Hence, you automated your email and Linkedin outreach. And people either don’t read your email or don’t reply.
These are 5 things you could try to fix it:
1. Segmentation:
Group people by industry, title, and need.
Consider these questions:
- How do I describe this person?
- What are his/her responsibilities?
- What’s important to him/her?
- What do you want to know?
2. Language
With the person or group in mind, examine your language: Are you using the same terms as your clients? Will they understand what you are saying?
Those without a technical background may not understand programming terms, for example.
3. Structure of content
If we are talking about email, the first thing you want to achieve is for your email to be opened.
Hence, you should pay attention to the subject line.
- What is it that makes a person open your e-mail?
Enthusiasm, interest, curiosity? - Once your email has opened, think of what outcome you wish to achieve.
Do you want to get on call?
Should you qualify your prospect?Here are some questions to ask yourself as you build your email or message:
- What is the average time a person spends reading an email?
- Does the person read emails from a phone or laptop?
- After someone opens your email, what is the first question they will have?
The first questions a person will have are who you are and what you do, why you are reaching out?
Email structure and length may also be affected by a person’s psychological type.
To learn more about using DISC to write an email, message, or call your prospects, visit Crystalknows.Another question to consider is:
- how should the person feel to continue reading your email?
- How should they feel to take action?
When you answer those questions, you will be able to figure out what order to use when putting your words and sentences together.
4. Content
You will have much less trouble coming up with words and questions to stimulate your prospect’s actions after you’ve decided on your structure and which order to follow in your email/message.
Remind yourself: use the language of your prospect, follow the order they think and use the words that will evoke the desired response.
Review your spam box and find out which emails pique your interest and think of why.
5. Question
Sales People often overlook the importance of questioning.
A common mistake is to do a pitch about how great your product/company/services are.
Few people are actually interested in the business of your prospect:
- what are their top priorities?
- Do they know what their competitors are doing?
- Do they know what their clients want?
- Are they aware of tools that make their industry more efficient?
Asking right questions and giving your prospect an educational piece of insight makes them curious about what else they can learn from you.
You may want to review our training materials on questioning frameworks.
