|
Avoid Salesy - Feel Good
|
The email to lost deals that works & doesn't feel salesy
|
Lots of experts will tell you how to write a good email. Maybe they're right. Here's what works, repeatedly - and why it doesn't sound salesy.
|
And btw, the phone, short vids, and LinkedIn voice-messaging are great mediums for you to use as well with this.
|
|
It's a simple framework, called: HAPI (pronounced "happy") - because it should feel good!
|
- Hook
- Assumption-less
- Problem
- Invitation
Hook: this one should be obvious. You need to capture your prospect's attention with a hook - something other than, "following up." In order to help people, you need to grab their attention, but without being "salesy" or "click-baity."
|
- had an idea
- crazy thought
- an interesting idea
- hi [first name] - it's [your 1st name]
- avoiding [insert business problem]
|
Assumption-less: never make assumptions - it's rude. When you make assumptions, buyers feel annoyance and/or pressure. And, think about it, you literally don't know if they're still interested - so just be honest!
|
|
Your opening should always start with their name: "Hi [first name], and then don't assume. It is very natural sounding language like this:
|
- Not sure this is still on your mind...
- Can't imagine this would be helpful to you...
- I don't know if this will change things
- I don't want to assume things on your end...
|
Problem: the problem with most sales messaging to prospects is that it's focused on you, your product, and your company. This is not interesting to your buyer. Your buyer cares about them. They want to know what's in it for them. Specifically, how you may be able to solve their problem - that's what will interest them - focus on that.
|
- Had an idea to solve for [X]
- Thought of a new approach to address [Y]
- Wanted to run by a different idea for [Z]
- There's a new update that could help with [X, Y, & Z]
Invitation: don't sell anything via email, invite your prospect to a convo with you (or not). It needs to be free choice. The goal of an email is to get to a business conversation. Invite them to that with zero pressure.
|
- Are you open to a convo, or not so much?
- Is it worth revisiting, or am I barking up the wrong tree?
- Are you open to chatting or should I leave you be?
- It it worth a chat or should I get our of your hair?
|
Hook + Assumption-less + Problem + Invitation = non-salesy outreach
|
|
I can’t imagine things have changed. But I had an idea to run by you to help with [insert business problem]
|
|
Worth revisiting, or should I get out of your hair?
|
|
|
Principle
|
"Sales is not about you. It's about them"
|
|
|
1 min vid
|
|
Next level
The book reviews are coming in...
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
If this was forwarded to you, you don't have to let others have all the fun - sign up here
|
|
|
|
|
Want to keep going?
Explore these latest blog posts...
|
|
|
|
Better platform for delivering you great content
|
|
I'm moving my newsletter to make it easier to deliver great content to you - short video below. In short: re-sign up here - you won't miss a beat
|
|
|
|
|
|
|
|
Simple Step to Help Prospects Trust You & Feel Heard
|
|
Insert a recap into your sales convos - too often we jump right to solutions. A recap helps a prospect feel heard, appreciated, understood - short video...
|
|
|
|
|
|
|
|
Does your prospect "feel" heard?
|
|
Simple step to ensure your prospect feels heard: Insert a recap into your sales convos Ever chat with a boss, a friend, or peer—and they suddenly go, "Got it," and then zone out while you're still talking? Happens all the time. Happens in sales conversations too. Imagine a seller who thinks they've totally understood the prospect's needs and starts daydreaming about …
|
|
|
|
|
|
|
|
This cold email ask gets sales convos started...
|
|
Bad: Can I grab 15-mins on your cal? Better: Open to a convo…? Worth a chat? Pure gold: Is it worth a short email exchange to see if a convo even makes sense?
|
|
|
|
|
|
|
|
What's going on with your buyer?
|
|
I saw a recent ad (somewhere) that used the word "Permacrisis" to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we also need to think differently …
|
|
|
|
|
|
|