5 emails for follow up

F R O M S I G N A L S & B R E A K T H R O U G H E M A I L

How To Follow Up: PROVEN STRATEGIES & EMAIL TEMPLATES


Meet Your Hosts

Think about your significant other for a moment.

http://bitly.com/SS-BTE-Signals

http://bitly.com/SS-BTE


Think about the relationship you’ve built on trust, patience, and understanding.




Now imagine if that person called you three times a night, asking about your relationship status.




Imagine receiving four emails a week "just checking-in" to see when your next date is.




Still feeling the love – or just feeling plain annoyed?




That’s just not how relationships work. And it’s probably what’s ruining our

sales follow up, too.




So today we’d like to review ...

1.  How to follow up ... when you’ve had a conversation 2.  How to follow up ... when you get a trigger event 3.  How to follow up ... when you have no meeting




1. How to follow up ... when you’ve had a conversation




Have you ever walked out of a meeting where ...





The client is hanging on your every word.





The client is hanging on your every word. They were finishing your sentences.





The client is hanging on your every word. They were finishing your sentences. They didn’t flinch at the price.




You’re already deciding how you’ll spend the commission check.




Fast forward three months ...





They aren’t returning your

calls.






calls.

They’re not responding to your emails.






calls.

They’re not responding to your emails.

You feel like you’re reaching out to an

empty void.




That’s because you made the number one mistake – the fact that you had to write a follow

up email in the first place.




When concluding a call, use 5-10 minutes to ...

ü  Establish if they’re actually interested ü  Establish if I’m talking to a decision maker ü  Establish if they have money ü  Establish the game plan for the sale ü  Establish what makes sense as the next step




If we don’t set the next call, recover with a “confused” email.

[Name], I’m writing to follow up. I’m not sure what our next step is. Let me know what makes sense as a next step, if any? Thanks for your input. [Signature]

Next step?







Next step?

The objective of this email is to find the next step.







Next step?


You don’t have to hide the fact that you’re following up.







Next step?



This is a clear request. We’re asking if it makes sense to continue. And if it does, how.







Next step?



This is a clear request. We’re asking if it makes sense to continue. And if it does, how.

This is a key phrase. Since

you gently push back, the person is more likely to

respond.






But you may need a more aggressive approach.

[Name], I’m writing to follow up on our last conversation. My boss asked me for an update on your account. I told him I didn’t have one. I’m not sure if it makes sense to continue the conversation. What makes sense as a next step, if any? [Signature]

Update?







Update?

I often substitute "Quick question” or "Next step."







Update?


This creates urgency. People relate to having a boss and needing to provide answers to their questions.







Update?


This creates urgency. People relate to having a boss and needing to provide answers to their questions.

Rather than sell them on what

they should do, I've found that gently pushing

back to get their input works

better.






Key Takeaways

•  Avoid following up all together by setting your next meeting at the end of a call.

•  If you do have to follow up, use a selfless approach where you need help.




Key Takeaways

•  Avoid following up all together by setting your next meeting at the end of a call.

•  If you do have to follow up, use a selfless approach where you need help.

For additional templates, head to breakthroughemail.com/followup


http://breakthroughemail.com/followup



2. How to follow up ... when you get a trigger event




Too many people try following up like this.

Hi Mark, How are you? Last time we chatted, you said I could check-in six months. So – here I am! Wanted to touch base and see if there’s anything I can help you with. Do you have ten minutes to speak tomorrow? I’m available at 10am and 2 pm ET. Let me know what works.

Re: Appropriate person?






But it’s making some major mistakes.



Weak reason – if someone didn’t care 6 months ago, why would they now?









What’s the purpose of the meeting?








Aggressive timetable.


What’s the purpose of the meeting?





We can’t just arbitrarily check-in.

Instead, use a tool (like Signals) to track when your prospect is actually opening and/or clicking your email. That way, if you see a prospect you talked to three weeks ago suddenly clicking on the resources you sent ... you can follow up with additional information relevant to what they're clicking on.






Once you see an email open alert, you can now send this.

Hi John, Last we chatted, you requested that I get in touch in November. I may be a month early, but I figured it’d be worth checking-in. Have you given any additional thought to my proposal? I’d be happy to do a quick review of it on the phone and answer any pending questions. What does your calendar look like to talk?








Although a generic-looking opening, you know that the email has been opened 2-3 times RECENTLY.








You’re catching them when you know your business is top-of-mind.








You’re catching them when you know your business is top-of-mind.

The next step isn’t to force

more info, but to have a quick

catch up.





We could also follow up with website activity.

With the paid version of Signals, you can track website visit alerts. Getting instant notifications unveiling which pages the prospects are viewing on your website can strengthen your follow up in many ways.





These notifications can be used like so -

Hunter, three teammates of yours were looking at our product page this week. I’ve included an example of one below. The product page they’re all viewing is focused on helping reps close deals at an accelerated rate. Do you have 10 minutes to discuss what tools your team has been researching? Would they liked to join the call? If so, how does your calendar look?

Update?







Update?

The email immediately opens with activity or information from the prospect.






Update?


Sending the email when their

team is curious increases the

likelihood they’ll respond.






Update?


There’s visual proof that people from their company are interested.









Update?


There’s visual proof that people from their company are interested.

The next step is relevant to

what they’re researching.








Key Takeaways

•  Don’t mark your calendar with “check-in in three weeks” and reach your prospects when they actually care.

•  Track your emails to identify the right time to follow up.




Key Takeaways

•  Don’t mark your calendar with “check-in in three weeks” and reach your prospects when they actually care.

•  Track your emails to identify the right time to follow up.

Click here to start tracking your emails for free.





3. How to follow up ... when you have no meeting




We were working with a client sending emails like this ...




There is no reason for me to open.

It was packed with problems.



Superficial copy.




Superficial copy.

Why does reader care?




Superficial copy.


Benefit to reader?




Superficial copy.


Need to build on this.

Benefit to reader?




Superficial copy.



Seems impersonal.

Benefit to reader?




Superficial copy.



Seems impersonal. 5 calls-to-action. Just pick one.

Benefit to reader?



We helped them with three key changes:

Re-write emails with customer interviews.

Re-write emails with phrases people respond to.

Send them with Signals to track which get opened.




The resulting email template looked like so.

[Name], I’m writing to follow-up on my email. I didn’t hear back from anyone on the team. If it makes sense to talk, let me know how your calendar looks. If not, who is the appropriate person for me to talk to? Thanks for your help, [Signature]








This is the subject of the original email & the outcome we’re after – finding the right person to talk to.








This is why you’re emailing them.









Your objective is to hear back from someone.










This is where you request they delegate to someone else.










This is your simple, clear, request for a time to talk.

This is where you request they delegate to someone else.





We sent it to 522 contacts ... and saw an 80% response rate.

ü  428 responses ü  58% provided a referral or accepted the meeting ü  23% asked for more information ü  18% were not interested or working with a competitor ü  Only 18% didn’t respond at all




And in the end, we made $4 million in revenue.

522 EMAILS SENT

428 RESPONDED

192 TOOK A MEETING

51 SALES

80%

46%

26%

$4,386,000




Key Takeaways

•  Don’t send lengthy, “here’s everything we’ve got” emails. Focus on the right cold outreach to spark a conversation.




Key Takeaways

•  Don’t send lengthy, “here’s everything we’ve got” emails. Focus on the right cold outreach to spark a conversation.

Click here to read the full story on how we turned these emails into $4 million.


http://bitly.com/SS-BTE-Signals-Blog



Now don’t let your strategy stop here, and try two things.




1. Track which follow up emails get opened most.

Start tracking for free by clicking here.



2. Apply for the Breakthrough Email Pay-Per Lead Program

Go to breakthroughemail.com/leads

We send the emails for your company for free, and schedule meetings on your calendar. You only pay when you get an appointment.



Thank You

Michael Pici Sales Manager,

Signals by HubSpot

Bryan Kreuzburger Founder,

Breakthrough Email

http://bitly.com/SS-BTE-Signals-Pici


5 emails for follow up

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