With the rapid advancement of technology and the increasing popularity of social media, it is easy to overlook the importance of email in today’s business communication. However, despite the emergence of new communication platforms, email still plays a fundamental role in the realm of sales. It provides a reliable and efficient way to communicate with clients and potential customers, allowing businesses to establish a more personal connection and build trust with their audience.
Unlike social media, email is also a more formal and professional medium, making it an ideal choice for communicating important information such as product updates, promotions, and sales pitches. Overall, while social media and other modern communication platforms have their place in sales and marketing, email remains an essential and effective tool for businesses to connect with their audience and drive sales.
Email usage far surpasses that of social media, with over four billion active email users worldwide. This vast audience presents a significant opportunity for sales professionals to connect with potential customers. An average professional sends and receives around 127 business emails every day. This number not only indicates a high level of activity within the email sphere but also reflects an increase from past years, suggesting a growing reliance on this medium for professional communication.
Perhaps even more telling is the fact that 82% of workers are checking their emails outside of traditional office hours. This extends the potential reach of sales emails beyond the confines of the 9-to-5 workday, opening up opportunities to engage with prospects at times that might be more convenient or conducive to a positive response.
Given this context, it becomes evident that understanding how to effectively use email for sales is more important than ever. Sales emails need to be crafted with precision and insight, considering not just the content but also the timing and the audience. In the following sections, we will explore in-depth strategies and tips for creating sales emails that don’t just land in the inbox, but also prompt a response. From subject line tactics to personalization techniques and optimal sending times, each aspect plays a crucial role in the success of your email outreach.
As we dive into these strategies, remember that the goal is not just to send an email, but to create a connection and start a conversation that could lead to a successful sale. With the right approach, each email sent has the potential to open doors to new business opportunities and forge lasting relationships with clients.
Before sales comes nurturing
Use Drip Non-Sales Informational or Educational Emails to Warm Up Your Prospects
The importance of building a connection before pitching a product cannot be overstated in sales. This is where drip non-sales information emails come into play. They are a strategic way to warm up your prospects, gently guiding them through the sales funnel without overwhelming them with immediate sales pitches. By providing valuable, informative content over time, you establish trust and position your brand as a helpful resource rather than just another vendor looking for a quick sale.
Start by identifying the key interests and pain points of your target audience. This insight allows you to create content that resonates with them, such as industry trends, how-to guides, or insider tips. The goal here is to offer something genuinely useful that can help your prospects in their professional lives. For instance, if your target audience includes small business owners, emailing them tips on improving productivity or reducing operational costs can be incredibly beneficial. This approach demonstrates your expertise in the field and shows that you understand and care about their challenges.
As you continue the drip campaign, maintain a consistent tone and style that aligns with your brand voice. This consistency helps build brand recognition and a sense of familiarity among your prospects. However, make these emails as frequent and shorter. The key is to strike a balance – you want to stay on their radar without becoming a source of inbox clutter. Ideally, these emails should be concise, engaging, and spaced out over a period that makes sense for your sales cycle.
Finally, monitor the engagement metrics of these emails. Track opens, clicks, and responses to understand the most effective content and refine your strategy accordingly. Remember, the ultimate goal of these non-sales information emails is to warm up your prospects and prepare them for a smoother, more receptive sales conversation. When you’re ready to send that sales email campaign, your prospects should already recognize and trust your brand, making them more likely to consider your offer.
Create a well-thought-out campaign
A sales campaign is anything but a series of blasts. It’s a well-thought-out journey that takes the prospect through a natural buying experience. It is unlikely that your first email will elicit a response from prospects. Often, this isn’t a matter of disinterest; many are simply preoccupied or prefer conducting their own research before engaging. Therefore, follow-up emails are crucial. A well-timed follow-up can significantly increase your response rate and purchase probability.
Before sending the initial email, prepare a sequence of follow-ups. Persistence is important but relevancy and context is key; statistics reveal that 80% of sales occur after the fifth contact. Let’s take a look at what a 14-day sales campaign could look like:
Day 1: Send the initial email
- Content: Introduce your product/service with a compelling value proposition.
- Subject Line: “Discover [Product/Service] – Transforming Your [Relevant Business Area]”
Day 3: First follow-up (Testimonial and social proof)
- Content: Share a customer testimonial highlighting the benefits.
- Subject Line: “See How [Product/Service] Helped [Company/Individual] Achieve [Specific Result]”
Day 5: Send the initial email (Problem-Solution)
- Content: Address a common problem and how your product/service provides a solution.
- Subject Line: “Tackling [Common Problem] with [Product/Service]”
Day 7: Third follow-up (Case study)
- Content: Offer a case study or success story.
- Subject Line: “Case Study: [Product/Service]’s Impact on [Industry/Specific Business]”
Day 10: Fourth Follow-up (Special offer)
- Content: Introduce your product/service with a compelling value proposition.
- Subject Line: “Exclusive Offer for [Product/Service] – Limited Time Only!”
Day 14: Fifth follow-up (Recap and demo offer)
- Content: Recap the value proposition and invite for a direct conversation or demo.
- Subject Line: “See exactly how (Product/Service) Can Benefit You”
Each email should build on the previous, maintaining a coherent narrative while gradually increasing the urgency and call to action. Remember to personalize wherever possible to enhance engagement.
Anatomy of great sales emails: 5 key elements
Now that you’ve successfully warmed up your prospects, meticulously planned your follow-up sequence, and set up the requisite sales automation, it’s time to deconstruct the anatomy of compelling sales emails. There are five key elements to it:
1. Mastering the Subject Line
The subject line is a pivotal element of your email, serving as the initial point of contact in a prospect’s inbox. Its significance can’t be overstated; a staggering 33% of email recipients decide whether to open an email based solely on the subject line (source). Personalized subject lines increase the likelihood of your email being opened by 22% (source).
A compelling subject line should:
- Spark interest
- Ignite curiosity
- Offer valuable insights without being misleading
Some effective subject line examples could be:
- “[Mutual contact] suggested I reach out”
- “A thought on [something vital to the recipient]”
- “Inquiry regarding [a specific goal or concern of theirs]”
Steer clear of overtly sales-y phrases. Approach your subject line as if you’re initiating a conversation with a friend.
2. Make a personal introduction
With automated email outreach and readily available templates, it’s crucial to add a personal touch. If recipients sense a lack of effort due to automation, they’re less likely to engage. Personalizing your email can significantly enhance response rates – personalized message bodies see a 32.7% increase in responses (source).
You can create a more personal connection by:
- Celebrating their recent achievements or milestones.
- Commenting on something interesting from their recent blog post.
- Finding and mentioning shared interests.
Although challenging at scale, personalization sets you apart and is a key factor in engaging your prospects effectively and in a respectful manner.
3. Align your message with your prospects’ goals
Generic pitches often fail to address specific pain points, leading to a high rate of unresponsiveness. In fact, as many as 86% of outreach emails can considered irrelevant to the recipient (source). This happens because it’s hard to truly care about what your prospects need. Take the time to research, care and align your message with what your prospect’s goals are.
Focus on presenting a solution tailored to their unique situation, rather than just promoting your services. This approach is not only more engaging but also positions you as a problem-solver, not just a seller.
Here are a few strategies to effectively do this:
- Recognize the significance of outbound sales in their growth strategy, and share insights on how you’ve empowered similar companies to expand this aspect of their business.
- Highlight that you’ve noticed their Google ads being overshadowed by competitors’, and offer actionable insights from your experience in helping others in their industry outperform rival ad campaigns.
- Point out if their competitors are ranking higher on Google, and express your readiness to demonstrate how you can turn the tables in their favor.
By zeroing in on these critical issues, your message moves from a sales-centric tone to one that is perceived as authentically supportive and strategically consultative.
4. Craft Concise and Effective Emails
In today’s fast-paced world, brevity is key in email communication, especially given the shrinking human attention span, now just 8 seconds as per Microsoft’s study. This marks a significant decrease from the 12 seconds noted in 2000, with an alarming yearly reduction rate of 88% in attention span (source). This trend underscores the critical need for succinctness in your outreach emails.
Here are some essential guidelines for crafting effective cold outreach emails:
- Ensure your email is concise enough to avoid scrolling on a mobile device.
- Aim for an email length that can be read within eight seconds.
- The response you seek should require less than five seconds for the recipient to compose.
- Keep your email word count under 200 words for optimal engagement.
Consider the layout and structure of your email as well. A cluttered email with dense paragraphs is likely to be skimmed or ignored. Use bullet points, short paragraphs, and clear headings to make your email easily scannable. This approach helps the recipient quickly grasp the key points, making your email not just short, but also clear and easy to digest. The less effort it takes to understand your message, the more likely you are to receive a prompt response.
5. Add a strong and clear ending
A common pitfall in sales email campaigns is a lack of clarity regarding the desired action. Avoid concluding with generic statements like “let me know if you’re interested in scheduling a call!” Instead, strive for precision in guiding the prospect to the next step. This not only simplifies the response process for your prospect but also significantly increases the likelihood of getting a reply. By presenting clear, direct questions or actions, you make it easier for the recipient to engage.
Consider concluding your email with specific, time-bound questions or suggestions:
- “Would you be available for a brief five-minute chat this Wednesday or Thursday afternoon to discuss this further?”
- “I have some time slots open for a quick 10-minute call tomorrow between 1 p.m. and 3 p.m. EST. Does that work for you?”
- “After reviewing the proposal, do you have any questions or concerns? I’m happy to clarify or provide more detail. Perhaps we can discuss this over a quick call?”
It also helps to anticipate potential concerns or questions your prospect might have. Offer additional resources or information that could be helpful. For instance:
- “If you’re curious about how our solution has benefitted similar businesses, I can share a brief case study during our call.”
- “In case you need more insight into how our service integrates with your existing systems, I’d be glad to walk you through the process.”
Don’t forget to reassure your prospects of your availability and eagerness to assist. Show empathy and understand that you value their time:
“I understand your schedule might be tight. If these times don’t suit you, please suggest a convenient time, and I’ll make the necessary adjustments.”
Finally, it’s essential to keep the tone friendly yet professional, ensuring the email resonates with your prospect’s needs while also reflecting your eagerness to help and provide value. This approach not only establishes a clear next step but also builds the foundation for a strong, consultative relationship.
Let’s review what makes up the perfect sales email campaigns and how you can better position yourself in the crowded inbox:
Importance of a Captivating Subject Line: Given that 33% of recipients decide whether to open an email based solely on its subject, it’s crucial to craft a subject line that grabs their attention immediately.
The Power of Personalization: Personalized emails significantly boost engagement, with a 32.7% higher response rate. Tailor the body of your email to resonate with the recipient’s specific needs and interests.
Standing Out from the Crowd: With 86% of outreach emails being disregarded as irrelevant, ensure your email is among the valuable 14% by aligning your message closely with the needs and goals of your prospect.
Keeping it Short and Relevant: In an era of diminishing attention spans, brevity is essential. Construct your emails to be quick to read and easy to respond to, ensuring they are concise yet impactful.
Effective Email Closure: Conclude your email with a clear and specific call-to-action. This strategic closing makes it easier and more compelling for the recipient to respond.
By adhering to these guidelines, you’ll be able to craft emails that are not only brief and to the point but also highly effective in engaging your prospects and eliciting responses. Remember, in the world of email outreach, less is often more.