COLD EMAIL STRATEGY: WHAT TO SAY ON YOUR 1ST CALL
“I’m sending cold emails to warm up prospects and using a tracking solution that notifies me when a prospect opens an email that I sent – however, when I call them, they say things like: I don’t remember getting an email from you – or – Now’s not a good time – or – I’m not interested. What should my rebuttal be?”
Why look for a “rebuttal” when you can solve what’s causing the negative response to begin with?
A high percentage of your prospects will respond to your cold email with:
- Who are you again?
- What company are you with?
- I don’t remember getting an email from you, etc.
So knowing that this is the response you’re going to get – why not STOP referencing the email in your call to them altogether and use your introduction to hit the hot button / what’s in it for them message in order to pique their interest?
Here’s an example of what I mean…
OLD / LOW INTEREST HIGH RESISTANCE CALL OPENER:
“Hi (PROSPECT’S NAME) this is (YOUR NAME) with (COMPANY) I recently sent you an email with some information regarding our (blah blah blah) and wanted to see if you had any questions…” (Queue the “Who are you again? / What company are you with? / I don’t remember getting an email from you” response)
You’ll get much better results when calling prospects that opened your cold email when saying something like this instead…
“Hi (PROSPECT’S NAME) this is (YOUR NAME) with (COMPANY) Reason for my call, we recently helped (COMPETITOR) ______________ and wanted to see if we might be able to help you do the same.”
“Hi (PROSPECT’S NAME) this is MICHAEL PEDONE with SALESBUZZ.COM – Reason for my call, we recently helped ACME Inc.’s inside sales team overcome their call reluctance while improving their appointment setting by 28% in just one week and wanted to see if we might be able to help you do the same.”
You’re Being OVERSOLD
The cold email (if you’re going to use that strategy) isn’t going to “WARM UP” the prospects to the point where they have their credit card in their hand, waiting for you to call them – you are being oversold on the value or results. With that said, if cold emailing is done right, it can help you identify which prospects you should be investing your time in calling, however, you still need to have the right phone sales skills and strategies to take advantage of that kind of sales data.
– Michael Pedone
Michael Pedone is a straight commissioned sales person with 20+ years experience selling by phone. He is the CEO/FOUNDER of SalesBuzz.com – an online sales training company that shows inside sales teams how to eliminate call reluctance and close more sales.
ELIMINATE CALL RELUCTANCE
REGISTER NOW: LIVE ONLINE 8-WEEK B2B SALES TRAINING PROGRAM
- How to Warm Up and Close Cold Leads
- Eliminate “No, Thanks”, “Not Interested” & “We’re All Set” Responses
- Neutralize Gatekeepers & Get Voicemails Returned
- Ask Engaging Questions Instead of Probing
- Improve your Qualifying Skills
- Give Stellar Presentations & Handle Objections
- Close Follow-up Calls and Get Targeted Referrals
- How to Set & Achieve Your Toughest Sales Goals
- Improve Your Time Management Skills
Duration: 1 hour per week for 8 weeks
Where: Online @ your desk, conference room or home
Presenters: Michael Pedone