invisible to you

I was reading recent reports from Constant Contact and MailChimp, where they list average, email open rates, by industry.

The results were sh*tty to say the least!

Some industries came in as low as 7% and some as high as 25%.

When I averaged it all out, it was about 18% which means . . .

82% of the emails we send to potential clients aren’t even being opened!

So you can have the best product, service, company, or heck, you could be trying to give it away for free, but;

Your prospect would NEVER know, because they NEVER even opened your email!

That tells me that the subject line is clearly, our first line of defense!

The absolute BIGGEST subject line mistake, that I have observed, is when you make the subject line about your company, instead of about the RECIPIENT.

I could give you all kinds of examples, of making it about your company, like a subject line that just contains the name of your company (could you imagine if I sent you an email with a subject line of “Castain Training Systems”? Talk about boring, huh?)

Then there’s mentioning a product, improvements to a product line, an upcoming launch etc. All things, that your prospect, really doesn’t care about . . . YET!

What if you made the subject line about them instead?

Mention something relevant from their industry, their company, the person you’re contacting, their competitor etc.

If you want to get someone’s attention;

Lead with something about THEM, instead of something about YOU!

Also, when appropriate, include the name of the recipient in the subject line.

There’s obviously more to this, and if done properly, it will set up what happens, once they open the email, brilliantly!

I share several subject line tactics (and specific examples) during our How To Write AWESOME Emails program.

I have over 50 ACTIONABLE tips and 17 really effective email templates for you in an instant download.

During this 90 minute instant download you will discover;
  • 10 different types of emails that I’m personally using to get results. I’m even going to send you the templates along with 7 BONUS templates. That’s right, 17 templates you mathematical genius you!
  •  Numerous subject line mistakes that leave your email disregarded and deleted.
  •  Several examples of subject lines that get your email opened!
  •  One EPIC mistake just about every sales rep makes in the first 1-2 sentences of email.
  •  How to create a “scan friendly” email. You do know that people scan emails, right?
  • A simple, 3 part email structure that’s WAY different then the ones your competitors like to send your prospects.
  • 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.

Here’s what you get . . .

90 minute training session

Worksheets

17 templates

Investment: $99

Click HERE to download.

“I took Paul’s email course and the value is unsurpassed. Well worth the investment.”

Jim Lesko, President, Lesko Industries Inc

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IMPORTANT . . .

 

TODAY (May 25th) is the last day we’re promoting this program. So if you’d like 50 tactics and 17 emails to up your prospecting game;

Click HERE to download.

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There’s a really simple email that I’ve been sending since 2010 that has generated hundreds of phone appointments for me.

Happy to share it with you but;

Don’t even think of dismissing it because of its simplicity unless;

You’re a competitor of mine :)

Ready?

Here goes . . .

Each week;

Go to your LinkedIn network, and start alphabetically.

Pick at least 3 people that you have never spoken with, that you would consider a potential client.

Send them an email or “inmail” as they call it on LinkedIn.

In the email, mention that you’ve been connected for a while and you are embarrassed, that you’ve never reached out before this.

Suggest two scheduling alternatives (the same way you would if you were cold calling someone).

Once you schedule the call, research them as you would for a potential client.

Now there’s a bit more, once you get them on the phone, but the main thing to remember is, DON’T launch, immediately into a sales pitch.

Get to know them

Find out how you can help them

Perhaps introduce them to someone

Now if you speak to 3 people, each week;

At the end of a year, you’ll have increased your phone appointments by 150.

You’d really have to be a real jerk to 150 people to have NOTHING to show for that effort.

By the way, when I knew I was going to be launching Castain Training Systems, I spoke with 10-15 people, from my network, each week and;

I brought in 45 clients, in the first 30 days.

While your mileage may vary, I can’t see a downside to trying this approach.

If you’d like the template I use (and 16 other sales email templates), download my How To Write AWESOME Emails program.

I have over 50 ACTIONABLE tips and 17 really effective email templates for you in an instant download.

During this 90 minute instant download you will discover;
  • 10 different types of emails that I’m personally using to get results. I’m even going to send you the templates along with 7 BONUS templates. That’s right, 17 templates you mathematical genius you!
  •  Numerous subject line mistakes that leave your email disregarded and deleted.
  •  Several examples of subject lines that get your email opened!
  •  One EPIC mistake just about every sales rep makes in the first 1-2 sentences of email.
  •  How to create a “scan friendly” email. You do know that people scan emails, right?
  • A simple, 3 part email structure that’s WAY different then the ones your competitors like to send your prospects.
  • 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.

Here’s what you get . . .

90 minute training session

Worksheets

17 templates

Investment: $99

Click HERE to download.

“I took Paul’s email course and the value is unsurpassed. Well worth the investment.”

Jim Lesko, President, Lesko Industries Inc

Image result for let me in button

IMPORTANT . . .

TODAY (May 25th) is the last day we’re promoting this program. So if you’d like 50 tactics and 17 emails to up your prospecting game;

Click HERE to download.

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A Line By Line Review Of 3 Ineffective Sales Emails

by Paul Castain on May 24, 2017

lame

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 . . .

I have over 50 ACTIONABLE tips and 17 really effective email templates for you in an instant download.

During this 90 minute instant download you will discover;
  • 10 different types of emails that I’m personally using to get results. I’m even going to send you the templates along with 7 BONUS templates. That’s right, 17 templates you mathematical genius you!
  •  Numerous subject line mistakes that leave your email disregarded and deleted.
  •  Several examples of subject lines that get your email opened!
  •  One EPIC mistake just about every sales rep makes in the first 1-2 sentences of email.
  •  How to create a “scan friendly” email. You do know that people scan emails, right?
  • A simple, 3 part email structure that’s WAY different then the ones your competitors like to send your prospects.
  • 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.

Here’s what you get . . .

90 minute training session

Worksheets

17 templates

Investment: $99

Click HERE to download.

“I took Paul’s email course and the value is unsurpassed. Well worth the investment.”

Jim Lesko, President, Lesko Industries Inc

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How To Write An AWESOME Sales Email

by Paul Castain on May 24, 2017

how-to-write-awesome-sales-emails

I have some horrible news for you and I suspect it won’t shock you one bit!

That email you’re about to send is pretty much doomed!

Why?

Between the sheer amount of emails being sent and received each day (The average person sends and receives 110 according to Radicatti Group) and the fact that the recipient is crazy busy, they’re going to make a split second decision.

Most emails (82% according to MailChimp) will fail the test at the subject line and the rest crash and burn within the first 1-2 sentences. Take a moment to let that sink in, I’ll wait.

But that SHOULDN’T shock you because you already suspected something was up based on the lack of response you’re getting now!

We’re going to do something about that during our How To Write AWESOME Sales Emails program!

Have you downloaded it yet?

I have over 50 ACTIONABLE tips and 17 really effective email templates for you in an instant download.

During this 90 minute instant download you will discover;
  • 10 different types of emails that I’m personally using to get results. I’m even going to send you the templates along with 7 BONUS templates. That’s right, 17 templates you mathematical genius you!
  •  Numerous subject line mistakes that leave your email disregarded and deleted.
  •  Several examples of subject lines that get your email opened!
  •  One EPIC mistake just about every sales rep makes in the first 1-2 sentences of email.
  •  How to create a “scan friendly” email. You do know that people scan emails, right?
  • A simple, 3 part email structure that’s WAY different then the ones your competitors like to send your prospects.
  • 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.

Here’s what you get . . .

90 minute training session

Worksheets

17 templates

Investment: $99

Click HERE to download.

“I took Paul’s email course and the value is unsurpassed. Well worth the investment.”

Jim Lesko, President, Lesko Industries Inc

Image result for let me in button

 

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Reason #1: Your buyer has way too many things going on 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 consume 34 gigabytes of information every day according to University of California, San Diego

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

How many 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?

How many meetings and conference calls do you think they participate in daily?

In other words . . .

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. 

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. Fess up, is this you?

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

Hitting them with the same forgettable “sales message”. Note: I’ve noticed a really lame trend of forwarding the same email over and over. How is that courting a potential client?

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

Showing up too often, like an annoying relative that keeps inviting them self over for dinner.

Time Out! This is why you might want to map out your communication ahead of time. We’ll be talking about “communication mapping” HERE.

Reason #4 You sound like everyone else.

Most sales emails lead with something about the sales rep’s company instead of something about the recipient’s world. This mistake begins at the subject line (which is why 82% of our sales emails aren’t even opened) and continues in the opening statement.

Most sales emails are so littered with “marketing speak” they no longer resemble human communication. Things like “full service” “one source” “end to end” “comprehensive suite” “one stop shop”. Who talks like that?

Have you ever stepped back and taken a good look at what you’re saying and how you’re packaging it?

Sales Managers . . .

I wonder if there would be some serious value in having a team 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. I promise you that your team will find more value in that than talking about everyone’s pipeline.

Here’s the thing . . .

It’s WAY Too Easy for you and I to be ignored and deleted especially;

When our potential clients are exposed to a MASSIVE amount of information each and every day.

And that just begs the question . . .

Will you try something different to get their attention, or are you just going to keep trying the same approach over and over again?

I have over 50 ACTIONABLE tips and 17 really effective email templates for you in an instant download.

During this 90 minute instant download you will discover;
  • 10 different types of emails that I’m personally using to get results. I’m even going to send you the templates along with 7 BONUS templates. That’s right, 17 templates you mathematical genius you!
  •  Numerous subject line mistakes that leave your email disregarded and deleted.
  •  Several examples of subject lines that get your email opened!
  •  One EPIC mistake just about every sales rep makes in the first 1-2 sentences of email.
  •  How to create a “scan friendly” email. You do know that people scan emails, right?
  • A simple, 3 part email structure that’s WAY different then the ones your competitors like to send your prospects.
  • 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.

Here’s what you get . . .

90 minute training session

Worksheets

17 templates

Investment: $99

Click HERE to download.

“I took Paul’s email course and the value is unsurpassed. Well worth the investment.”

Jim Lesko, President, Lesko Industries Inc

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