New in Sept: Email tracking, opening lines from sales pros

Thanks for reading The Mixer ??

Here's what you can expect from this month's newsletter:

• How?NOT?to follow up with a prospect.
• Cold call openers?from Josh Braun and other sales pros.
• Advice from Leslie Venetz for sales team leaders?(interview).
• Benefits of?email tracking?(and how it works).
• + other useful tidbits.

?? Cold email makeover

"Show don't tell" is the name of the game when following up with a prospect. AKA don't make it obvious that it's a follow-up.

Here's what to avoid in your follow-up emails:

?? Your company name in the subject line.

?? Using words like "just following up" or "resurfacing my email" or "circling back."

?? Open-ended calls to action that take too much effort to answer.

See how we fixed this one with a bonus GIF ??

???Cold call opening lines from sales pros

Opener:

“[Prospect’s Name], this is [Your Name]. We’ve never spoken before, but I was just on your LinkedIn and was hoping you could help me out for a moment.” — Josh Braun

Opener:?

“Hi [Prospect’s Name], [Your Name] calling from [Your company]. I listened to your podcast and I had a question about [relevant topic] and thought it made sense to give you a quick, direct call. Do you have a few minutes to tell me more?” — Leslie Venetz

?? Grab more opening lines here.

??? A conversation with Leslie Venetz, Founder Sales Team Builder

In a convo we had with the inspiring Leslie Venetz, she shared advice for sales leaders building SDR teams, her biggest career mistake, how to approach LinkedIn outreach, and more.

Click here?to see all the highlights and key takeaways from that interview.

?? Tracking email opens, clicks & downloads

Tracking your recipient's actions when it comes to the emails you've sent has many perks.

Email tracking helps you:

? Follow up at the exact right time.

? Figure out what type of content resonates with prospects.

? Make informed predictions about potential deals.

Here's a snapshot of what email tracking looks like via Mixmax:

Go here to learn more about how to track email activity.

?? Episode 21: The Good, the Bad, the Spammy

"...your prospects don't owe you a response. You're really just ???????????????your first few lines?when you write, 'haven't heard back yet'."

Watch this episode for a full take on what worked, what didn't, and how to improve this cold email that Rita (... me) received ??

3?? common sales objections + rebuttals

Objection 1:

"We’re locked in a contract with another vendor"

Rebuttal 1:

“Depending on the circumstances, we've occasionally helped clients with buyout options or transition plans to make the switch smoother. We can explore these possibilities to make sure you have all the information to make a decision."

?

Objection 2:

"We’re just searching options right now"

Rebuttal 2:

"That's a great approach! I can give you all the information you need to make an informed decision when you're ready. Would it be helpful if we touch base in a few weeks or months to see where you're at in your research process?"

?

Objection 3:

"We’re not taking on new tools right now"

Rebuttal 3:

“I figured you’d say that. Most [industry] leaders I’m talking to are saying the same thing. A big concern they’re sharing right now is [relevant concern]. How are you thinking about that at [company]?”

?

???18 more examples here.

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