the NEW sales outreach!

Did you know…………………..

The e-mail now forms an essential element of the prospecting process.

Here are the facts ~

§?77% of Buyers respond favourably to an e-mail from a new provider in the last 12 months

§?31% of Sellers say sending 1-to-1 emails manually after doing research and customizing the message is very/extremely effective (in top 5 of most effective prospecting tactics)

§?80% of Buyers prefer to be contacted by Sellers via e-mail

?What can you do to get more of your Buyers to accept meetings via email?

?Here are 12 e-mail prospecting tips to help you do just that.

Did you know ~ av. number of outreaches to crack a one-on-one meeting is ~ 8!

1.???Lead with referrals?

Share referrals with your outreach.

If you do not have a mutual contact, create one as you sell to reach the right person.

Tip: Start with something like: "John Smith recommended we get in touch…"

?2.???Customize your messages.

Write something that proves the email was not sent automatically.

Like a personal thing.

> 31% Buyers say sending customized emails is effective

> 5% say sending bulk email is.

Be human & share personal details or inject humour.

Tip: Avoid phrasing that looks it & cut the generic pleasantries & marketing jargon.

?3.???Be Buyer - centric.?

In addition to customization, focus on the Buyer impact over your features.

Invert your writing to lead with "you" instead of "I."

Why is this of importance to the Buyer?

Tip: Craft a compelling benefit bookmark for the meeting & deliver it in your email.

?4.????Keep it short.?

Most e-mails are now read on mobile devices.

Long e-mails with big blocks of text get deleted immediately.

Give your email a chance for success by keeping it short & to the point.

Tip: Rule of thumb: between 50-125 words.

?5.????Keep it simple.?

Ditch the pretty images & templates (they look like marketing emails).

Use simple words, short sentences, and lots of paragraph breaks.

Tip: this makes it easy for buyers to scan & understand quickly.

?6.????Use bullets.?

Did you know ~ people look at lists with bullets more often than those without.

Bullets draw the eye towards them and capture attention.

TIP: enter your 2 most important points at the top & bottom of the bulleted list.

?7.????Rule of 3.?

Give Buyers 3 bullets, 3 choices, 3 adjectives describing your impact.

Clustering in groups of 3 makes ideas stick.?

Tip: More than 3 choices can be confusing & lead to decision paralysis.

?8.????Use numerals.?

Digits catch the Reader's eye, especially a business Leader, who is most likely a Financial person..

Instead of writing out a number use a numeral

Tip: seventy-five percent looks easier when simply written as 75%.

?9.????Ask questions.?

Emails that ask 1-3 questions are 50% more likely to get a response.

Inquire when the prospect is available to meet.

Ask what they're doing to address a specific business problem.

Find out if a Buyer is interested in research, that may change their approach to a business challenge. ??????????????Tip: Questions boost responses.

?10. Give them a choice.?

Give recipients an out.

Remind the Buyer it's ultimately their choice whether they respond or not.

EG: "Your feedback on this research would be helpful, but you're free to just share it with your team."

Tip: Giving them an out surprisingly increases responses

?11. Use their name.?

Place the Recipient's name in the subject line

Use their name more than once in the body of the email.

Tip: People's eyes are automatically drawn to their name in print.

?12. Clarify your Call to action

Make sure you are clear of what you want & are asking for.

IE: your call-to-action must be blunt ~ a hidden or padded question does not work.

Tip: Keep it to just one ask per email.

?BizGro can assist your Team build compelling mails that will get opened, rather than just deleted!