leanforward

How to Persuade Prospects to “Lean Forward” Using Cold Email

Most cold emails I receive include a call to action that sounds something like this: “Josh, let’s schedule a 30 minute call so I can share these ideas with you.  What day next week works best for you?” The problem?   Asking for someone’s time is a pretty big ask.  Especially if it’s the first date.  So here are a few cold …

cold calling

How to Get Your Heart Rate Below 75 bpm When Cold Calling

Few things get the heart racing more than cold calling.  Here are 6 ideas you can try to slow your heart rate below 75 bpm when dialing. Idea #1: Detach From “Getting” If you have a getting mentally such as “I need this call to result in a meeting” you’re going to have a soul crushing experience cold calling.  Why?  Because your prospects will “smell” your intent …

toaster

Why your opportunities don’t close (and what you can do about it)

My grandma’s 11 year old two-sided toaster had only one side that worked.  So technically it was a one-sided toaster.  Oh and the darkness dial didn’t work.  So granny had to go through three toasting cycles every time she wanted a bagel. Why didn’t my grandma just get a new toaster?  Because switching was scary.  It would mean that she’d need learn a new toaster interface.   One …

questioning

Qualify Without Interrogating

Asking too many qualifying questions can sometimes make your potential customers feel like they’re being interrogated. Here’s some phraseology you can use to qualify without questioning (hat tip to Stan Billue): John, tell me about your two top priorities this year. John, let’s say we’re chatting 6 months from now.   Share with me what you’d like your candidate experience to look like. John, fill me in on what you’re doing today. John, bring me …

diffuse sales objections

How to Diffuse Any Objection Without Creating Sales Pressure

“Your price is too high.” “We don’t have a budget.” “Send me some information.” Objections like this can really throw you off balance. Why?   Because your gut tells you to “counter” or “overcome” the objection. But when you go into convince mode, you create sales pressure.  And nothing makes people retreat more than sales pressure (it’s why you tell retail sales …

email introduction

How to introduce two people over email

Here’s a template you can steal that ensures both people see the value of an email introduction. Subject: Email Intro: Elena & Nicole Hey Nicole, As mentioned during lunch yesterday, I really want you to meet Elena. Elena is the CEO and Founder of Skill Scout. Skill Scout helps companies attract and hire the right people by creating a 2-3 minute …

cold email

Here’s the Cold Email That Landed a Meeting with One of the Biggest Telecom Companies

You are about to see the cold email that landed a meeting with one of the biggest telecom companies. Why it works It teaches the potential customer how to achieve a desired outcome BEFORE asking for anything (like a meeting).  In other words, give, give, give before asking for something in return. Here’s the formula: “You’re missing out” subject line: Identify a pain point in the subject line and …

followup

How to Follow Up After Someone Downloads Your Content

Whenever I download an ebook or white paper, I typically get a cold call or follow-up email that sounds something like this: Example 1: Cold Call [Company] “Hi Josh, this is James Browdy from ACME Inc. How are you doing today? [Me] “Fine, James Browdy from ACME Inc.  How are you doing today?” [Company] “Great, thanks for asking.” Awkward pause. [Company] …

how much does it cost

How to Answer: “How Much Does This Cost?”

I was recently asked how to best respond to the “how much does this cost” question. Here’s the formula and an example: The Formula State how you’re going to help your prospect kick more ass (achieve their desired outcome). Frame the investment into 3 buckets.  Notice I’m using the word investment, not price.  Investment suggests that you make a return on …

cold email

Want to Get a 60% Response Rate from Your Dream Clients? Steal These Emails

If you’re responsible for sending cold emails to attract new business, you’ve got a tough gig. It’s not easy getting the attention of crazy-busy people. This post contains some things I’ve learned that are highly effective at getting your dream clients to respond positively to your first contact WITHOUT sounding “salesy”. Yes, you can steal the emails below, but that’s not the most valuable thing about this post – …