There are two extreme schools of thought when it comes to sending sales emails and;
Quite frankly they BOTH SUCK!
Extreme #1 Give, Give, Give and Don’t EVER Sell!
The theory here is that when you provide value and demonstrate your expertise, prospects Will Come To You!
Truth be told, I almost bankrupted my business doing this!
Seriously, I did, and here’s how?
When you give, give, give;
People tend to take, take, take and many times you end up conditioning people to want more free sh*t from you. They have no idea that they can actually buy stuff from you because they associate you with FREE!
There are lot’s of people preaching this approach and what I’ve found is that the majority of those preaching it have massive audiences who are already beating a path to their door.
There are also many who would have you believe that you just took a sh*t on a charity by not giving, giving, giving via your prospecting efforts.
Here’s a crazy thought;
Unless you’re a non profit, seeking profitable returns on your efforts isn’t a bad thing!
Time Out! I know I just sounded like a real dick just then, but let’s get something straight;
I’m not saying DON’T give;
I’m saying it’s OK to sell every once in a while too!
And speaking of “selling”;
Extreme #2 Sell, Sell, Sell and Don’t EVER Give!
The theory here is that the gist of your sales messaging is always either;
“I want to sell you something” or most likely, “I’d like to set an appointment with you to sell you something.”
The problem with this approach is that it’s very typical and you end up sounding like everyone else!
If you do this enough times you’ll condition the recipient to disregard and/or delete you.
Why?
Because you’re not adding value to the “courtship”.
Here’s a compromise;
There’s a tool that I teach my coaching clients and it’s called “The Goal Post Method”.
With “The Goal Post Method” you set up imaginary goal posts, each representing the two extremes.
Once you define what those extremes look like (like we just did with the two extremes to sales emails), you then define what approach would fall in the middle of the two extremes.
So with regard to the two “goal posts” we discussed today;
Give, Give, Give vs Sell, Sell, Sell;
You could vary the flavor of your emails so you aren’t doing too much of either extreme.
You could also try;
Castain’s “By The Way . . .” Approach
This is where you give and at the end of the email you (in a “by the way” fashion) present your “ask”.
You can present your “ask” by giving them just enough info in your email to make them hungry and then tell them;
“I’ll give you a call on __________ at _______________ with a few more ideas that can help with (mention a trigger event)”
But here’s the thing;
Clinging to extremes in selling can oftentimes hurt us, so;
My suggestion would be to give a little while making sure you sell a little too!
Make sense?
By the way (see what I did there) . . .
I’ll be sharing over 70 tips and 50 templates during our email webinar on December 19th!
Here’s what I’m going to share during this webinar;
- 30 ways to find potential clients who are 400% more likely to buy NOW!
- 4 ways to get email addresses WITHOUT spending a dime on email lists.
- 50 different types of emails that I’m personally using to get results for my business. Oh, and I’m also going to send you the templates!
- 12 subject line mistakes that you need to avoid. Keep making them and you’re hosed!
- 12 BETTER subject lines that get your email read.
- 12 ways to head off skepticism, doubt and objections.
- One EPIC mistake, just about every sales rep makes, in the first 3 sentences of an email.
- A really simple, 4 step messaging framework that gets results.
- 2 Psychological techniques that work like a charm!
- How to dramatically increase your response rate
When?
December 19th at 11:30 am EST.
Can’t join us live?
Sign up anyway and I’ll send you the webinar replay and all the extras listed below!
What Do You Get?
(1) 90 minute webinar
50 Email Templates
EARLY REGISTRATION DISCOUNT ENDS TODAY!
Sign up BEFORE December 4th (TODAY) at 5:00 pm EST and it’s only $74. Register AFTER 5:00 pm EST on December 2nd and it’s $99!
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