View a template set below:
Silence after purchase decision time? Get a responseSend this email if the sales process has reached the point where your prospects has enough information to make a purchase decision and there has been no response from them after your first or second followup.
❶ How are things going? Any word from the partners?
❷ I know you're super busy so would you mind just giving me a click below:
[link] 1. We're not in the market anymore - thank you [/link]
[link] 2. We're not ready yet - remind us later [/link]
[link] 3. What's the next step? [/link]
Thanks - this really helps me understand where you stand.
❷ Decision-makers often don't reply because they're too busy to type out a message. They may have also decided not to buy and want to avoid upsetting you. When you provide them with 3 options to click instead, this makes it slightly less personal for them and requires far less work. Thus they are much more likely to take action.
Use an email tracking tool like Yesware to track which link your prospect clicks on and link each response to a "I received your response - thank you!" page.
Follow up after a discovery call to move the sale forward
❶ As I mentioned over the phone, Heapanalytics automatically tracks all your visitor and customer actions so you can see exactly what journeys they take, where they are converting (and not converting):
- ❷We automatically track all visitor and customer actions (clicked on a call to action, read a text block [pressed their cursor on it]). This means if you decide an action is important to you later on, you can access all the historic data on it.
- No dev work / coding required - define important actions by clicking on parts of your page in our visualizer. Or by clicking on those actions a visitor/customer's journey log.
- Create funnels to see how visitors are moving and converting across your site. Example funnel: referral source Google -> landing page (sales page) -> [defined event] clicked on testimonials section -> [defined event] watched a video -> [defined event] Clicked on the buy button in the topbar
❸ Based on which funnels and actions for Samurai you mentioned you were most interested to learn more about, I can prepare a demo for your team that shows you to see that / set it up and how to strategize experiments / changes based on the data.
Let me know when would be a convenient time for you.
❷ In your discovery call with prospects, ask questions to learn more about their specific pain points and goals. Then in this follow up email, you can focus on which of your product features address those pain points.
❸ Ask your prospect to take the next step, mentioning the value they'll be getting out of it.
Provide value in your follow up -> build relationshipsIf your prospect has a strong personal like for something, revealed to you in conversation or on social media, you can provide them a relevant valuable suggestion to continue the conversation.
Hey Sales Prospect,
❶ You mentioned you love trying new foods. Saw this group organizing food tours around New York. Here's one where they take you to a few ethnic restaurants: Original Multicultural Bar Hopping Tour
Sounds like your taste buds will be pleased!
❷ How's the project coming along?
❷ Subtly reintroduce the topic of your last sales conversation.
Re-engage after an event or trade showThis type of follow up is ideal for earning the trust of a new prospect.
Hey Sales Prospect,
Great meeting you. Fantastic event.
❶ Here's email tracker I was talking about: Yesware. It really helps knowing if people opened your emails.
❷ I had look at your website. Here's our updated playbook on how to land into a government contract - looks like something you're moving into. It is indeed very lucrative.
If I can be of any help, don't hesitate to ask,
❷ Additionally, review their company website and social profiles and share with them one valuable resource helpful for their goals. This goes a long way to earning their trust and demonstrating your value.
Re-engage many prospects at once: invite to webinar
Happy Monday, counting down the days until it's Friday again!
❶ I get a lot of questions every day like:
- How do you find all the key decision makers that have to approve a purchase?
- Ugh - I left a bad impression on a prospect - what can I do to recover?
- How do I stay on a prospect's radar without resorting to check-in emails and annoying them?
The good news is... As long as your prospect has a genuine need for your product and the budget to afford it, a "yes" is waiting for you. The road to get there however may wind, zigzag, throw you over a cliff but a "yes" is waiting for you.
❷ I've blasted through many rejections ("we want it but..." in disguise), maybes, delays and I'm pulling back the curtain on every single move I use to do it - no holds barred:
❸Join me live on Thursday, July 8 2015 [save date to your calendar] at 2PM EST
❹ I wanted to personally invite you -> turn that lost cause prospect into your next 10K customer:
>>> Save your free spot here <<<
❷ Talk about a highly desirable outcome your prospects strive toward.
❸ Invite them to your webinar stating the date and time.
❹ Repeat the major benefit of joining your webinar and provide the link again.
Overcome price objection without offering discounts
❶ I completely understand. You want to use something that provides the best value for you and your company. ❷ Let's see if we can find a creative way to make this work.
What if we upgraded your account to allow 6 simultaneous crawls and set you up with a personal account manager? She will walk you through the entire setup and be available Mon-Fri for any questions you may have.
To guarantee your savings of $X/hr for every employee who can now automate their manual research will help the service pay for itself.
Let me know if you're open to discussing?
❷ Offer to find a creative solution to make the price make the work for their budget by increasing the value they receive. Don't offer any discounts - it degrades the perceived value of your product.
Revive conversation after no response to third or fourth follow up: ask for permission to end the project
❶ Haven't heard back from you. Thank you for the opportunity. Can I put it on hold for now?
Revive conversation after no response: ask them if you may have done something wrongAsking a prospect or client if you did something wrong is about reminding them that there's another human being sitting on the other side of the screen. With feelings. You most likely haven't made any mistakes but acknowledging you may have can get a prospect to finally respond because they don't want you to feel bad.
❶ I haven't heard back from you in a while. I'm wondering - did I do something wrong?
❷ Last time we spoke, we talked about how dynamically serving different versions of your sales page to visitors from different sources can convert sales at much higher rates. I also sent you a few case studies to show the sales jumps other local service businesses have seen.
❸ If I did something wrong like not answer an important question for you, let me know and I'll fix it asap.
❷ Remind them the previous conversations you two had, restating the benefits they would get out of using your product.
❸ Even if you did nothing wrong per se, say that you'd like to fix any mistake that you may have made. This appeals to your prospect's human/emotional side and encourages them reply to reassure you the silence was caused by to something that happened on their side. Like they got swamped with new projects.
Push the sale forward after a sales presentation
❶ Here's a summary of the key points we covered - how our integrated email marketing and CRM platform can help you convert at least 5x more prospects:
❷ Key sales conversion boosts for Luxxi
Tag customer preferences -> show each customer only products they love
Discover your customer loves Italian design pieces? Tag that preference in your CRM
When sending email campaigns, dynamically display different products to different customers based on their preferences = much higher chance they'll buy
Automatically set up follow up emails
Never let another customer fall through the cracks!
One of them told you they're gone for vacation until April? Automatically draft an email right there asking how their vacation went and schedule it to be sent after they come back.
Know exactly when your customers is ready to buy
You can set up ActiveCampaign to track each subscriber's' site browsing behavior to detect buying signals. Then have it automatically send pre-drafted messages.
Example: If a subscriber visits the product page 5 times = email them a limited time discount coupon 24 hours later
❸ How other ecommerce companies have used us to 5x + their sales
Rever runs a two-sided marketplace (freelancers and hirers)
Hirers consistently overstated their budgets by 50-200% - site tracking revealed that they actually searched for freelancers with much lower rates
Using our site behavior auto-tagging system, Rever saw 200%+ monthly revenue increases by being able to match hirers with freelancers that better suited their budgets
❹ Next steps
As mentioned, let's reconnect this Friday so I can answer any further questions your team may have.
❷ Describe how major features of your product works by laying out ways your specific prospect would actually use it to achieve their major goals.
Make sure you ask about this in your initial discovery call with the prospect. Don't assume!
For example, a prospect may theoretically earn revenue from all their customers but there may be one specific type that is highest value for them. Then it'd make sense for you to explain how your product works in terms of how it help them succeed with that specific cohort.
❸ Choose 2-3 existing companies similar to your prospect's and specify 1-2 of the biggest impact ways they've used your product to achieve their major business goals.
❹ Remind your prospect what next steps will be taken so you can move your sale forward.