People want to buy from those they know, like, and trust. Likewise, your emails are much more likely to be successful if your prospect views you as a partner, and not a vendor.
How can I achieve that through the simple medium of email? Let’s explore phrases you can use to get your digital foot in the door.
Welcome to Part II of my Email Prospecting series. Did you miss Part I? Find it here.
Video: Part II, Email Phrases You Should Use
1. Ask people their opinion.
Opinion right now is a critical word. I love asking this especially in a phone call, but it also works in an email.
2. Ask them their views.
“What are your views on this? I’d like to understand how you feel about this…”
Opinion and views are important right now because we’ve been locked up for the last year and a half, and people really want to communicate.
Allow them to dialogue with you. This may be the spark to get them to respond to you, or for them to see you differently. Remember, your objective is that they see you not as a vendor, but as a partner they want to work with.
3. Ask a question.
E-mail is not show-and-tell time.
Prospecting with email is about helping people think.
A great way to achieve that is by asking a question.
4. Repeat something they shared with you earlier.
They may have shared something in a phone call you had with them, or maybe even an e-mail exchange that goes back a year or so earlier.
Put that back in email.
When you put something into an email that is specific to what they shared with you earlier, they think, “Wow. This person actually cares. They actually listen. They even value my opinion and want my views.”
Of course, you’re not always going to have that. I understand that you don’t always have something that they shared with you earlier. And that’s okay. But if you do have something, you should absolutely use it.
5. Use industry terms.
Firstly, make sure you know the industry. The worst thing you can do is quote a term or use a phrase out of context regarding the industry.
This is one of the reasons why it pays to be focused on the industries that you prospect, because when you can use an industry term, you’re automatically seen as an insider. It raises your credibility.
Again, you want to be seen as a partner, not a vendor.
6. Reference a person they respect.
They don’t even have to know them. Now if they DO know them, that’s great, but if they respect them, that works too.
It may be the head of the trade association. It may be someone else who is successful in the industry. Reference that person. Again, it demonstrates that you know the world that they’re coming from.
Or, you may know that they’re into sports or they’re into another niche and you reference a person. What you’re trying to do is get them to realize that you’ve done some homework on them.
7. Use their name.
Don’t just use it once, use it twice. This is a best practice I can’t stress enough.
A lot of automated email systems will put your person’s first name up at the top. That’s great. But put their name somewhere else in that email. Why? Now this demonstrates that:
- You really care about their opinion.
- This email is to them, not to 10,000 people.
8. State a number or a list.
What do I mean? For example, you might share six things that are happening. When you state a number, then you have something specific to share.
“Hey, we just got the new report on these 3 things…. Email me, call me and I’ll be happy to share it with you.”
“I’ve got these 5 things that are new standards…I’ll be happy to share them with you. Call me.”
Again, it’s of interest to them. It sparks something.
This demonstrates that you have something definitive for them.
9. State a specific date.
The specific date might be the end of the month, or a key thing coming up.
This triggers a reader, because it begins to create a sense of urgency in the mind of the prospect reading it.
10. Include a specific activity in the company.
There may be a specific activity that just occurred in the company. Mention it.
This allows them to see that you’ve done your homework, and that you care about them. You understand them, which is absolutely key for you.
Are you feeling prepared to write some powerful prospecting emails yet?
This list of phrases to use is just a sneak peak into all the amazing content in this month’s Masterclass. It’s time to study what works, and what simply does not.
My Email Prospecting Masterclass is open for enrollment through June 24th. For just $59, I share so much more than just the phrases listed here. We study everything from:
- Email strategies
- Who to email
- How to find someone’s email
- When to email
- How to craft the beginning, middle, and end
Plus, I include several email examples and templates to read through and analyze. You have SO MUCH to gain from this Masterclass.
I want to help you see and achieve what you didn’t think was possible. The Sales Hunter University is a great investment for those who have big goals and are ready to grow and learn.
If you sign up for Level 3, you get this month’s Email Prospecting Masterclass, PLUS every other past Masterclass offering. Other perks include one-on-one coaching with me, open office hours so we can chat, and an invite-only online community group.
If you’re ready to level up, I really recommend Level 3, All Access.
Copyright 2021, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.