sales email hacks for gmail and salesforce
TRANSCRIPT
About me: I save bad outreaches
The Problem
First 7me outreach response is plumme7ng
Who is sharing my walk in the woods today?
Poll
5 Stages of an email
ReceivedViewedRead
EnticedImpact
Email stage: Received
Received is about having good data
When missing emails, use Capture to autofill
Email stage: Viewed
Email stage: ViewedTO: example-‐[email protected] Subject: TEST + (your subject) (i.e.) TEST Contact info for Donato @ RingLead
Your TOTAL SPAM SCORE for your e-‐mail was 0.2.
How To Interpret Your Score: The higher the score, the more likely the e-‐mail will be considered spam by ISPs, which means the more likely it is to get filtered. Levels...
0.0 -‐ 4.5 -‐ nice and clean, no problems except 7ny ones below; no ac7on required 4.6 -‐ 7.0 -‐ the strictest may object; clean up the easy-‐to-‐find issues (below) 7.1 -‐ 10.0 -‐ ge[ng into dangerous territory; clean up any big issues and the easy-‐to-‐find smaller ones 10.1 -‐ 13.0 likely over ISP limits; requires good review and cleaning up 13.1+ major problems; overhaul needed -‐-‐ systema7cally clean, point by point and then re-‐test (this may require two or three checks). In order of importance, here are the mistakes that we found in your e-‐mail...
(0.1 points) BODY: HTML link text says "click here" (0.1 points) An exceedingly large amount of HTML coding is oaen used to disguise common spam phrases. Consider reworking slightly. (0.0 points) BODY: HTML included in message (0.0 points) Asks you to click below
The email squint test
Email stage: Read
1 of 4Dear Sir,I am Mr. Fred Allen, Director of Project ,Nigerian National Petroleum Corporation NNPC. I am making this contact with you based on the need for an individual/company who could assist and back us up in a business transaction.We have an amount of money which represents the balance of a total contract Value executed on behalf of the Department of mineral resources and Energy by a foreign contracting firm, which we the officials over-invoiced deliberately. The actual contract sum has been paid to original contractors who originally executed the project and the contract commissioned on behalf of the petroleum ministry. We want to use your channel to move the over-invoiced amount to a separate account in your region.We are confident that you will work with us, this is why this information is here made known to you as we appreciate your kind gesture by not disclosing detail to any third party.To continue discussion on this matter , email, your full names , address and telephone numbers. I will provide you with more information .Best Regards,Fred Allen.NNPC ,Port Harcourt.
2 of 4
Dear Donato Diorio,
I hope you are fine. As an introduction, I am XXXXX, AVP(Software Sales – Europe , Asia Pacific) with XXXXX Technologies. Indusa Technologies is a global organization headquartered in Illinois USA with branches and sales offices in major cities in USA and offshore software development centre located in Ahmedabad, India.
I would like to know if there could be opportunities where we could work together and be your IT Solutions partner. Please advise if this is something that you would like to consider. Please find below a detailed profile of Indusa Technologies for your reference.
1. 18+ Years of Industry experience as a premier software vendor and solutions provider 2. SEI CMM Level 4, ISO 9000:2001, 27001 Certified Software Development & IT Consulting Company 3. Microsoft Gold Certified Partner, Sun Associate Partner, Oracle Partner & IBM Partner World Member 4. 350+ skilled IT talent pool consisting of domain experts , techno commercial profiles , popular technology evangelists , niche technology consultants 5. Some of the distinguished names in our client list are CISCO , Capegemini , Deloitte , HP , IBM , ORACLE , Merrill Lynch , Kellogs 6. In-depth and Skilled Expertise available at competitive rates of 16-18 USD per hour
Hence it would be great if you can indicate a date and time when we can discuss your requirements elaborately and take quick next steps in fulfilling them and adding value to your organization
Warm Regards
XXXXX.K.SenAVP - Software [email protected] : +91 9555555555Skype : XXXXXX
Donato,
I am doing some research on your company to determine if there is (or is not) a need for a more cost effective conference call service. Could you please help me by pointing me to the best person there for this short discussion?
I will call you to follow up shortly. Thank you for your help.
Tony SmithManaging [email protected]
Guaranteed Lowest Pricing!
3 of 4
4 of 4Dear Donato,
My name is NNNNN and I am responsible for our organization’s business development initiatives in the US.
Nous has been successfully assisting several solution providers like yours in the areas of Application Development, Maintenance, Migration, and Independent Validation & Verification. At Nous, we have a dedicated team of developers, with quality expertise in developing industry standard Recruitment software for our customers in the US, in the following areas:1. Multi location and Multi lingual2. Interface that can be customized based on users needs3. End to End Contact management4. Application wide Free text search5. Organizer capability6. Automated CV reader7. Extensive and Customizable reports8. Web based and Desktop based software
Through our customer oriented business models, we ensure that our clients can save the costs related to IT. This enables you to have a lower Total Cost of Ownership (TCO) of your products, and hence you can focus on your core activities and client acquisitions. Nous would work as an extended engineering arm for your organization in the product/application development, maintenance, testing and remote support space.
I would appreciate if we could have a short call or a meeting which would help us to put things in perspective and share couple of our client successes with you. This would also help us to give you a brief about our company and discuss the industry pain points with you.Look forward to hearing from you.Warm Regards,NNNNN XXXXXBusiness DevelopmentWeb: www.XXXXXXXsystems.com
Which email was NOT spam?
A. #1 B. #2 C. #3D. #4
Poll
• Is your email interesting?•Are you targeting the right demographic•Did you segment your messaging?•Does it assert influence?
Email stage: Entice
• Activity is not a success factor• Sales qualified: yes• Marketing qualified: yes• Open rates: No
• Built off metrics • Track it over the long term• Must be measured, not assumed• Numbers go in reports, not explanations
Email stage: Impact
Do you take 7me to (1) craa, (2) A/B test (3) score and (4) peer review your standard outreach?
Poll
The BIG Idea
•90% of 1st Ome VM are never returned •95% of cold emails are never read •You must be good at voicemail & email outreach •It can be measurable,coached, improved
Email & Voicemail is here to stay
“the glengarry leads”
Reality Check
It’s about a decision point. You can’t conOnue to fail at an essenOal part of the recruiOng process
1st place: Cadillac 2nd place: Steak knives 3rd place: your fired
Email Lab
Email writing shorthand
Allows for a more dynamic emails
Makes peer review easier
Quicker to modify
Not boring. Allow for many factors in creaOvity
The Instruc7ons
Outreach test: Instruc7ons
In front of you is a ficOonal Dossier on a prospect. You have 5 minutes to review it. At the end of the 5 minutes send me an email and call my line and leave me a voicemail as if I am that person. Assume all content is from today. You only get one try.
1:1 mee7ng with each person
Do not give advanced no7ce for the test
Do not do it in a group (favors people who are last)
Measure all people as quickly as possible
Give wriden instruc7ons:
The Recording
Why record it?
Don’t get caught into “I did say” or “did not say” something. Audio doesn’t lie.
Remember: we want a real world simula7on
You will need the recording for “The Mee7ng”
Outreach test: The Capture
The Dossier
Tossing a football back and forth does not prepare you to take a hit
We need a real world test
Prospect’s Bio
Company
Bill went to Penn State
Wikipedia
News
The Measure
The Eight C’s
•Clear •Concise •ConversaOonal •Credible •Cadence (voicemail) •Consistent •Customized •Compelling
The Coaching / Pitch Meeting
•ConvenOonal wisdom for peer influencers is a myth. Leveraging a second point of contact into an organizaOon does not double your success.
• It triples your success •Each addiOonal point of contact mulOples your chances by 3. Having and leveraging 3 points of contact in an organizaOon yields a 9X success factor
Peer influence myths vs. metrics
Think: Have you been more likely to return an email/call if someone has “done their homework” and displays a knowledge about you, your
interests, your peers and your
Poll
4 Spheres of Influence
Contact venues:
Peer influence:
Industry knowledge:
Prospect knowledge:
# 1 2 3 4
affect 1 2 3 4
# 1 2 3 4
affect 1 16 24 ?
percenOle 20 40 60 80 100
affect 2 4 6 8 10
percenOle 20 40 60 80 100
affect 2 4 6 8 10
Phone call +1AddiOonal contact venues, each +1
Prospect knowledge or Industry knowledge 0-‐10SOcky 0-‐5
Leave contact informaOon 2x 0-‐2Peer influencers, leveraged (minimum 2) x8Clear 0-‐8Concise (within Ome limit) 0-‐8
ConversaOonal 0-‐4Credible 0-‐4Cadence 0-‐4Consistent 0-‐4Customized 0-‐4Compelling 0-‐4Passion 0-‐15Fillers, er, um, ahh, your know -‐5 perWeakeners: “I’m just”, “I wanted” -‐5 per
4015
Max100
Outreach score sheet:
2417
4
Score
Outreach effec7veness:
Captures aden7on (Shock and Awe)
Mul7ple touches
Message quality
Impact messaging
Random success
Without a mulOple touches you do not moOvate people to act by building your brand and messaging
Brand failure
Without a message quality you don’t get a second chance and do a disservice to your brand
Your message can be tremendous... but if it is never captures their anenOon it is “lost in the ocean” of outreaches
Lost in the ocean
Outreach Measure
Minimum competency
Average outreach
Standard scripts
SOIscripts
Why sales missed this...
•No measurement on outreach data points
•No scoring on outreach
•No metrics on outreach process
•No standardiza7on on outreach messaging
•No coaching system on outreach
