds something like…. “We help web marketing firms increase their lead generation by 400% and effortlessly prove ROI to their clients.” – Potential HubSpot value proposition

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

You are not a commodity. Focus on ideas and insights that will be a value add to help your prospect achieve their goals…

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

Use your research to align with your prospect.

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

Create a bridge between them and you

Try it Live.

Ask a great question.

Be Different

• How, if at all, would you like to improve your strategy?

• Is [benefit to them] a priority for you right now?

• Do you have any unanswered questions about [topic of learning]?

• Are you after a lifestyle business, or world domination?

• Are you alone on this?

• Has it always been this way?

• Where did you expect to be by now?

• Would it be nice, or does it have to happen?

• What would you recommend? \ What would you do if you were me?

• What are you hearing?

• Was this all your idea?

• Now what? Credit: Rick Roberge

Questions

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

Signature: • Don’t distract • Leave contact information, and a link

to view your online profile of choice

Probably best off if…

Keep it short., aka no need to scroll

Plain text, black and white

No links or attachments

Try it Live.

Hacks. 3

Track your Email Opens: Know when your message is being read in real time…

Try Signals – a free chrome extension

that shows who has opened and clicked

your emails.

Try Signals – a free chrome extension

that shows who has opened and clicked

your emails.

GET SIGNALS TODAY

WHAT IS A KEYWORD?

PERSPECTIVE: Consumer/

Prospect

Google Alerts – great for prospecting and help curate trigger events. • News about a person or their interests • Company news • Industry News • Funding • Mentions of your company

Should I stay or should I go? One of my best performing emails, reaching reply rates of 40%

QUESTIONS?

THANK YOU.