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What We Learned Sending One Million Cold Emails - Selling For SaaS Startups

Talk I gave at WeWork in Austin

Sending cold emails is the quickest way to grow any agency or startup that sells to businesses. However, sending cold emails can be tedious.

In this lunch, Alex Berman - Chief Marketing Sumo at InspireBeats, will go over what they learned sending over 1,000,000 cold emails in the last year and how you can use it to grow your company.

Takeaways include:
* What makes the perfect subject line?
* How much personalization is necessary?
* Where are the best places to find leads?

If you need more leads for your SaaS company or agency, check out http://inspirebeats.com

What We Learned Sending One Million Cold Emails - Selling For SaaS Startups

  1. 1. What We Learned Sending 1,000,000 Cold Emails by Alex Berman from
  2. 2. What We’re Going To Talk About
  3. 3. 1. The Imbalance Within The Lead Gen Industry 5B 0.5MMvs. Mkt Budget Corporations Mkt Budget SMBs
  4. 4. 2. The Results We Got List of 91 Leads we found in less than 15 minutes.
  5. 5. 3. The System We’re Using Email took 4 minutes to write (incl. research). Got a positive reply in 8 hours.
  6. 6. 4. How You Can Get The Same Results Us You Our Clients Your Clients
  7. 7. What’s The Problem?
  8. 8. 1. Billions Spent on Lead Gen Since 2011 Verizon is spending over $1.5Bn on lead generation. Every year. Source: Investopedia
  9. 9. And They’re Not Alone... All industry leaders have multi-billion lead gen budgets. Source: Vital Content Marketing
  10. 10. 2. Low ROI from Lead Gen Total Fail. Ignored. Source: Neil Patel ~ $70 Avg.
  11. 11. What Happens To Everyone That Does NOT Have Billions To Invest?
  12. 12. 10% - Avg. Marketing Budget “Companies spend on average 10.2% of their annual revenue on overall marketing.” Source: Gartner Research
  13. 13. $5M - Avg. Annual Revenue “The average annual revenue of a small business with a website is $5.03 million.” Source: Entrepreneur.com
  14. 14. $40K/Month For Sales & Mkt “That’s not even remotely close to what the big dogs have.” Source: Common Sense
  15. 15. There Must Be A Better Way... This drove us to find answers.
  16. 16. So What’s The Solution?
  17. 17. Cold Emails Took 4 minutes to write. Got a response in 35 min. He bought later that day, after an 8 min phone call.
  18. 18. Cold Emails 4 min time + $0 invested = $350 / month
  19. 19. That’s a 3,900% ROI Source: Patrick Tripp of Adobe Cold Emails
  20. 20. Why Listen To Us?
  21. 21. Over 1,000,000 Emails Sent
  22. 22. How Do We Know This Works?
  23. 23. Over $20,000,000 worth of leads generated in 1 year. All from emails sent to people we’ve never met.
  24. 24. The Exact System We Use
  25. 25. a) The simpler the better. b) Interesting from the client’s POV. Interesting Subject Lines Mark’s company develops software.
  26. 26. This makes or breaks the entire sale. Outstanding First Paragraph
  27. 27. Quick Tip: How To Do Research In 2 mins
  28. 28. Find out if they’re a good fit Source: wework.com
  29. 29. Find something personal Get Miguel’s interest by mentioning his interview.
  30. 30. You can get this down to just 2 minutes per lead. That’s 30 leads / hour or over 200 in 1 work day. If you use our system, you’ll get at least a 10% conversion, which leads to 20 interested leads a day. Research & Results
  31. 31. Now Back To The System...
  32. 32. Fact: Professionals already receive 10s or even 100s of emails daily. Help Them Respond To YOU 72 Emails received on December 8th.
  33. 33. Write short, personalized, and concise emails with a very easy CTA. Be The Exception Positive response within 3 hours. Same Ryan as before.
  34. 34. If you get a conversation going, it means they’re interested Yes/No Questions Work Best Make them say “Yes!” Tell them what to do.and
  35. 35. What Happens When They Don’t Respond To The First Email?
  36. 36. Use Different Mediums Email #1 Day 1: Day 2: Follow Favorite / Retweet View Email #2 Day 5: Add 2 mins 1 mins 2 mins Total: 5 mins
  37. 37. What Happens When They Don’t Respond… At all…
  38. 38. Set a monthly recurring reminder Day 7: Monthly: Follow Do this for how long? Until you get a Yes/No answer. 1 min 2 mins Keep Asking Send 1 follow-up email / month We’ve closed sales even after 7 months. Total time invested: 18 minutes
  39. 39. How To Know What Works Best For You, Specifically?
  40. 40. Use tools like Yesware that help you figure out what works and what doesn’t. What to test: Always Test - subject lines - intro sentences - send times - PS
  41. 41. 3 Productivity Tools To Lower Your Time / Email
  42. 42. All 3 Are Google Sheets Add- ons
  43. 43. Allows you to make similar changes to any number of cells. Eg: - Make all lowercase - Capitalize first letters - Replace accented characters Power Tools
  44. 44. Generates one new column per word from the selected cells. Split Names
  45. 45. Helps you add information from cells to drafted gmail emails and send off up to 2000 in a day. Yet Another Mail Merge After installing the addon, click this button to find out how to use the tool.
  46. 46. Let’s Recap That Fast
  47. 47. 1. Interesting subject line 2. Outstanding first paragraph (incl. research) 3. Yes/No Question + CTA 4. If they don’t respond: Use different mediums 5. If that doesn’t work: Set reminder + Send monthly emails 6. Constantly improve by testing The Exact System We Use
  48. 48. What Now?
  49. 49. 1. Interesting subject line 2. Outstanding first paragraph (incl. research) 3. Yes/No Question + CTA 4. If they don’t respond: Use different mediums 5. If that doesn’t work: Send monthly emails 6. Constantly improve by testing You can... Do it yourself 1. Interesting subject line 2. Outstanding first paragraph (incl. research) 3. Yes/No Question + CTA 4. If they don’t respond: Use different mediums 5. If that doesn’t work: Send monthly emails 6. Constantly improve by testing Have us do it for youOR Starting at $349/mo. For 110 Qualified Leads or $699 for Outreach
  50. 50. Any Questions?
  51. 51. Alex Berman Chief Marketing Sumo @ InspireBeats Cell: (972) 922-9817 Mail: alex@inspirebeats.com Twitter: @alxberman Contact Info

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