Solving The E-Mail Black Hole1

By Tibor Shantotibor.shanto@sellbetter.ca

e-mail

I have always been a fan of Star Trek, and intrigued by some of the possibilities presented in the original and even Star Trek NG.  Interesting how some of the things that seemed farfetched, now are not.  One that always fascinated me was the black hole; little did I think we would experience it in selling, specifically when using e-mail.

We all wonder when we hit that send button “what will happen with this e-mail?”  Will it reach its desired destination will it invoke the desired reaction, what reaction will it initiate, what will its fate be, ignored, read over and over, create action?  Hard to tell in the black hole that is e-mail.

Sure, you can ask for a “read receipt”, so what, the is still an information void because all you know is if the opened it, you don’t know if someone read it more than once, where, if they read it on their phone or office or both, or if there is any interest. For salespeople, this creates “prospect paralysis” because they don’t know whether to follow up and, if so, when and how.

But recently I discovered a tool that helps me have a better grip in the black hole.  ContactMonkey, a new smart email tracking service for Outlook and Gmail that tells me in real-time if, when, how many times and where a message is opened, as well as what device or browser was used.

Armed with this knowledge, a salesperson has valuable and actionable insight to make better and more informed selling decisions and actions, so they can focus on the most promising prospects and opportunities.

The idea for ContactMonkey emerged when Scott Pielsticker, a serial entrepreneur, was frustrated with not knowing if his sales pitches were getting read or were resonating. To solve this problem, ContactMonkey’s developers created the software, which was recently launched.

Here is an example, a seller fires off an e-mail to a prospect.  After the email has been sent, the salesperson will be able tell if and when the email has been opened, which is a great starting point. The more the message is opened, the more interest someone likely has in the proposal.

But there’s even more insight that can be gleaned. Where was it read, what device was it opened on.  ContactMonkey allows you to know if a message was opened on a mobile device, within the Chrome browser or Outlook. If an email is originally opened on an iPhone, and then opened on Chrome or Outlook, it could mean the e-mail and or any attachments generated solid interest.

The same approach works for location. An email opened by recipients in Toronto, Boston and London is another indication of good interest.  Especially if you are working with prospects with decision makers in multiple locations, as it makes its way around you gain insight.

For salespeople, this information makes it easier to focus on better prospects interested in their email, while they can quickly ignore or reformulate plans for prospects that paid little or no attention to their email.

For “warm leads”, you can figure out the best time to follow up. If there’s a lot of interest in a message in a short period of time, the salesperson can strike while the iron is hot — knowing that they will likely get a good reception.

ContactMonkey allows you to add a new layer of intelligence to email so salespeople — and other people who want to know if their email attracts any interest — can work better, more productively and close more deals.

I speaking with the team, they tell me they are planning to add a dashboard to let people take a holistic view of their email activity to extract key trends and best practices.

If you are a seller and you want to get more out of your email, check out ContactMonkey and see how it can help you Sell Better.

Please note – I get no commission or compensation from ContactMonkey.

Enter the Art of Sales Contest – Win Tickets

What’s in Your Pipeline?
Tibor Shanto

Share

Houston, We Have The Solution!74

On Thursday October 18, The Proactive Prospecting Workshop is coming to Houston, specifically to Four Points by Sheraton Houston Southwest, at 2828 Southwest Freeway, Houston.

If you are in B2B sales, and need to engage with more new prospects, mark this date on your calendar, then sign up for this full day interactive prospecting program.

Whether you are with a small company or large,  veteran or just launching your career, this workshop will give you the fundamentals needed to connect and engage with more qualified buyers.

We leave dogma at the door, this is not about old school vs. new school, this is about executing a proven methodology for prospecting more effectively and filling your pipeline with the quality prospects in the right  quantities.  This is the same program that has helps thousands of sale professionals improve their skills and increase prospects and sales.  Sales professional in dozens of companies are using the methods and process delivered in the Proactive Prospecting Workshop to deliver consistent results.

What you’ll learn…

  • Overcome the fear of cold calling
  • Develop techniques for making successful cold calls
  • Take a proactive role in filling your sales pipeline
  • Write effective e-mails – Leave voice mail messages that get returned
  • Handle Objections – win more  appointments

To learn more about the results sellers have realised just click here to read success studies, or watch what they said after attending the Proactive Prospecting Workshop.

Every New Customer begins as a Prospect!

Start filling your pipeline with Real Prospects!

Learn more at www.proactiveprospecting.com
Sign up today, seating is limited to 100 people!

Early Bird Specials Available – Multi-Attendee offers
ADDED BONUS – 500 FREE leads from LeadFerret.com
The Proactive Prospector’s Guide to Objection Handling Booklet

www.proactiveprospecting.com
Call – (855) 25-SALES

Sign Up Today! And always be confident when asked:

What’s in Your Pipeline?
Tibor Shanto

5 Ways to Boost Your Email Prospecting Response Rate25

The Pipeline Guest Post – Kendra Lee

[table id=7 /]

Prospecting via email can be wildly rewarding, or incredibly frustrating. Get it right, and each of your campaigns can deliver you fresh sales opportunities within days, and sometimes even minutes. Get it wrong and you risk wasting your time, or even worse, irritating potential clients.

So what makes the difference?

After years of experience, and dozens upon dozens of successes, we’ve found that it’s all in the approach.

In fact, we’ve coached clients through a number of simple steps that have helped them double or triple their prospecting email response rates virtually overnight. Here are a few of the highlights.

1.    Keep it short. To respond to your email, the prospect has to read it first. The shorter and less intimidating it looks, the more likely they are to do just that. At KLA Group, we have a rule of thumb: no prospecting or lead-generation email should be more than 175 words, and they all need to be three paragraphs or less.

Go any longer, and it’s very likely your message will be deleted, or saved until a time when the prospect “has more time,” which isn’t likely to ever happen.

It should go without saying that the same applies to your email subject line. It doesn’t have to be two or three words, but don’t try to write an entire sentence. Just stick to the topic and a reason to keep reading.

2.    Be personal. Are the emails you write to your friends, colleagues, and clients filled with links, attachments, bullet points, and fancy graphics? I’ll bet that more often they’re short, personal notes that mention a specific situation or problem.

Too many sellers make it hard on themselves by trying excessively hard to put on their marketing caps, rather than simply writing to the prospect as a person.

Don’t be afraid to use short sentences, abbreviations, and less formal language. You don’t want your email to be sloppy, of course, but you don’t want it to look like a strict marketing message, either.

3.    Open up with something compelling. One of the best ways to draw prospects into your email is by mentioning a “triggering event,” which is some issue that they are facing right now and that you can help them to resolve. This could be a change in their industry, new legislation, or even just a common challenge for companies like theirs.

Show them that you understand what they’re going through, and they’ll reward you with a reply to begin a conversation.

4.    Show a result. Naturally, you don’t want to just mention a problem to your prospects. They’re busy people and don’t need to be reminded of issues. Rather, briefly explain how you helped someone else to solve a similar issue.

Without going into detail, show your prospect what possible improvements in their business you might be able to provide. If possible, mention a return on investment that the client with a similar issue realized. Numbers carry a great deal of credibility.

5.    Ask them to take action right away… and make it easy for them to do it. Limit yourself to one clear action you want your prospect to take. Make it one that only takes a few moments for them to follow up on.

Whether it’s clicking through to a link, hitting the “reply” button, or confirming a time for a phone call, make it very clear what you are hoping to accomplish.

A favorite approach of ours is to suggest one or two times for a brief phone meeting. Something like: “I would love to discuss my idea with you further on Friday the 12th at 1:30. By chance would that work for you?”

Suggesting specific times that your prospects can quickly check on their calendar makes it easy for them to respond and can do wonders for your response rate.

If you haven’t gotten the results you want from email prospecting try these tips. A few adjustments to your emails could find your inbox filled with replies from potential new clients.

About Kendra Lee

Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book “Selling Against the Goal” and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a frequent speaker at national sales meetings and association events. To find out more about the author, read her latest articles, or to subscribe to her newsletter visit www.klagroup.com or call +1 303.741.6636.

Prospecting With E-Mail13

Last week we looked at means of leveraging voice mail in prospecting.  This week we continue exploring some hurdles in prospecting, and how to overcome them; this week we look at e-mail.  As with voice mail, it is not going away, it is everywhere, we live in a BlackBerry world, well we used to, now it is as much likely to be iPhone or Android, but still e-mail on the go and everywhere.  This all presents a number of opportunities to leverage e-mail and the culture that goes with it, to engage with potential buyers.

As always, give it a go, see how it feel, to date no one has died using the techniques, but sales people have starved when they don’t address and leverage all prospecting means.

httpvh://www.youtube.com/watch?v=ivtmEQkPdBc

What’s in Your Pipeline?
Tibor Shanto

Hey, if you liked this post, please subscribe so you don’t miss another post…Subscribe Here to receive posts in your in-box automatically. Go ahead, do it, click here now!

wordpress stat