I’m going to make this post short, and sweet . . .

On average, how many emails do you send each and every week to potential clients?

How many responses, do you typically get?

How many of those responses are favorable and result in a “next step”.

Now for the next part, ask your pain in the ass ego, to go take a hike, so it doesn’t feed you, a make believe answer to the next question.

Go ahead, I’ll wait!

That’s it, tell it not to let the door hit them in the ass on the way out.

OK, now the final question . . .

Do you think you could (and more importantly, SHOULD) improve those numbers?

Well if you do, and you consider yourself a “humble student”;

Take some action and join us on September 1st for our How To Write AWESOME Emails webinar!

I have over 50 tips and 10 really awesome email templates I’m going to be sharing.

Here’s what you’ll gain by joining us. . .

  • 10 different types of emails, that I use, to get results in my business and for my coaching clients. Oh, and I’m also going to send you the templates. You’re welcome!
  • 12 subject line mistakes that leave your email unopened!
  • 12 subject lines that get your email read.
  • One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email.
  • A simple, 3 part, email structure, that will IMMEDIATELY position you apart from your competitors.
  • 2 Psychological techniques that work like a charm!
  • How to dramatically increase your response rate
  • 4 ways to get email addresses WITHOUT spending a dime on email lists.

To learn more, and to reserve your spot, click HERE or the banner below!

And you might want to do it soon, the webinar is one week away!

how-to-write-awesome-sales-emails

 

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set it and forget it

You know that place on an email where you have your auto signature?

It’s actually FREE advertising space and I’m guessing that you aren’t taking advantage of it!

Here’s the rub . . .

Go to your email settings and pull up your auto signature (don’t worry, we aren’t going to change the actual signature).

Go to your auto signature and at the end of all your contact info (I’m guessing that’s what you have there now), put a space and then;

A big, loud and F’n proud” PS”!

And that’s where the magic starts!

Use a phrase that sparks curiosity, and then mention a result, product, service, etc.

Examples :

“PS Ask me about how you can get double digit response rates on your next direct mail campaign?”

“PS Want to finish the year stronger? Click HERE?

“PS Click HERE for the perfect complement to our X-1000 series?”

“PS Paul Castain is the most awesome sales trainer. Click HERE to learn why”

There’s a lot more to this but for now, the main thing to remember, is that you need to change out your “PS” like every two weeks. If you don’t, you condition the eye (or both eyes is they have two) NOT to look there anymore.

Her’es the coolest part . . .

You basically forget that it’s there and go about your day to day.

Then, all of a sudden you get these random, replies to an email where you were talking about something else, and;

Whammo . . .You’ve been given an awesome entree into a conversation that helps you and the recipient.

If you’d like to see a real life example of a “PS”, shoot your Uncle Paul an email and say hello. I’ll reply and you can have a look for yourself.

paul@yoursalesplaybook.com

Important Note: I intentionally left out a few key components to this tactic! Why? Because this is one of the more than 50 tactics, I’ll be sharing in our How To Write AWESOME Emails webinar next week.

Please click HERE and at least check it out.

Would love for you to join us!

Emails That Rock Banner

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70 ways to ROCK your sales emails

As much as you send a ton of emails, you have to acknowledge, that the people you’re trying to sell to, receive a ton more!

Here are 5 reasons why you might be failing to capture their attention.

  1. Your Email Is Leading With Statements About Your Company Instead Of THEM! The two most critical points of an email, are the subject line and opening statement and while we could argue that the “call to action” is also important (which it clearly is), if you don’t hook them at the subject line and opening statement, you’re screwed. Most reps lead with something about their company, instead of something about the prospect’s world. What can you do to change that? Hint: Research better (by knowing exactly WHAT to look for) and open with your prospect’s favorite subject . . .THEM.
  2. Your Email Lacks “Evidence”, “Evidence” reduces resistance and doubt and if you FAIL to provide it, your email reeks of bullsh*t. Things to consider: Facts, Examples, Testimonials, Stats. What “evidence” can you use to answer the question “Who says so besides you?”
  3. You’re Using The Same “Flavor” and The Same Form Of Outreach. Most emails (cold calls too) center around a message that screams “I want to sell you something” and “I’d like to set an appointment, set up a demo, a Webex, etc . . to sell you something” If you’re going to “court” a potential client, you had better keep your “dates” interesting. How about an email that contains a resource, an invite to an event, an email introducing them to someone who could buy from them or help them, An email where you simply ask them a question, an email congratulating them etc. As far as communicating those messages, think beyond the email and consider other forms of outreach like: phone, LinkedIn, snail mail, drop offs, creative approaches, content, etc. Again, like any “courtships” we can’t keep showing up offering the same “date”. And while you’re at it, “map” the communication in advance. Example Touch #1 An email with the flavor of your choice, Touch #2 Send them something, Touch #3 Perhaps Something On LinkedIn #Touch #4 Perhaps something creative to capture their attention Touch #5 Another email with an embedded video of you, addressing your prospect by name. Isn’t this a heck of a lot more interesting than sending the same sh*tty email, with the same message? I go into great detail on how you can change up your outreach HERE.
  4. Your Email Fails To Provoke Thought. One of the best ways to provoke thought is to ask a kick ass question. Questions inspire thought, emotion and, wait for it, wait for it . . . inspire responses.What questions can you ask to achieve this?
  5. Your Emails Are Simply Another “Me Too” Email. This One bottom lines the other 4 that I just outlined and goes back to the idea, that your potential client receives a lot of emails. Do you think  it’s possible, that we all appear to be saying the same thing, and following the same email structure? What can you do to be different?

So there you have it . . .

5 Ways Your Email Is Leaving Your Prospect . . .

Bored and Unimpressed!

Would You Like To Send An AWESOME Email?

On September 1st, we’re going to challenge the way you’ve been emailing your prospects.

I have over 50 tips and 10 really awesome email templates I’m going to be sharing.

Here’s what you’ll gain by joining us. . .

  • 10 different types of emails, that I use, to get results in my business and for my coaching clients. Oh, and I’m also going to send you the templates. You’re welcome!
  • 12 subject line mistakes that leave your email unopened!
  • 12 subject lines that get your email read.
  • One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email.
  • A simple, 3 part, email structure, that will IMMEDIATELY position you apart from your competitors.
  • 2 Psychological techniques that work like a charm!
  • How to dramatically increase your response rate
  • 4 ways to get email addresses WITHOUT spending a dime on email lists.

To learn more, and to reserve your spot, click HERE or the banner below!

how-to-write-awesome-sales-emails

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A Line By Line Review Of An Ineffective Sales Email

by Paul Castain on August 23, 2016

There seems to be an overabundance of “sales experts” outing sales reps who approached them “incorrectly”lately.

I’m not a fan of that, (especially when they go over the top and call the rep out by name), but sometimes, I just can’t hold my tongue.

I’m going to remove the name of the rep (and company) and share 3 emails and explain, line by line, how they crashed and burned.

I think there’s an opportunity for us ALL to learn from it.

Before I do, it’s important that I acknowledge, that I’m far from perfect, and there was a time, when I could have easily outdumbed anyone, when it came to my sales efforts.

The difference is, I consider myself a humble student, (still do) and I try my best to learn from my mistakes.

Anyway, here’s the email

Subject Line: There wasn’t any.

That’s mistake number one and before you say “Duh”, let me explain why.

It’s because they contacted me via my “contact us” button on my website.

This was particularly lazy considering my email is listed all over my website.

They also deprived them self of an opportunity to capture my attention at the subject line.

They then score extra bonus points in the “lazy department”, by contacting me 2 more times via the “contact us” button.

Here’s the opening:

Hi Paul,

For 23 years we’ve been helping companies large and small with a comprehensive suite of business solutions.

Time Out! You lost me! How?

But starting the email off with something about your company.

What do I give a sh*t about you or your company at this point?

I just stopped what I was doing, and this is how you attempt to keep my attention?

Also, whenever I read things like “comprehensive suite of business solutions” it reeks of marketingspeak.

Note: The same thing goes for ridiculous phrases like “we’re a full service” “we offer end to end” etc. It’s lame.

And while we’re at it, don’t use words like “robust” because it makes me think of something smelly or “penetrate” because, quite frankly, my inner sixth grader has a field day with that one.

A better approach, would have been to lead with something about me, my company, my industry, my competitors etc.

I tend to give more of a sh*t about those things but, then again, I’m silly like that.

Also, don’t speak to me like the marketing department is whispering things for you to say to me. What are we in high school and your buddy is telling you things to say, when you call the hot chick from math class?

A better approach would have been to write in a more conversational manner.

Great job on telling me that you’ve been in business for 23 years, I just wouldn’t have mentioned it right away.

I’m not going to bore you with the rest of the email because I would only be rehashing everything I’ve written thus far.

So instead, let me tell you about their second email.

They forwarded the same, exact email to me with the following:

Hi Paul,

I know things can get missed in a sea of emails, so I wanted to reach back out to get your thoughts, on my email below.

To me, a forwarded email, especially when we’ve never communicated, says “How about a response dumbass”

It’s also incredibly lazy.

And it’s a dumb move. Why?

Because if I didn’t respond to your first email, why wouldn’t you give me something different to read?

It’s also incredibly lazy (yes, I know I said that already) but it’s lazy for a different reason;

If they had taken a moment to visit my website, they would have noticed;

My phone number, in plain sight, on my homepage. They could have called.

If they had taken a moment to visit my website, they would have seen (again in plain sight) two of my social networking profiles (LinkedIn and Twitter).

They could have accidentally “bumped into” me there.

They would have also learned quite a few things about my style, my personality etc.

The third email was the same email they sent me two other times (within one week I might add)

They attached this note:

Hi Paul,

3rd time’s a charm?

I wanted to follow up one last time on my other two emails.

Have I mentioned that this is incredibly lazy yet?

Have I mentioned that a forwarded message (that you had the balls to forward twice) has a way of saying “How about a response dumbass?”

Also, why would you EVER back yourself into a corner by saying, in essence “This is the last time I’m going to follow up”

If you’re going to threaten someone, go all in, and tell someone you’re going to beat their ass, let the air out of their tires or unfriend them on Facebook.

Oh, and it’s a whole week in to your attempted “courtship” and you’re ready to throw in the towel?

You’re competitors must love you!

Additionally, because they’ve sent me the same email, on numerous occasions, they have now conditioned me to to disregard and delete their message.

Oh, and why are they continuing to reach out, via the same platform?

The last time I checked;

There’s snail mail

There’s FedEx

There’s this really cool thing called a phone

There’s social networks

There are creative types of attention getters

They could have checked LinkedIn, looked for a mutual contact and asked them for a warm intro.

But instead . . .

They sent me the same repackaged email;

3 times! Actually twice but it felt like 7.

And by the way, the third time was, in fact a charm;

I asked them to remove me from their list.

Don’t get me wrong, I’m not here to knock someone who, like me, is trying to pay the bills;

I’m just trying to point out, that many of you, aren’t earning what you deserve, because you’re failing to map your communication better!

Something to consider . . .

On September 1st, we’re going to challenge the way you’ve been emailing your prospects.

I have over 50 tips and 10 really awesome email templates I’m going to be sharing.

Here’s what you’ll gain by joining us. . .

  • 10 different types of emails, that I use, to get results in my business and for my coaching clients. Oh, and I’m also going to send you the templates. You’re welcome!
  • 12 subject line mistakes that leave your email unopened!
  • 12 subject lines that get your email read.
  • One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email.
  • A simple, 3 part, email structure, that will IMMEDIATELY position you apart from your competitors.
  • 2 Psychological techniques that work like a charm!
  • How to dramatically increase your response rate
  • 4 ways to get email addresses WITHOUT spending a dime on email lists.

To learn more, and to reserve your spot, click HERE or the banner below!

how-to-write-awesome-sales-emails

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Here’s Why Potential Clients Disregard And Delete You

by Paul Castain on August 22, 2016

Reason #1: Your buyer has way too many things on their brain, and you simply aren’t catching their attention.

They are exposed to over 3,000 advertising messages per day according to FastCompany Magazine

They send and receive over 100+ emails daily according to Radicati Group

They are interrupted 7 times per hour according to Wendy Cole at Time Magazine

How many internal phone calls do you think they get?

How many external phone calls do you think they get?

How many calls do you think they make each day?

How many voicemails do you think they receive daily.

Does your average buyer have a big work load on their plate? .

Its way too easy to slip off a radar screen when you have to “Indiana Jones” your ass through all that stuff as a sales person. No?

Reason #2: You’re not consistent in contacting them. You might go hot and heavy for 3 weeks, disappear for 8 weeks while you service your accounts, come back for a few weeks, disappear etc

Time Out! Reason #500 why you really have to schedule your hunting activities or you’ll most certainly fall into inconsistent hunting habits.

Reason #3: You’ve conditioned your prospect to ignore you by . . .

Hitting them with the same lousy “sales message” or leaving the same forgettable voice mail

Being too predictable in that you only call or maybe you think you’re mixing it up by calling and then immediately emailing

You do all of the above on the same day and time each time you contact them.

Time Out! This is why you might want to map out your communication ahead of time.

Reason #4 You sound like everyone else and you approach them through the same channels as everyone else.

Have you ever taken a good look (and listen) to your sales messages?

Do you tape your end of the phone conversation and review?

Do you ever compare notes with others on your sales team

Do you ever do an “email” review and critique with your teammates?

Sales Managers . . .

I wonder if there would be some serious value in having a meeting where everyone compares and critiques each others emails? Perhaps you could compile a word doc of everyone’s emails and get it out to the team so everyone has options.

Reason #5 You fail to show up via the form of outreach your prospect prefers  because you don’t “get” traditional networking, social networking, picking up a phone, sending snail mail, using your creativity etc.

Your prospect doesn’t care what you “get” . . .

It never was about you!

Your Prospects Are Bored And Unimpressed With Your Emails!

On September 1st, we’re going to challenge the way you’ve been emailing your prospects.

I have over 50 tips and 10 really awesome email templates I’m going to be sharing.

Here’s what you’ll gain by joining us. . .

  • 10 different types of emails, that I use, to get results in my business and for my coaching clients. Oh, and I’m also going to send you the templates. You’re welcome!
  • 12 subject line mistakes that leave your email unopened!
  • 12 subject lines that get your email read.
  • One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email.
  • A simple, 3 part, email structure, that will IMMEDIATELY position you apart from your competitors.
  • 2 Psychological techniques that work like a charm!
  • How to dramatically increase your response rate
  • 4 ways to get email addresses WITHOUT spending a dime on email lists.

To learn more, and to reserve your spot, click HERE or the banner below!

how-to-write-awesome-sales-emails

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