EMAIL IS A POEM FOR YOUR MAILBOXCOLD EMAIL LIKE A GROWTH HACKER

COLD EMAIL SOMEONEAND GET RESULTS IS HARD

(LEARNING AND ASSIDUITY IS KEY)

AND ONCE AGAIN, IT’S ALLABOUT THAT MOMENT.

THE TALK PLAN

#1. Targeting: Finding the correct leads to email.

#2. Interacting: Mindset, subject lines etc.

#3. Driving: Winning email formulas and scripts.

#1TARGETING

FINDING THE CORRECT LEADS TO EMAIL

IT STARTS BY GETTING ORGANIZEDHOW TO MANAGE YOUR HIT LISTS

● A hit list includes prospective partners, customers, whoever you are trying to interact with.

● Components: company name, last day of contact, decision maker, email address, prioritization.

● Spreadsheet or sales tracking software (salesforce, highrise…).

A SIMPLE PROCESS FOR B2BHERE IS ONE SIMPLE METHOD

START BY GETTING THE LIST OF ALL THE

COMPANIES THAT MAY BE INTERESTED BY

WHAT YOU ARE DOING.

FIND THE DECISION MAKER FOR THAT

COMPANY.

FIND/GUESS HIS EMAIL ADDRESS OR HIS PHONE NUMBER.

HOW TO IDENTIFY COMPANIESFOR YOUR HIT LISTS

● Linkedin. ( manually as the API has been restricted but we can also use Phantom :-] )

● Google & Similarsitesearch.

● Facebook Places & Yelp.

● Manta, Pages Jaunes…

● Datanyze & Builtwith.

HOW TO FIND THE DECISION MAKERFOR YOUR HIT LISTS

● At this point you are just looking for the likely stakeholder’s name to approach him by email, Facebook or Twitter first.

● Sometimes you will get the decision maker right off the bat, but most times you won’t know who holds this power until you start engaging with the company.

HERE IS A STRATEGYTO GET HIM (IN ORDER)

● Linkedin ( profile description ).

● Corporate website. (browse the blog if there is one)

● Your personal network.

● Informational cold call.

● Contact former employees.

IF YOU HAVE COMMON CONNECTIONS, YOU CAN ASK PEOPLE TO INTRODUCE YOU.

ABOUT INFORMATIONAL COLD CALLFIND OUT WHO IS IN CHARGE

● Make an educated guess who oversees the relevant initiative (probably using Linkedin)

● Find the corporate number on the website and have a script written out for both the call and a voicemail.

● Try to pitch this person on the spot (the goal is to find the decision maker). Say more than 2-3 sentences without asking a question.

IF YOU HAVE NO ONE TO CALL: CALL SOMEONE IN SALES

(THEY ARE ALWAYS WILLING TO PICK UP THE PHONE AND CHAT).

HACK: CHECK IF THAT PERSON IS ON CLARITY. ;)

ANOTHER TACTICCALL ASKING FOR SOMEONE THAT USED TO BE THE

STAKEHOLDER

“Hey can I speak to X?”

- I’m sorry but they no longer work here.

“Ahh. Well I know they used to manage the [relevant initiative]... any chance you know who their replacement is?”.

YOU’RE SIGNALING FAMILIARITY WHICH SEPARATES YOU FROM THE

BUCKET OF PEOPLE WHO ARE CALLING BLINDLY.

EMAIL PAST EMPLOYEESPEOPLE ARE MORE LIKELY TO GIVE INFORMATION WHEN

THEY NO LONGER WORK FOR A COMPANY.

Subject: Help, [Target Company] Name?

“Hi X,

I’ve been having difficulty identifying the person in charge of [insert initiative] at Company X and saw that you used to work there.

Any idea who this might be? Any help is much appreciated.”

● Rapportive. (common email syntaxes)

● Mailtester & Verify-Email.

● Email hunter, Firmapi.

● Emails4corporations.

● Facebook, Linkedin & Slideshare.

HOW TO FIND ANYONE’S EMAIL ADDRESSALWAYS TRY TO APPROACH BY EMAIL FIRST

ABOUT FREELANCERS,WHAT SHOULD I DO?

#2INTERACTING

MINDSET, SUBJECT LINES ETC.

USE COLD EMAILS ONLY WHEN YOU CAN’T GET AN

INTRODUCTION FROM A MUTUALLY WARM CONNECTION.

ALWAYS SEND ANEMAIL USING GMAIL

EMAIL BY SAMPLEDON’T WASTE YOUR HIT LIST

● Get someone’s attention while being incredibly direct.

● Focus on the desire or the pain than it solves instead of the feature.

● Try to find your recipient’s favorite interests.

● [Value add] for [Prospect’s Property / Asset].

ABOUT CRAFTING SUBJECT LINESTHE ART OF CATCHING THE ATTENTION

TRACK YOUR OPENING RATES WITH GETSIDEKICK OR YESWARE

(THERE IS ALSO BANANATAG)

THINK ABOUT THE MOMENT(THIS MAY BE YOUR MOST

IMPORTANT UNFAIR ADVANTAGE)

#3DRIVING

WINNING EMAIL FORMULAS AND SCRIPTS.

THE MOST EFFECTIVE TRICK IS TO CREATE A REFERRAL

(INCREASING PROXIMITY)

● Keep it short and sweet. Ideally 3 sentences, 4 max.

● Use language and an approach that is conversational or as a matter of fact. (the bucket theory)

● Use specific hyperlinks or find a unique way to display you’ve done your homework and this isn’t a canned email.

● Spacing sentences out makes emails: easier to read and appear less daunting.

THE BODY OF YOUR EMAILHOW TO DRIVE POTENTIAL CUSTOMERS

ALWAYS MAKE SURE THAT YOU ARE EMAILING FROM YOUR COMPANY EMAIL ADDRESS AND THAT YOU

INCLUDE A SIGNATURE.IT CAN BRING LEGITIMACY.

PEOPLE DO BUSINESS WITH PEOPLE THEY LIKE.

YOU ALSO WANT TO AVOID SIGNALING THAT YOU ARE RUNNING DOWN A HITLIST.

CAN WE USE A SMILEY?

THE BANDAGE EMAIL FORMULAIRRITATE THE WOUND: PROVIDE THE BANDAGE.

Hi [prospect],

I noticed that your site currently isn’t running a [solution] which typically increases conversions by 20%.

Implementing a [solution] is actually something that we help companies like yours with all the time. In fact, it’s what we do for companies [like x, y, z].

If there is a day next week when you have 10 minutes, I’d love to connect so we can talk about getting this taken care of for you.

Best,

ONE TACTIC THAT WORKS FOR THE VERY HARD TO REACH IS APPLYING THE BANDAGE EMAIL FRAMEWORK

USING A SCREENCAST OF THEIR SITE.

USING PEER PRESSURETHE BOSS REFERRAL

Hi [prospect],

I’m writing to connect with the person who manages [relevant initiative]. In this pursuit, I’ve also written to [contact 1], [contact 2], and [contact 3].

I wanted to connect about how my company [company name] can help improve [value add] with our [solution]. This is something we’re currently accomplishing with [company x], [company y], and [company z with].

Do you have some time early next week to discuss?

YOU CAN ALSO GET THE REFERRALBY COLD CALLING THE COMPANY

Email Title: Social Media Marketing via Joe CMO.

Hi [Decision maker],

Joe CMO directed me to you as the point person for all things Social Media.

Our company has developed a tool [ .. ] doubles their efficiency.

When you have a few minutes, it would be great to connect to discuss how we can help you with this.

Best,

COLD EMAIL LIKE OUSSAMA

POSITION YOURSELF IN A POWER PLACEASK THEM IF THEY WANT SOMETHING OBVIOUS TO BUILD

THE CONVERSATIONAL CHAIN.

Hi [First name],

My company [x] is working with some of the top [professional] in x area to provide early access to a [new solution].

Are you currently at full capacity?

● Timely articles (company or industry specific ; leverage quotes if you can)

● Conferences.

● Social media activity.

● Reference event in subject line: “Congrats - [Article on New Release]” ; “Connecting at [X Conference]” ; “Tweet on [New Feature]”.

ABOUT EVENT-BASED REFERRALLESS POWERFUL BUT CAN BE EFFICIENT

● Attaching PDF or a deck at the end.

● Use vocabulary that your prospect does not understand.

● Do not use all caps, highlight or underlining. This does not look professional.

● Reference event in subject line: “Congrats - [Article on New Release]” ; “Connecting at [X Conference]” ; “Tweet on [New Feature]”.

COLD EMAIL DON’TSA FEW THINGS TO AVOID

RESPECT YOURSELF

DO NOT PROPOSE COFFEE OR LUNCH IN AN INITIAL COLD EMAIL. FIRST, YOU

NEED TO MAKE THEM UNDERSTAND THAT A MEETING WITH YOU WILL PROVIDE

VALUE TO THEIR BUSINESS.

● Make sure to follow up. Them not responding does not mean they are not interested.

● Reasons people don’t respond: they meant to and forgot ; it got lost in their inbox ; they just had too many emails and it didn’t seem urgent ; they didn’t read your proposition thoroughly the first time, thus didn’t realize the value.

● Reply to the original email so they don’t have to go digging for context.

DEALING WITH NO-RESPONSEFOLLOW UP UNTIL YOUR GET A RESULT!!!

USE BOOMERANGOR FOLLOWUP.CC

HOW FAR APART ARE THE FOLLOW UPS?

IF THEY DON’T GET BACK AFTER THE FIRST UNANSWERED FOLLOW UP GO IN FOR A

COLD CALL.CHANGING THE MEAN OF COMMUNICATION

AT THAT POINT IS DEFINITELY THE BEST PRACTICE THAT WORKS.

CONCLUSION

TARGET SMARTLY, BE CREATIVE, KICKASS, FOLLOW UP AND THINK

ABOUT THE MOMENT.

THANK YOUQUESTIONS?