{"id":1741,"date":"2008-09-29T15:15:23","date_gmt":"2008-09-29T20:15:23","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/prospecting-via-email\/"},"modified":"2008-09-29T15:13:09","modified_gmt":"2008-09-29T20:13:09","slug":"prospecting-via-email","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/09\/prospecting-via-email\/","title":{"rendered":"Prospecting Via Email"},"content":{"rendered":"

Salespeopel\u00a0are always looking for better ways to\u00a0find new prospects.\u00a0 You don’t have to look far to find articles giving advice about this subject.\u00a0 Some common examples:\u00a0\u00a0trying to make phone calls and undoubtedly leaving voice mails are futile,\u00a0call at different times of the day or develop an email marketing campaign to push traffic to your website.\u00a0<\/p>\n

Eyes on Sales<\/a> has a very good article that gives tips on how to use email for prospecting.\u00a0 However, it\u00a0doesn’t just write off making calls, as some do, but reinforces the fact that a salesperson needs to use both.\u00a0 Here is a quote from the article by author Craig James:<\/p>\n

What should we not do with our sales emails? First and foremost, we should never use email as a way to avoid picking up the phone! Many salespeople, in particular, those who dread cold calling, hide behind email.\u00a0 Never let email be a substitute for speaking with prospects.<\/p><\/blockquote>\n
Here are Craig’s tips or best practices about how to use emails as part of your prospecting regimen that you may want to incorporate:<\/p>\n
\n
Don’t write a novel. Keep your emails short, but not too short.<\/li>\n
Don’t use big words. You may want to impress your prospects with your extensive vocabulary of three-and four-syllable words.<\/li>\n
Don’t send emails too frequently. It annoys people and makes your emails more likely to be summarily deleted.<\/li>\n
Do have a compelling subject line. “Checking in” won’t get too many prospects excited. On the other hand, a subject line that asks, “Want to know what your competitors are up to?” would surely get me to open an email. It’s intriguing.<\/li>\n
Do offer value. Too many of the emails we receive are self-serving.<\/li>\n
Do provoke curiosity, wonder, or concern. Most business people are either looking for ways to take advantage of opportunities, or to avoid problems.<\/li>\n
Do use numbers. If you can quantify the scope of a problem or opportunity, people can more easily get their hands around it and will be more inclined to take action.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"
Salespeopel\u00a0are always looking for better ways to\u00a0find new prospects.\u00a0 You don’t have to look far to find articles giving advice about this subject.\u00a0 Some common examples:\u00a0\u00a0trying to make phone calls and undoubtedly leaving voice mails are futile,\u00a0call at different times of the day or develop an email marketing campaign to push traffic to your website.\u00a0 Eyes on Sales has a very good article that gives tips on how to use email for prospecting.\u00a0 However, it\u00a0doesn’t just write off making calls, as some do, but reinforces the fact that a salesperson needs to use both.\u00a0 Here is a quote from the article by author Craig James: What should we not do… Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,9],"tags":[1024,264,1023,232],"class_list":["post-1741","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-techniques","tag-business-development","tag-cold-call","tag-email-prospecting","tag-prospecting"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-s5","jetpack-related-posts":[{"id":52194,"url":"http:\/\/selectmetrix.com\/blogs\/2019\/07\/1-important-change-to-prospecting\/","url_meta":{"origin":1741,"position":0},"title":"1 Important Change To Prospecting","author":"Derrick Moe","date":"July 5, 2019","format":false,"excerpt":"https:\/\/youtu.be\/KnqadkJmQCI Has anything changed more in recent years than prospecting?\u00a0 Cold calling a business phone number to sell a potential prospect is a marginal task, at best, today.\u00a0 Email is a similar task with similar results.\u00a0 Salespeople who do their own prospecting need an advantage, a shift, in their approach.\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/img.youtube.com\/vi\/KnqadkJmQCI\/0.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1779,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/11\/14-cold-calling-suggestions\/","url_meta":{"origin":1741,"position":1},"title":"14 Cold Calling Suggestions","author":"Lee Fratzke","date":"November 6, 2008","format":false,"excerpt":"Eyesonsales.com has a short article that lays out 14 steps in making successful cold calls.\u00a0 With the lengthening of the sales cycle in regards to the economy, it is important to make sure that your salespeople stay on top of their pipelines.\u00a0 This article has 14 points that can be\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":381,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/10\/top-10-tips-for-prospecting-success\/","url_meta":{"origin":1741,"position":2},"title":"Top 10 Tips for Prospecting Success","author":"Lee Fratzke","date":"October 20, 2006","format":false,"excerpt":"As you know, we are intrigued by lists and statistics and I came across this article in Sales Vault's current newsletter. It is a quick read and I recommend that you read all 10 tips. To give you a taste of what you will learn: 5. Schedule your prospecting sessions\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1397,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/prospecting-perspective\/","url_meta":{"origin":1741,"position":3},"title":"Prospecting Perspective","author":"Derrick Moe","date":"January 29, 2008","format":false,"excerpt":"I haven't seen this quote before, but it comes from the JustSell.com daily newsletter: \"Every strike brings me closer to the next home run.\" Babe Ruth (1895-1948) American baseball player So much of sales success comes down to perspective and attitude.\u00a0 The Babe's approach would be a good starting point\u2026","rel":"","context":"In "Sales Techniques"","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1428,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/when-prospecting-be-real\/","url_meta":{"origin":1741,"position":4},"title":"When Prospecting, Be Real","author":"Derrick Moe","date":"February 20, 2008","format":false,"excerpt":"I received an unsolicited email this morning from a niche job board that is really lame.\u00a0 The remarkable offer: I spoke with my Manager specifically about your company.\u00a0 I asked him to help me put together a cost effective trial package that would need to give you a good feel\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1553,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/05\/the-9-second-window\/","url_meta":{"origin":1741,"position":5},"title":"The 9 Second Window","author":"Derrick Moe","date":"May 5, 2008","format":false,"excerpt":"That is how long you have to hook a person on a cold voicemail message according to this article on Salesopedia (my bold): 6 Interesting Sales Prospecting Statistics 1.\u00a0 In a recent survey 95% of salespeople said they can sell - they just need to get in front of more\u2026","rel":"","context":"In "Communication"","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1741","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1741"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1741\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1741"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1741"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1741"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}