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How To Avoid Sending Selfish "Just Checking In" Follow Up Emails
 

How To Avoid Sending Selfish "Just Checking In" Follow Up Emails

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    How To Avoid Sending Selfish "Just Checking In" Follow Up Emails How To Avoid Sending Selfish "Just Checking In" Follow Up Emails Presentation Transcript

    • How to Avoid Sending “Just Checking In” Follow Up Emails Selfish
    • www.getsignals.com We’ve all done it.
    • www.getsignals.com We’re desperate to hit quota.
    • www.getsignals.com We’re desperate to hit quota. We’re pining for that extra commission.
    • www.getsignals.com We’re desperate to hit quota. We’re pining for that extra commission. We’re lost on how to re-connect prospects.
    • So we send the dreadful “Just Checking In” email.
    • So we send the dreadful “Just Checking In” email. But this is selfish.
    • www.getsignals.com Let’s define why. 1.  Used by a sales rep who is trying to get in touch with a prospect and book a call. 2.  A desperate attempt to say, “Hey! I’m still here! Update me on how you’re interested in doing business together!” Email Type Lazy, asleep on the job, interruptive, disturb, annoying Synonyms Just Checking-In Email
    • www.getsignals.com Our prospects must believe that we care about them, their challenges, and their goals before they'll be interested in hearing about us. “ ”PETE CAPUTA VP OF SALES, HUBSPOT
    • www.getsignals.com Let’s de-construct why this email is selfish & useless.
    • www.getsignals.com Hi Mark, How are you? Just wanted to check-in and see if there’s anything I can help you with. Per our conversation on the 16th, I wanted to see if you confirmed the date that your current systems migration is going to be completely done by. Do you have ten minutes this afternoon to speak? Let me know what works. Best, John Completely generic-opening. No personalization to your relationship with prospect.
    • www.getsignals.com Hi Mark, How are you? Just wanted to check-in and see if there’s anything I can help you with. Per our conversation on the 16th, I wanted to see if you confirmed the date that your current systems migration is going to be completely done by. Do you have ten minutes this afternoon to speak? Let me know what works. Best, John Completely generic-opening. No personalization to your relationship with prospect. You admit you’re checking-in for the sake of checking-in, and have no real value add.
    • www.getsignals.com Hi Mark, How are you? Just wanted to check-in and see if there’s anything I can help you with. Per our conversation on the 16th, I wanted to see if you confirmed the date that your current systems migration is going to be completely done by. Do you have ten minutes this afternoon to speak? Let me know what works. Best, John Completely generic-opening. No personalization to your relationship with prospect. You admit you’re checking-in for the sake of checking-in, and have no real value add. You are asking the prospect for information rather than giving them information.
    • www.getsignals.com Hi Mark, How are you? Just wanted to check-in and see if there’s anything I can help you with. Per our conversation on the 16th, I wanted to see if you confirmed the date that your current systems migration is going to be completely done by. Do you have ten minutes this afternoon to speak? Let me know what works. Best, John Completely generic-opening. No personalization to your relationship with prospect. You admit you’re checking-in for the sake of checking-in, and have no real value add. You are asking the prospect for information rather than giving them information. You end with a generic call-to- action, rather than giving a specific next step.
    • www.getsignals.com So, we see three key ways to drastically improve these check-in emails. LINKEDIN GROUPSGOOGLE ALERTS SIGNALS ALERTS
    • www.getsignals.com Set up a Google Alert. Set a custom Google Alert for your prospect's company name, competition, and industry keywords. That way, Google will search the web and instantly email alert you when new content on the web matches your search. You can then use this trigger event to customize your follow up email with a focus on the actual prospect.
    • www.getsignals.com Engage in LinkedIn Groups. Find a LinkedIn Group that discusses the industry your prospect is a part of. You'll find niche groups sharing niche content for your prospect's niche industry. That provides you with an actual reason to follow up with your prospect.
    • www.getsignals.com Salespeople need to use their LinkedIn accounts as a resource, and not a resume. Internally at LinkedIn, we call that 'Resume to Reputation.' It’s really about the transformation in how you use your online persona, building your reputation and becoming that brand that draws people in. “ ”KOKA SEXTON SENIOR SOCIAL MARKETING MANAGER, LINKEDIN
    • www.getsignals.com Track your emails. Rather than checking-in arbitrarily, use a tool 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 is suddenly clicking on the resources you sent ... you can follow up with additional information relevant to what they're clicking on.
    • www.getsignals.com Track your emails. Rather than checking-in arbitrarily, use a tool 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 is suddenly clicking on the resources you sent ... you can follow up with additional information relevant to what they're clicking on. Try  tracking  for  free  with  Signals  
    • www.getsignals.com Now, let’s look at a new and improved follow up email.
    • www.getsignals.com Hi Mark, Have you come across the “Information Security Community?” Check the group out: [link] From our last discussion this group looks to be filled with your target prospects that could ensure you reach your Q4 sales target. Some of the challenges expressed in the group are problems your team helps solve. What’s the best way to get on your calendar for 15 tomorrow? I’ll show you the playbook on how to drive revenue from this group. John Personalized opening that is specifically about prospect’s interests.
    • www.getsignals.com Hi Mark, Have you come across the “Information Security Community?” Check the group out: [link] From our last discussion this group looks to be filled with your target prospects that could ensure you reach your Q4 sales target. Some of the challenges expressed in the group are problems your team helps solve. What’s the best way to get on your calendar for 15 tomorrow? I’ll show you the playbook on how to drive revenue from this group. John Personalized opening that is specifically about prospect’s interests. A link directly to a valuable resource for the prospect’s to learn more.
    • www.getsignals.com Hi Mark, Have you come across the “Information Security Community?” Check the group out: [link] From our last discussion this group looks to be filled with your target prospects that could ensure you reach your Q4 sales target. Some of the challenges expressed in the group are problems your team helps solve. What’s the best way to get on your calendar for 15 tomorrow? I’ll show you the playbook on how to drive revenue from this group. John Personalized opening that is specifically about prospect’s interests. A link directly to a valuable resource for the prospect’s to learn more. A clear reasoning for your email that is tied to prospect’s business goals.
    • www.getsignals.com Hi Mark, Have you come across the “Information Security Community?” Check the group out: [link] From our last discussion this group looks to be filled with your target prospects that could ensure you reach your Q4 sales target. Some of the challenges expressed in the group are problems your team helps solve. What’s the best way to get on your calendar for 15 tomorrow? I’ll show you the playbook on how to drive revenue from this group. John Personalized opening that is specifically about prospect’s interests. A link directly to a valuable resource for the prospect’s to learn more. A clear reasoning for your email that is tied to prospect’s business goals. A clear next-step that focuses on you helping the prospect, not the other way around.
    • www.getsignals.com Better, right? Let’s finish by revamping 3 checking-in emails.
    • www.getsignals.com Hi Andrew, Happy Friday! I hope you have some good weekend plans. I was going back through my notes and I see that you were going to connect with your president Catherine yesterday to determine if setting up an executive presentation was possible. What’s the best way to get you both on the calendar? Best, John
    • www.getsignals.com Hi Andrew, Happy Friday! I hope you have some good weekend plans. I was going back through my notes and I see that you were going to connect with your president Catherine yesterday to determine if setting up an executive presentation was possible. What’s the best way to get you both on the calendar? Best, John Andrew, Google alerted me that Massive Steel picked-up a large contract with the Canadian Government. We discussed Massive Steel’s web presence in comparison to yours earlier this month. Does your team think their web presence had an impact on helping them secure the deal? Last quarter we had several clients run a new style email campaign that provided a significant increase in leads for their sales team. It’s straight forward and after our discussions, I’m confident you have the resources to make it work. When can we connect for 15 minutes to cover how you can kick-off the campaign? Use a Google Alert.
    • www.getsignals.com Hi Mark, How are you? Just wanted to check-in and see if there’s anything I can help you with. Per our conversation on the 16th, I wanted to see if you confirmed the date that your current systems migration is going to be completely done by. Do you have ten minutes this afternoon to speak? Let me know what works. Best, John
    • www.getsignals.com Hi Mark, How are you? Just wanted to check-in and see if there’s anything I can help you with. Per our conversation on the 16th, I wanted to see if you confirmed the date that your current systems migration is going to be completely done by. Do you have ten minutes this afternoon to speak? Let me know what works. Best, John Hi Mark, Have you come across the “Information Security Community?” Check the group out: [link] From our last discussion this group looks to be filled with your target prospects that could ensure you reach your Q4 sales target. Some of the challenges expressed in the group are problems your team helps solve. What’s the best way to get on your calendar for 15 tomorrow? I’ll show you the playbook on how to drive revenue from this group. John Use a LinkedIn Group.
    • www.getsignals.com Hunter, How’s it going? You mentioned at the end of our last call that the start of Q3 would be a great time to reach out. Do you have 20 minutes on Thursday to reconnect? Best, John
    • www.getsignals.com Hunter, How’s it going? You mentioned at the end of our last call that the start of Q3 would be a great time to reach out. Do you have 20 minutes on Thursday to reconnect? Best, John Hi Hunter, Hunter, three teammates of yours were looking at our products page this week. I’ve included a screenshot below. The page they are all viewing is focused on helping reps close deals at an accelerated rate. Do you have 10 minutes Monday or Tuesday to discuss the tools your team has been researching? Use a Signals notification.
    • www.getsignals.com So, start sending and tracking valuable follow up emails to see what works best for you.
    • www.getsignals.com Signals is a free tool that shows who has opened and clicked your emails. These notifications can be received instantly on desktop or mobile – so you know which follow up emails are performing best. Click  to  try  Signals  today.     And use Signals to do it for free.
    • www.getsignals.com Anum Hussain GROWTH MARKETER, SIGNALS BY HUBSPOT @anum John Sherer SENIOR SALES REP HUBSPOT @JohnSherer