thumbs-up-new-web

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 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 “tease” …

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. …

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 …

email

8 things that will increase your cold email response rates

Here are 8 things that will help you increase your cold email response rate:  1.  Help them kick ass. If you can help people kick more ass they will reward you back. This sentence DOESN’T help someone kick ass: “Our app uses WizzBang technology that integrates with your marketing automation platform.” This sentence DOES help someone kick ass: “John, I noticed that …

mistake

One mistake SaaS founders make is . . .

Not identify their ideal customer.  The urge is to go broad so you don’t miss out.  But if you go too broad your ideal customers may not be able able to relate to the problem. It can be tricky to know when you’ve gotten granular enough, but Inturact has  a great take: “There are a number of SaaS founders who think they’ve identified their target customer, …

punchinface

Who Are You Going to Punch?

Love this unique positioning statement from tunecycles.com. “Where most shops get filled up with a sea of bikes on the floor to sell, TUNE Cycles focuses more on you. We want to build you the perfect bike to compliment your riding style and body.” I could also envision copy that shares their unique perspective on the downsides of buying a …

cold email

This Cold Email Sequence Got a Positive Response From Our CEO

Susan Fennema, the founder of Go Beyond the Chaos, knows how to get a CEO’s attention: Be relevant. Yes, you can “steal” Susan’s sequence below, but that’s not the most valuable thing about this post.  It’s the psychology of the emails effectiveness that will help you craft the best emails for your audience. Touch 1 Subject: Basecamp consultancy collaboration Jason, Basecamp rocks! I am …