7Jan/121

Prospecting by Email

Are you prospecting by email? First of all, the phone is - almost - always better. But, you don't have every prospects' phone number.

So, if you find yourself sending prospecting emails, here are four rules:

  1. Keep it short: It can't be longer than a blackberry screen.
  2. It better be tailored: If you're sending generic emails, don't expect to hear back.
  3. It often takes more than one: Count on sending three, four, or more before hearing back.
  4. Get permission: If you're just sending emails without gaining permission, you're probably spamming.

Let me share two examples of recent emails I've received. One good. One bad.

After requesting some information from a professional services firm we're considering engaging, I received this message:

Hi Jeb,

Since you requested information about our work last night, I thought I'd first send you the attached case study. It highlights a project we recently completed with an HR Training firm. I've personally worked with a handful of training firms (candidly, no sales training firms) and have found a number of ways we can help. Let me know a good time to call. If I don't hear back, I'll try to reach you by phone tomorrow.

[Name]
[Phone Number]
[Company]

Why is that so great? First, it's short - I could read it on my iPhone. Second, it's obviously tailored to me - he knows I'm in the training business. Third, he's pre-prepared me for his multiple contact approach. Fourth, I'd already requested his contact. Also, I like this one because he's provided something for me to review. Chances are, I won't. But it's still nice to get it.

Here's a bad one that I received . . . on the SAME day from one of his competitors.

Your request has been received. One of our experts will cnotact you shortly.

Sincerely,
[Company]

P.S. This email address is not monitored. Please do not respond.

Why is that so bad? I don't think I have to tell you.

Do you have any effective email prospecting tips? If you've got some emails that generate results, please share them in the Comments Section below. How do you use email to get someone to call YOU back?

-@JebBrooks

Tagged as: , 1 Comment
2Jul/081

Using AutoText in Outlook 2003 as a Sales Tool

Do you find yourself typing in the same familiar email to your prospects and clients again and again? Whether it's boiler-plates, generic thank you messages or directions to your business, there is a tool in Microsoft Outlook 2000/2003 "AutoText" that can help you automatically insert text into an email with minimal effort.

Whether you need to automate a paragraph or a three page email, I will show you how you can use AutoText to help save time so you can spend more time selling.

There are four easy steps to create an "AutoText" Entry

1. Type your email into the email body area.

2. Highlight the text you want for your AutoText Entry.

3. Once the text is highlighted... click "Insert > AutoText > New" Or you can simple hit Alt+F3 (Function Key - Not F then 3)

4. Name the AutoText and click OK

Using your AutoText Entries:

1. In a new email start typing the name you gave the AutoText name

2. When the yellow box appears as you type (above), simply hit the Enter key. Your AutoText will then automatically be placed into the email body text.

Option Two: If you can't remember what you named one of your AutoText entries, you can use the Insert AutoText Option.

1. Click: Insert > AutoText

2. Find the name of your AutoText
1) Click the name of the AutoText
2) Click "Insert"
3) Click OK

You can download this in a quick reference guide by clicking here

[ratings]

Tagged as: , , , , 1 Comment
   


  • Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!

  • Join the Sales Community
  •  

Free Sales Training Tips



I am a: