Give prospects an irresistible reason to start talking to you.

1. Get opened with the strongest subject line you've got.
2. Prove your email isn't spam from "go."
3. Trigger the response, immediately.

Here's how it works for our students.

Humans are self-centered creatures. We love to talk about ourselves. It helps us feel like someone is listening! Your prospects want to talk about their pains, goals, fears or urgent objectives.

Here's the rub. Think about it like a first date. Your potential life mate is sitting across from you.

The more they talk about themselves, the more they:

• get comfortable with talking (with the person listening);

• start discovering reasons why they want to talk more -- or not;

• realize if they are willing to act on the next step.

This is what we learn how to do in our next Email Writing Workshop. Join us.  

Why it works

Once a prospect starts realizing why they want to continue the discussion everything gets easier. Because why a buyer wants to talk more is connected to one thing.

Purpose.

It doesn't matter if you provoke via email, in a LinkedIn Group or in an InMail message. The moment you help prospects start talking about challenges, hopes and ambitions the more they begin to:

• Understand if they are willing to change (at all);

• See investing time in you as a path to stability and excellence;

• Experience your advice and assign value to it.

When messaging prospects using the phone, email, LinkedIn are you helping them to start talking about themselves—as a means to break-the-ice and get a conversation going?

If not, don't worry. It's an effective, yet overlooked, prospecting communication method.  

One of our best templates

Here is one of our best prospecting templates. It's from the managed print services industry. 

Managed print services is mostly a cost-savings opportunity for owners of large fleets of office copiers and printers. However, breaking into a cost-reduction discussion is problematic.

Most managed print service sellers are bombarding the potential buying market with messaging focusing on one issue: Cost reduction.

It's a non-starter.

However, one of our students uses a clever approach to sparking conversations. He warns prospects about an issue they don't know about—but should.

Data security. Avoiding data breaches.

Here is the template. It performs very well and you can create your own version. Think in terms of playing on uncertainties your customers have ... or hidden dangers they don't (yet) know about.

Need more templates like this? There are a variety of approaches to learn in our next Email Writing Workshop. It's a Clinic.

Join us!

Help the buyer discover

I know it "just feels right" to start talking about yourself in the first touch email.

But don't. You'll only sabotage yourself.

You are smart—using LinkedIn to find and qualify buyers. But instead of doing what 95% of sellers are doing try something that feels a little un-comfortable.

Send a first touch email message that helps the prospect feel an urge to pop-off ... un-cork. Let them discover a reason why they want to talk more with you.

Once they do it's easy to connect the conversation to what you sell ... your solution for the problem they just revealed.

Using this technique, you’ll often get response plus details about the prospect. You’ll discover when the prospect will be ready for an appointment!

Avoid asking for the meeting

Get on the radar of your decision-maker by earning permission to facilitate discussion.

Avoid trying to understand need. Don't ask for the meeting. Attract the meeting to you. Here's how.

It’s a common sense, effective formula: Being brief, blunt and basic. Yet few of us practice it. And that’s a huge mistake. Because buyers scan their inboxes the same way. No exceptions. They want to know:

• Who is emailing me? (Is this spam?)
• What do they want?
• How long will this take?

By addressing this reality directly you’ll get yourself noticed (opened) and responded to more often.

This is what we learn how to do in our next Email Writing Workshop. Join us.  

Remember, be creative. You don’t need to stick with this template verbatim. Make the tone sound like you. Adjust it. Get in touch with the results this approach produces for you! 

Do you have questions about making this technique “come alive” for you or your sales team? Let us know!

To your success,

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