344 Don’t Do This In Sales

boxer143

16 min

Business & Finance

Description

There was an excellent effort on display here. A salesperson was using LinkedIn to find potential buyers and conducting energetic prospecting activities to reach out with cold emails. A total waste of time though. We all get tons of these cold emails on social media and we religiously delete them and move on, because we are busy, busy people. I asked how many of these emails had been sent out? The answer was “hundreds”. While I applaud the commitment, it is always better if it produces results. The obvious next question from me was “how may responses did you get?”. You all know the answer don’t you – none. The email being sent introduced the salesperson, the company and what they did and mentioned if they had any questions to reach out. My immediate question was “What is the hook? What is the element of this email which will hook the interest of the reader, such that they will keep reading and actually respond?”. There was some fairly benign information in that email, but nothing addressing any possible issues facing the reader. To be fair, the motivation to take any action will vary from reader to reader, so you cannot accurately gauge what that will be, when sending the email. However, there are common issues which companies face in their industry. When we are working with buyers in those industries, we note there are some common themes and one of these can become our hook. We can improve this salesperson’s efforts and success rate substantially with a few tweaks. Firstly, we are going to put the potential buyer’s name in the subject line, rather than some boring title which screams “I want to sell you something”. We all get hundreds of emails a day. However we are more likely to check the email w

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Episodes

344 Don’t Do This In Sales

boxer143

16:20