Archives for Oct,2016

You are browsing the site archives by date.

How to write subject lines that make buyers want to open your emails

Last Friday I received 56 unsolicited emails.

56 in one day. And that’s just the one’s that managed to get through my spam filters (note that when I say unsolicited, for many of them I probably did sign up or get added to their mailing lists at some point in time).

Of those 56 I clicked on 11 and deleted the rest without opening them. I counted this because last week I had a question from someone on my video training series about writing compelling sales emails asking me about what to write in a subject line to make someone want to open it.

It’s a great question – you can write the best sales email you have ever written in your whole life, but if the subject line sucks, it will get deleted before it has a chance to get read. Of the 11 that I chose to read based on their subject line, 7 of them turned out to be spam (or what I consider to be spam – content that has no real relevance to me and what [...]

This is the single most important part of a great sales email

Every day around the world billions of emails are being sent – quite literally. In 2015, research by The Racadati Group found that around 2015 Billion emails are being sent globally each and every day.

Amongst all of these emails that are shooting all around the place are millions and millions of sales emails. And as I said in my last post, I bet the majority of them are pretty bad – which means that the chances of a decision maker not only reading your email, but then taking the time to reply to it and agree to a meeting is slim.

Unless what’s in your email is pretty darn compelling.

What to include in a great sales email

The way you structure a sales email and the content you include in it is critical. But before you even start thinking about that, there’s an element that is even more critic [...]

Three ways to be seen as more trustworthy – a podcast with AmCham

Without trusted relationships in business, what do you have?

Suspicion. Wondering whether the other person has your best interests or their own really at heart. Worry about what another person’s motives really are.

Obviously none of these are overly conducive to building trusted relationships that drive collaboration, winning work and people simply enjoying working with other people. Most people I speak to know that trust is important, but don’t really understand what it actually means to build trust – they see it as something intangible, something that takes a long time, and something that feels potentially hard to do.

Recently I was fortunate to have a chat with Duff Watkins for the AmCham Podcast. We talked a lot about what it takes for people and organisations to build trust and be seen as more trustworthy, and I wanted t [...]

Why most sales emails don’t work

Have you ever sent off a sales email to someone you really wanted to get a meeting with but got no response? Or if you got a response it was along the lines of ‘no thanks’ or ‘I’m too busy’ or ‘I’ve already got a provider that I’m happy with’?

If you’re anything like most of my clients, then the answer is yes.

Most of the time they’re a bit puzzled by this. They’ll say ‘but our product/service is great, and totally what they need!’. But when they share with me exactly what it was that they sent off, I can tell them straight away why it didn’t work.

Why most sales emails don’t work

The reason why most sales emails (or sales calls) don’t get the response that the sender was hoping for is because they are far too self-oriented. They tell the buyer:

  • Who I am, who I work for, what my position is.
  • What great product/servic [...]