SlideShare a Scribd company logo

Build Email Drip Campaigns that Convert Sales

SalesScripter
SalesScripter
SalesScripterFounder and CEO, SalesScripter at SalesScripter

When we hear the prospect say “No”, it can often be the case that the prospect is not saying, “No, never”. More so, they are really saying “No, not right now”. This is because prospects are often not ready to purchase at the exact moment when you get in front of them. This is not a result of your product or your pitch. It is just tough to time it perfectly right. With that being the case, you should not completely walk away from a lot of the prospects that say “no”. What you need to do is find a way to stay fresh in the prospect’s mind so that you can be at the top of their list when it is time to move forward and make a purchase.

Build Email Drip Campaigns that Convert Sales

1 of 28
Download to read offline
Build Email Drip Campaigns that Convert Sales
Michael Halper
Founder and CEO
SalesScripter
What is a drip campaign?
An automated email
marketing campaign that
sends a number of emails
to a prospect over a
period of time
Why Email Drip?
• “No” is usually “No, not right now”
• Need a way to be at the top of mind when the
“No” becomes a “Yes”
• It is difficult to time it perfectly so that you are in
front of your prospect exactly when they need
you
• It is also difficult to share all the information that
you want to communicate at one time
Email Marketing List
Step 1: Gather / Collect Email Addresses
Current Systems
• CRM
• Accounting
• Email accounts
Purchased Lists
• LeadFerret
• SalesGenie
• ZoomInfo
Web Traffic
• Call-to-action,Opt-in
form, Landing page
• Pay-Per-Click, SEO
Social Media
• Export connections
• LinkedIn
• Facebook
Phone Prospecting
• Email addresses from
target contacts
Step 2: Segment Your List
Suspects
Targeted prospects that
are being pursued but
have not actively
engaged, don’t know
who you are
Examples
• Purchased lists
• Someone found on
social media
Prospects
Contacts that know who
you are and may have a
fit and/or interest
Examples
• Email opt-in
• Had one
conversation
• Had a meetings
• Requested
information
• Inbound lead
• Qualified
leads/opportunities in
pipeline
Clients /
Customers
Currently purchasing
products and services
Subcategory
Can include a subcategory
for Past Clients that
includes clients that you
have done business with
in the past or customers
that cancel services
Referral
Partners
Contacts that would not
likely buy from you but
could refer business
Examples
• Friends
• Family
• Individuals in similar
field/role
• Competitors
Step 3: Develop Content
Prospect-Focused
(Them)
Best practices /Tips
• How to do something the best way
• How to make improvements
• How to solve common problems
Examples
• Articles, blog posts, whitepapers, videos, ebooks,
etc.
Developing this Content
• Look at the value that your products and services
offer
• Look at the pain that you offer
• Create content aligned with those points
• Deliver that content or previews of the content
through the emails
Product-Focused
(You)
Product Info
• FAQ answers, common objection responses,
promotions, differentiation, product updates and
announcements, detailed product info
Company Info
• Company facts, case studies,
Developing this Content
• Brainstorm FAQs and develop answers
• Brainstorm common objections and develop
responses
• Write about some customer success examples

Recommended

[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements[Webinar] Make Small Talk Track Changes - See Big Sales Iimprovements
[Webinar] Make Small Talk Track Changes - See Big Sales IimprovementsSalesScripter
 
How to Become a Better Closer
How to Become a Better CloserHow to Become a Better Closer
How to Become a Better CloserSalesScripter
 
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.SalesScripter
 
Building Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing CampaignsBuilding Buyer Persona Based Sales and Marketing Campaigns
Building Buyer Persona Based Sales and Marketing CampaignsSalesScripter
 
How to Be an Awesome Networker
How to Be an Awesome NetworkerHow to Be an Awesome Networker
How to Be an Awesome NetworkerSalesScripter
 
Sell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from BadSell More by Screening the Good Prospects from Bad
Sell More by Screening the Good Prospects from BadSalesScripter
 
How to Immediately Become a Better Closer
How to Immediately Become a Better CloserHow to Immediately Become a Better Closer
How to Immediately Become a Better CloserSalesScripter
 
Finding Prospect Pain
Finding Prospect PainFinding Prospect Pain
Finding Prospect PainSalesScripter
 

More Related Content

What's hot

How to teach salespeople to always ask the right questions
How to teach salespeople to always ask the right questionsHow to teach salespeople to always ask the right questions
How to teach salespeople to always ask the right questionsSalesScripter
 
How to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsHow to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsSalesScripter
 
How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2SalesScripter
 
How to Use Voicemail as a Sales Prospecting Tool
How to Use Voicemail as a Sales Prospecting ToolHow to Use Voicemail as a Sales Prospecting Tool
How to Use Voicemail as a Sales Prospecting ToolSalesScripter
 
How to Build and Maintain Mental Strength
How to Build and Maintain Mental StrengthHow to Build and Maintain Mental Strength
How to Build and Maintain Mental StrengthSalesScripter
 
How to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessHow to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessSalesScripter
 
Onboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultOnboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultSalesScripter
 
How to Consistently Get Around Gatekeepers When B2B Cold Calling
How to Consistently Get Around Gatekeepers When B2B Cold CallingHow to Consistently Get Around Gatekeepers When B2B Cold Calling
How to Consistently Get Around Gatekeepers When B2B Cold CallingSalesScripter
 
How to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold CallingHow to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold CallingSalesScripter
 
10 Tips for How to Build More Rapport with Sales Prospects
10 Tips for How to Build More Rapport with Sales Prospects10 Tips for How to Build More Rapport with Sales Prospects
10 Tips for How to Build More Rapport with Sales ProspectsSalesScripter
 
How to Make Hiring a Virtual Sales Assistant Easy and Affordable
How to Make Hiring a Virtual Sales Assistant Easy and AffordableHow to Make Hiring a Virtual Sales Assistant Easy and Affordable
How to Make Hiring a Virtual Sales Assistant Easy and AffordableSalesScripter
 
Does Cold Calling Still Work?
Does Cold Calling Still Work?Does Cold Calling Still Work?
Does Cold Calling Still Work?SalesScripter
 
How to Effectively Manage the Sales Process
How to Effectively Manage the Sales ProcessHow to Effectively Manage the Sales Process
How to Effectively Manage the Sales ProcessSalesScripter
 
How to Get Prospects on the Phone
How to Get Prospects on the PhoneHow to Get Prospects on the Phone
How to Get Prospects on the PhoneSalesScripter
 
How to build a value proposition that generates leads
How to build a value proposition that generates leadsHow to build a value proposition that generates leads
How to build a value proposition that generates leadsSalesScripter
 
How to Have Awesome First Appointments with Prospects
How to Have Awesome First Appointments with ProspectsHow to Have Awesome First Appointments with Prospects
How to Have Awesome First Appointments with ProspectsSalesScripter
 
How to consistently get around sales objections
How to consistently get around sales objectionsHow to consistently get around sales objections
How to consistently get around sales objectionsSalesScripter
 
How to improve your control over the sales process
How to improve your control over the sales processHow to improve your control over the sales process
How to improve your control over the sales processSalesScripter
 
How to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasyHow to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasySalesScripter
 
10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at SalesSalesScripter
 

What's hot (20)

How to teach salespeople to always ask the right questions
How to teach salespeople to always ask the right questionsHow to teach salespeople to always ask the right questions
How to teach salespeople to always ask the right questions
 
How to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate LeadsHow to Use Prospect Pain to Generate Leads
How to Use Prospect Pain to Generate Leads
 
How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2How to operate in a world where prospects dont answer the phone2
How to operate in a world where prospects dont answer the phone2
 
How to Use Voicemail as a Sales Prospecting Tool
How to Use Voicemail as a Sales Prospecting ToolHow to Use Voicemail as a Sales Prospecting Tool
How to Use Voicemail as a Sales Prospecting Tool
 
How to Build and Maintain Mental Strength
How to Build and Maintain Mental StrengthHow to Build and Maintain Mental Strength
How to Build and Maintain Mental Strength
 
How to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up ProcessHow to Effectively Manage the Sales Lead Follow-Up Process
How to Effectively Manage the Sales Lead Follow-Up Process
 
Onboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So DifficultOnboarding New Sales Resources Doesn't Need to be So Difficult
Onboarding New Sales Resources Doesn't Need to be So Difficult
 
How to Consistently Get Around Gatekeepers When B2B Cold Calling
How to Consistently Get Around Gatekeepers When B2B Cold CallingHow to Consistently Get Around Gatekeepers When B2B Cold Calling
How to Consistently Get Around Gatekeepers When B2B Cold Calling
 
How to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold CallingHow to Get Prospects to Answer the Phone When Cold Calling
How to Get Prospects to Answer the Phone When Cold Calling
 
10 Tips for How to Build More Rapport with Sales Prospects
10 Tips for How to Build More Rapport with Sales Prospects10 Tips for How to Build More Rapport with Sales Prospects
10 Tips for How to Build More Rapport with Sales Prospects
 
How to Make Hiring a Virtual Sales Assistant Easy and Affordable
How to Make Hiring a Virtual Sales Assistant Easy and AffordableHow to Make Hiring a Virtual Sales Assistant Easy and Affordable
How to Make Hiring a Virtual Sales Assistant Easy and Affordable
 
Does Cold Calling Still Work?
Does Cold Calling Still Work?Does Cold Calling Still Work?
Does Cold Calling Still Work?
 
How to Effectively Manage the Sales Process
How to Effectively Manage the Sales ProcessHow to Effectively Manage the Sales Process
How to Effectively Manage the Sales Process
 
How to Get Prospects on the Phone
How to Get Prospects on the PhoneHow to Get Prospects on the Phone
How to Get Prospects on the Phone
 
How to build a value proposition that generates leads
How to build a value proposition that generates leadsHow to build a value proposition that generates leads
How to build a value proposition that generates leads
 
How to Have Awesome First Appointments with Prospects
How to Have Awesome First Appointments with ProspectsHow to Have Awesome First Appointments with Prospects
How to Have Awesome First Appointments with Prospects
 
How to consistently get around sales objections
How to consistently get around sales objectionsHow to consistently get around sales objections
How to consistently get around sales objections
 
How to improve your control over the sales process
How to improve your control over the sales processHow to improve your control over the sales process
How to improve your control over the sales process
 
How to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments EasyHow to Make Setting B2B Appointments Easy
How to Make Setting B2B Appointments Easy
 
10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales10 Things to Do When You Feel Like You Suck at Sales
10 Things to Do When You Feel Like You Suck at Sales
 

Viewers also liked

How to Become a Consultative Salesperson
How to Become a Consultative SalespersonHow to Become a Consultative Salesperson
How to Become a Consultative SalespersonSalesScripter
 
How to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolHow to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolSalesScripter
 
Mind map to slide: non-linear way in making slides
Mind map to slide: non-linear way in making slidesMind map to slide: non-linear way in making slides
Mind map to slide: non-linear way in making slidesDasapta Erwin Irawan
 
Mind Map Templates by Creately
Mind Map Templates by CreatelyMind Map Templates by Creately
Mind Map Templates by CreatelyCreately
 
Raptivity Launching ‘Raptivity Evolve’ Mind Map. Why Should Instructional Des...
Raptivity Launching ‘Raptivity Evolve’ Mind Map. Why Should Instructional Des...Raptivity Launching ‘Raptivity Evolve’ Mind Map. Why Should Instructional Des...
Raptivity Launching ‘Raptivity Evolve’ Mind Map. Why Should Instructional Des...Raptivity
 
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal Prospect
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal ProspectSales Prospecting 101 - Module 3: How to Hone in on Your Ideal Prospect
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal ProspectSalesScripter
 
Developing a Killer Lead Nurturing Strategy
Developing a Killer Lead Nurturing StrategyDeveloping a Killer Lead Nurturing Strategy
Developing a Killer Lead Nurturing StrategyGreenRope
 
How to Perform the Perfect Takeaway
How to Perform the Perfect TakeawayHow to Perform the Perfect Takeaway
How to Perform the Perfect TakeawaySalesScripter
 

Viewers also liked (10)

How to Become a Consultative Salesperson
How to Become a Consultative SalespersonHow to Become a Consultative Salesperson
How to Become a Consultative Salesperson
 
How to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting ToolHow to Effectively Use LinkedIn as a Sales Prospecting Tool
How to Effectively Use LinkedIn as a Sales Prospecting Tool
 
Mind map to slide: non-linear way in making slides
Mind map to slide: non-linear way in making slidesMind map to slide: non-linear way in making slides
Mind map to slide: non-linear way in making slides
 
Map Your MIInd
Map Your MIIndMap Your MIInd
Map Your MIInd
 
Cartes mind map
Cartes mind mapCartes mind map
Cartes mind map
 
Mind Map Templates by Creately
Mind Map Templates by CreatelyMind Map Templates by Creately
Mind Map Templates by Creately
 
Raptivity Launching ‘Raptivity Evolve’ Mind Map. Why Should Instructional Des...
Raptivity Launching ‘Raptivity Evolve’ Mind Map. Why Should Instructional Des...Raptivity Launching ‘Raptivity Evolve’ Mind Map. Why Should Instructional Des...
Raptivity Launching ‘Raptivity Evolve’ Mind Map. Why Should Instructional Des...
 
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal Prospect
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal ProspectSales Prospecting 101 - Module 3: How to Hone in on Your Ideal Prospect
Sales Prospecting 101 - Module 3: How to Hone in on Your Ideal Prospect
 
Developing a Killer Lead Nurturing Strategy
Developing a Killer Lead Nurturing StrategyDeveloping a Killer Lead Nurturing Strategy
Developing a Killer Lead Nurturing Strategy
 
How to Perform the Perfect Takeaway
How to Perform the Perfect TakeawayHow to Perform the Perfect Takeaway
How to Perform the Perfect Takeaway
 

Similar to Build Email Drip Campaigns that Convert Sales

More Sales Prospects in Less Time and More Profits
More Sales Prospects in Less Time and More ProfitsMore Sales Prospects in Less Time and More Profits
More Sales Prospects in Less Time and More ProfitsCraig Klein
 
B2B Content Strategy - Matt Heinz
B2B Content Strategy - Matt HeinzB2B Content Strategy - Matt Heinz
B2B Content Strategy - Matt HeinzPSAMA
 
How to Use Webinars to Educate and Build Trust at Scale
How to Use Webinars to Educate and Build Trust at ScaleHow to Use Webinars to Educate and Build Trust at Scale
How to Use Webinars to Educate and Build Trust at ScaleBoca Raton HubSpot User Group
 
HubSpot User Group Stockholm - Inbound Campaign
HubSpot User Group Stockholm - Inbound CampaignHubSpot User Group Stockholm - Inbound Campaign
HubSpot User Group Stockholm - Inbound CampaignNikita Smits
 
5 steps to an email campaign that converts
5 steps to an email campaign that converts5 steps to an email campaign that converts
5 steps to an email campaign that convertsUnbounce
 
Howtorunaninboundcampaign hug helsinki nikita
Howtorunaninboundcampaign hug helsinki nikitaHowtorunaninboundcampaign hug helsinki nikita
Howtorunaninboundcampaign hug helsinki nikitaNikita Smits
 
From e newsletters to email marketing that drives sales
From e newsletters to email marketing that drives salesFrom e newsletters to email marketing that drives sales
From e newsletters to email marketing that drives salesCraig Klein
 
Automatic Sales Lead Generation Machine
Automatic Sales Lead Generation MachineAutomatic Sales Lead Generation Machine
Automatic Sales Lead Generation MachineCraig Klein
 
HubSpot User Group Paris - Apil 2014 Meeting - How To Run An Inbound Campaign
HubSpot User Group Paris - Apil 2014 Meeting - How To Run An Inbound CampaignHubSpot User Group Paris - Apil 2014 Meeting - How To Run An Inbound Campaign
HubSpot User Group Paris - Apil 2014 Meeting - How To Run An Inbound CampaignNikita Smits
 
Sales Ready Lead Starter Kit
Sales Ready Lead Starter KitSales Ready Lead Starter Kit
Sales Ready Lead Starter KitCraig Klein
 
Content and Email Marketing: Startup Institute Boston Fall 2015
Content and Email Marketing: Startup Institute Boston Fall 2015Content and Email Marketing: Startup Institute Boston Fall 2015
Content and Email Marketing: Startup Institute Boston Fall 2015Lena Prickett
 
How to Run an Inbound Campaign
How to Run an Inbound CampaignHow to Run an Inbound Campaign
How to Run an Inbound CampaignNikita Smits
 
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
#INBOUND13 - Harnessing the Power of Segmentation for Marketing ResultsEllie Mirman
 
How to Increase Sales With Email and Newsletters
How to Increase Sales With Email and NewslettersHow to Increase Sales With Email and Newsletters
How to Increase Sales With Email and NewslettersRightOnNoBullMarketing
 
Presentation power hour 14 how to drive customers to your website
Presentation power hour 14   how to drive customers to your website  Presentation power hour 14   how to drive customers to your website
Presentation power hour 14 how to drive customers to your website TheoRuby
 
Why Spray and Pray Isn’t Cutting it Anymore
Why Spray and Pray Isn’t Cutting it AnymoreWhy Spray and Pray Isn’t Cutting it Anymore
Why Spray and Pray Isn’t Cutting it AnymoreAct-On Software
 
Manufacturers need to sell, too!
Manufacturers need to sell, too!Manufacturers need to sell, too!
Manufacturers need to sell, too!Brad Tornberg
 

Similar to Build Email Drip Campaigns that Convert Sales (20)

More Sales Prospects in Less Time and More Profits
More Sales Prospects in Less Time and More ProfitsMore Sales Prospects in Less Time and More Profits
More Sales Prospects in Less Time and More Profits
 
7 digital marketing
7  digital marketing7  digital marketing
7 digital marketing
 
Advisor's Modern Marketing Challenge
Advisor's Modern Marketing ChallengeAdvisor's Modern Marketing Challenge
Advisor's Modern Marketing Challenge
 
B2B Content Strategy - Matt Heinz
B2B Content Strategy - Matt HeinzB2B Content Strategy - Matt Heinz
B2B Content Strategy - Matt Heinz
 
Traction Notes
Traction NotesTraction Notes
Traction Notes
 
How to Use Webinars to Educate and Build Trust at Scale
How to Use Webinars to Educate and Build Trust at ScaleHow to Use Webinars to Educate and Build Trust at Scale
How to Use Webinars to Educate and Build Trust at Scale
 
HubSpot User Group Stockholm - Inbound Campaign
HubSpot User Group Stockholm - Inbound CampaignHubSpot User Group Stockholm - Inbound Campaign
HubSpot User Group Stockholm - Inbound Campaign
 
5 steps to an email campaign that converts
5 steps to an email campaign that converts5 steps to an email campaign that converts
5 steps to an email campaign that converts
 
Howtorunaninboundcampaign hug helsinki nikita
Howtorunaninboundcampaign hug helsinki nikitaHowtorunaninboundcampaign hug helsinki nikita
Howtorunaninboundcampaign hug helsinki nikita
 
From e newsletters to email marketing that drives sales
From e newsletters to email marketing that drives salesFrom e newsletters to email marketing that drives sales
From e newsletters to email marketing that drives sales
 
Automatic Sales Lead Generation Machine
Automatic Sales Lead Generation MachineAutomatic Sales Lead Generation Machine
Automatic Sales Lead Generation Machine
 
HubSpot User Group Paris - Apil 2014 Meeting - How To Run An Inbound Campaign
HubSpot User Group Paris - Apil 2014 Meeting - How To Run An Inbound CampaignHubSpot User Group Paris - Apil 2014 Meeting - How To Run An Inbound Campaign
HubSpot User Group Paris - Apil 2014 Meeting - How To Run An Inbound Campaign
 
Sales Ready Lead Starter Kit
Sales Ready Lead Starter KitSales Ready Lead Starter Kit
Sales Ready Lead Starter Kit
 
Content and Email Marketing: Startup Institute Boston Fall 2015
Content and Email Marketing: Startup Institute Boston Fall 2015Content and Email Marketing: Startup Institute Boston Fall 2015
Content and Email Marketing: Startup Institute Boston Fall 2015
 
How to Run an Inbound Campaign
How to Run an Inbound CampaignHow to Run an Inbound Campaign
How to Run an Inbound Campaign
 
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
#INBOUND13 - Harnessing the Power of Segmentation for Marketing Results
 
How to Increase Sales With Email and Newsletters
How to Increase Sales With Email and NewslettersHow to Increase Sales With Email and Newsletters
How to Increase Sales With Email and Newsletters
 
Presentation power hour 14 how to drive customers to your website
Presentation power hour 14   how to drive customers to your website  Presentation power hour 14   how to drive customers to your website
Presentation power hour 14 how to drive customers to your website
 
Why Spray and Pray Isn’t Cutting it Anymore
Why Spray and Pray Isn’t Cutting it AnymoreWhy Spray and Pray Isn’t Cutting it Anymore
Why Spray and Pray Isn’t Cutting it Anymore
 
Manufacturers need to sell, too!
Manufacturers need to sell, too!Manufacturers need to sell, too!
Manufacturers need to sell, too!
 

More from SalesScripter

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsSalesScripter
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call BusinessesSalesScripter
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond SalesScripter
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales MessageSalesScripter
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallSalesScripter
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless ServicesSalesScripter
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenSalesScripter
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionSalesScripter
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling SalesScripter
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSalesScripter
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersSalesScripter
 
How to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingHow to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingSalesScripter
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsSalesScripter
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsSalesScripter
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessSalesScripter
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationSalesScripter
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutSalesScripter
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategySalesScripter
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleSalesScripter
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToSalesScripter
 

More from SalesScripter (20)

How to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales SystemsHow to Get Around Sales Objection | The SMART Sales Systems
How to Get Around Sales Objection | The SMART Sales Systems
 
How to Cold Call Businesses
How to Cold Call BusinessesHow to Cold Call Businesses
How to Cold Call Businesses
 
Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond Common Cold Call Objections and How to Respond
Common Cold Call Objections and How to Respond
 
How to Create a Sales Message
How to Create a Sales MessageHow to Create a Sales Message
How to Create a Sales Message
 
How to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold CallHow to Use a Value Prop on a Cold Call
How to Use a Value Prop on a Cold Call
 
Cold Call for Wireless Services
Cold Call for Wireless ServicesCold Call for Wireless Services
Cold Call for Wireless Services
 
Worst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever SeenWorst Email Drip Campaign I Have Ever Seen
Worst Email Drip Campaign I Have Ever Seen
 
How to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales ObjectionHow to Respond to the We Already Use Someone Sales Objection
How to Respond to the We Already Use Someone Sales Objection
 
Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling Example of a Recruiter Cold Calling
Example of a Recruiter Cold Calling
 
Sales Script for Business Process Outsourcing
Sales Script for Business Process OutsourcingSales Script for Business Process Outsourcing
Sales Script for Business Process Outsourcing
 
Example of Cold Calling Small Business Owners
Example of Cold Calling Small Business OwnersExample of Cold Calling Small Business Owners
Example of Cold Calling Small Business Owners
 
How to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: ClosingHow to Sell Software to Businesses - Part VII: Closing
How to Sell Software to Businesses - Part VII: Closing
 
How to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: DemonstrationsHow to Sell Software to Businesses - Part VI: Demonstrations
How to Sell Software to Businesses - Part VI: Demonstrations
 
How to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating LeadsHow to Sell Software to Businesses - Part V: Generating Leads
How to Sell Software to Businesses - Part V: Generating Leads
 
How to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales ProcessHow to Sell Software to Businesses - Part IV: Sales Process
How to Sell Software to Businesses - Part IV: Sales Process
 
How to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering InformationHow to Sell Software to Businesses - Gathering Information
How to Sell Software to Businesses - Gathering Information
 
How to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching OutHow to Sell Software to Businesses - Reaching Out
How to Sell Software to Businesses - Reaching Out
 
How to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - StrategyHow to Sell Software to Businesses (Part I) - Strategy
How to Sell Software to Businesses (Part I) - Strategy
 
A Good LinkedIn Outreach Example
A Good LinkedIn Outreach ExampleA Good LinkedIn Outreach Example
A Good LinkedIn Outreach Example
 
How to Respond to What Is This In Regards To
How to Respond to What Is This In Regards ToHow to Respond to What Is This In Regards To
How to Respond to What Is This In Regards To
 

Recently uploaded

HPM Hindustan M-45 (Fungicides) Presentation
HPM Hindustan M-45 (Fungicides) PresentationHPM Hindustan M-45 (Fungicides) Presentation
HPM Hindustan M-45 (Fungicides) PresentationHpm India
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
The Story of Pharis Aboobacker.pptx
The Story of Pharis Aboobacker.pptxThe Story of Pharis Aboobacker.pptx
The Story of Pharis Aboobacker.pptxBhargavi M
 
Eni: fourth quarter and full year 2023 results
Eni: fourth quarter and full year 2023 resultsEni: fourth quarter and full year 2023 results
Eni: fourth quarter and full year 2023 resultsEni
 
Sustainability Roadmap Infographics_final.pdf
Sustainability Roadmap Infographics_final.pdfSustainability Roadmap Infographics_final.pdf
Sustainability Roadmap Infographics_final.pdfJai Babu
 
MM Workshop Feb 2024 One Page Retirement Plan Simplified.pdf
MM Workshop Feb 2024 One Page Retirement Plan Simplified.pdfMM Workshop Feb 2024 One Page Retirement Plan Simplified.pdf
MM Workshop Feb 2024 One Page Retirement Plan Simplified.pdfLogan Parks
 
Database Set Up Basics Bloomerang Academy
Database Set Up Basics Bloomerang AcademyDatabase Set Up Basics Bloomerang Academy
Database Set Up Basics Bloomerang AcademyBloomerang
 
20 types of divergence.pdf
20 types of divergence.pdf20 types of divergence.pdf
20 types of divergence.pdfNana Osae
 
Truths and Myths of Innovation and Entrepreneurship
Truths and Myths of Innovation and EntrepreneurshipTruths and Myths of Innovation and Entrepreneurship
Truths and Myths of Innovation and EntrepreneurshipYannis Charalabidis
 
Introducing Herringbone Collection by Surya Click
Introducing Herringbone Collection by Surya ClickIntroducing Herringbone Collection by Surya Click
Introducing Herringbone Collection by Surya ClickSurya Panel Private Limited
 
New Zealand Franchising Confidence Index | January 2024
New Zealand Franchising Confidence Index | January 2024New Zealand Franchising Confidence Index | January 2024
New Zealand Franchising Confidence Index | January 2024Franchize Consultants
 
The Economic Benefits of Reshoring to Mexico
The Economic Benefits of Reshoring to MexicoThe Economic Benefits of Reshoring to Mexico
The Economic Benefits of Reshoring to MexicoNovaLink
 
HPM Panther (Captan 50% WP) Presentation
HPM Panther (Captan 50% WP) PresentationHPM Panther (Captan 50% WP) Presentation
HPM Panther (Captan 50% WP) PresentationHpm India
 
NADA 2024: Selling Cars on TikTok
NADA 2024: Selling Cars on TikTokNADA 2024: Selling Cars on TikTok
NADA 2024: Selling Cars on TikTokSean Bradley
 
Communications Trends for Fundraising Success in 2024.pdf
Communications Trends for Fundraising Success in 2024.pdfCommunications Trends for Fundraising Success in 2024.pdf
Communications Trends for Fundraising Success in 2024.pdfBloomerang
 
UPDATEDJenkins_Jennifer_EBS_PB1_2023-July.pptx
UPDATEDJenkins_Jennifer_EBS_PB1_2023-July.pptxUPDATEDJenkins_Jennifer_EBS_PB1_2023-July.pptx
UPDATEDJenkins_Jennifer_EBS_PB1_2023-July.pptxJenniferJenkins94
 
New Zealand Franchising Confidence Index | January 2024
New Zealand Franchising Confidence Index | January 2024New Zealand Franchising Confidence Index | January 2024
New Zealand Franchising Confidence Index | January 2024Franchize Consultants
 
Sample Competitors' SWOT Analysis for your SEO Strategy
Sample Competitors' SWOT Analysis for your SEO StrategySample Competitors' SWOT Analysis for your SEO Strategy
Sample Competitors' SWOT Analysis for your SEO StrategyRemar Barquilla
 

Recently uploaded (20)

HPM Hindustan M-45 (Fungicides) Presentation
HPM Hindustan M-45 (Fungicides) PresentationHPM Hindustan M-45 (Fungicides) Presentation
HPM Hindustan M-45 (Fungicides) Presentation
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
The Story of Pharis Aboobacker.pptx
The Story of Pharis Aboobacker.pptxThe Story of Pharis Aboobacker.pptx
The Story of Pharis Aboobacker.pptx
 
Eni: fourth quarter and full year 2023 results
Eni: fourth quarter and full year 2023 resultsEni: fourth quarter and full year 2023 results
Eni: fourth quarter and full year 2023 results
 
Pan Dhoni - Modernizing Data And Analytics using AI.pdf
Pan Dhoni - Modernizing Data And Analytics using AI.pdfPan Dhoni - Modernizing Data And Analytics using AI.pdf
Pan Dhoni - Modernizing Data And Analytics using AI.pdf
 
Sustainability Roadmap Infographics_final.pdf
Sustainability Roadmap Infographics_final.pdfSustainability Roadmap Infographics_final.pdf
Sustainability Roadmap Infographics_final.pdf
 
MM Workshop Feb 2024 One Page Retirement Plan Simplified.pdf
MM Workshop Feb 2024 One Page Retirement Plan Simplified.pdfMM Workshop Feb 2024 One Page Retirement Plan Simplified.pdf
MM Workshop Feb 2024 One Page Retirement Plan Simplified.pdf
 
Database Set Up Basics Bloomerang Academy
Database Set Up Basics Bloomerang AcademyDatabase Set Up Basics Bloomerang Academy
Database Set Up Basics Bloomerang Academy
 
20 types of divergence.pdf
20 types of divergence.pdf20 types of divergence.pdf
20 types of divergence.pdf
 
Truths and Myths of Innovation and Entrepreneurship
Truths and Myths of Innovation and EntrepreneurshipTruths and Myths of Innovation and Entrepreneurship
Truths and Myths of Innovation and Entrepreneurship
 
Introducing Herringbone Collection by Surya Click
Introducing Herringbone Collection by Surya ClickIntroducing Herringbone Collection by Surya Click
Introducing Herringbone Collection by Surya Click
 
New Zealand Franchising Confidence Index | January 2024
New Zealand Franchising Confidence Index | January 2024New Zealand Franchising Confidence Index | January 2024
New Zealand Franchising Confidence Index | January 2024
 
The Economic Benefits of Reshoring to Mexico
The Economic Benefits of Reshoring to MexicoThe Economic Benefits of Reshoring to Mexico
The Economic Benefits of Reshoring to Mexico
 
HPM Panther (Captan 50% WP) Presentation
HPM Panther (Captan 50% WP) PresentationHPM Panther (Captan 50% WP) Presentation
HPM Panther (Captan 50% WP) Presentation
 
NADA 2024: Selling Cars on TikTok
NADA 2024: Selling Cars on TikTokNADA 2024: Selling Cars on TikTok
NADA 2024: Selling Cars on TikTok
 
Non-Residual Infusion Bag
Non-Residual Infusion BagNon-Residual Infusion Bag
Non-Residual Infusion Bag
 
Communications Trends for Fundraising Success in 2024.pdf
Communications Trends for Fundraising Success in 2024.pdfCommunications Trends for Fundraising Success in 2024.pdf
Communications Trends for Fundraising Success in 2024.pdf
 
UPDATEDJenkins_Jennifer_EBS_PB1_2023-July.pptx
UPDATEDJenkins_Jennifer_EBS_PB1_2023-July.pptxUPDATEDJenkins_Jennifer_EBS_PB1_2023-July.pptx
UPDATEDJenkins_Jennifer_EBS_PB1_2023-July.pptx
 
New Zealand Franchising Confidence Index | January 2024
New Zealand Franchising Confidence Index | January 2024New Zealand Franchising Confidence Index | January 2024
New Zealand Franchising Confidence Index | January 2024
 
Sample Competitors' SWOT Analysis for your SEO Strategy
Sample Competitors' SWOT Analysis for your SEO StrategySample Competitors' SWOT Analysis for your SEO Strategy
Sample Competitors' SWOT Analysis for your SEO Strategy
 

Build Email Drip Campaigns that Convert Sales

  • 1. Build Email Drip Campaigns that Convert Sales Michael Halper Founder and CEO SalesScripter
  • 2. What is a drip campaign? An automated email marketing campaign that sends a number of emails to a prospect over a period of time
  • 3. Why Email Drip? • “No” is usually “No, not right now” • Need a way to be at the top of mind when the “No” becomes a “Yes” • It is difficult to time it perfectly so that you are in front of your prospect exactly when they need you • It is also difficult to share all the information that you want to communicate at one time
  • 4. Email Marketing List Step 1: Gather / Collect Email Addresses Current Systems • CRM • Accounting • Email accounts Purchased Lists • LeadFerret • SalesGenie • ZoomInfo Web Traffic • Call-to-action,Opt-in form, Landing page • Pay-Per-Click, SEO Social Media • Export connections • LinkedIn • Facebook Phone Prospecting • Email addresses from target contacts
  • 5. Step 2: Segment Your List Suspects Targeted prospects that are being pursued but have not actively engaged, don’t know who you are Examples • Purchased lists • Someone found on social media Prospects Contacts that know who you are and may have a fit and/or interest Examples • Email opt-in • Had one conversation • Had a meetings • Requested information • Inbound lead • Qualified leads/opportunities in pipeline Clients / Customers Currently purchasing products and services Subcategory Can include a subcategory for Past Clients that includes clients that you have done business with in the past or customers that cancel services Referral Partners Contacts that would not likely buy from you but could refer business Examples • Friends • Family • Individuals in similar field/role • Competitors
  • 6. Step 3: Develop Content Prospect-Focused (Them) Best practices /Tips • How to do something the best way • How to make improvements • How to solve common problems Examples • Articles, blog posts, whitepapers, videos, ebooks, etc. Developing this Content • Look at the value that your products and services offer • Look at the pain that you offer • Create content aligned with those points • Deliver that content or previews of the content through the emails Product-Focused (You) Product Info • FAQ answers, common objection responses, promotions, differentiation, product updates and announcements, detailed product info Company Info • Company facts, case studies, Developing this Content • Brainstorm FAQs and develop answers • Brainstorm common objections and develop responses • Write about some customer success examples
  • 7. 2 Types of Email Formats Plain Text / One-to-One
  • 8. 2 Types of Email Formats HTML / One-to-Many
  • 9. Step 4: Build Campaigns - Pursuit Levels Persistent Frequency Options • One per day • Every other day • Every three days • Once per week Total Quantity • Continue indefinitely • Until contact unsubscribes Subtle Frequency Options • One per week • Every other week • One per month • One per quarter Company Infosd • Continue indefinitely • Until contact unsubscribes Medium Frequency Options • Twice per week • Once per week Total Quantity • 3 to 6
  • 10. Step 4: Build Campaigns - Suspects Suspects Targeted prospects that are being pursued but have not actively engaged, don’t know who you are Examples • Purchased lists • Someone found on social media Audience Segment Prospect-Focused (Them) Type of Content Medium Frequency Options • Twice per week • Once per week Total Quantity • 3 to 6 Pursuit Level Email Format
  • 11. Prospects Contacts that know who you are and may have a fit and/or interest Examples • Email opt-in • Had one conversation • Had a meetings • Requested information • Inbound lead • Qualified leads/opportunities in pipeline Step 4: Build Campaigns - Prospects Audience Segment Persistent Frequency Options • One per day • Every other day • Every three days • Once per week Total Quantity • Continue indefinitely • Until contact unsubscribes Pursuit Level Prospect-Focused (Them) Type of Content Product-Focused (You) Email Format
  • 12. Clients / Customers Currently purchasing products and services Subcategory Can include a subcategory for Past Clients that includes clients that you have done business with in the past or customers that cancel services Step 4: Build Campaigns - Clients Audience Segment Subtle Frequency Options • One per week • Every other week • One per month • One per quarter Company Infosd • Continue indefinitely • Until contact unsubscribes Pursuit LevelType of Content Prospect-Focused (Them) Product-Focused (You) Email Format Key Differences • Cross-sell for current customers • Come back for past customers • Passive pursuit level • HTML format only
  • 13. Referral Partners Contacts that would not likely buy from you but could refer business Examples • Friends • Family • Individuals in similar field/role • Competitors Step 4: Build Campaigns – Referral Partners Audience Segment Subtle Frequency Options • One per week • Every other week • One per month • One per quarter Company Infosd • Continue indefinitely • Until contact unsubscribes Pursuit Level Prospect-Focused (Them) Type of Content Product-Focused (You) Email Format Key Differences • Passive pursuit level • HTML format only
  • 14. 2 Email Drip Marketing Approaches • Passive – Send continuous flow of emails – Focus on driving inbound traffic • Proactive – Follow-up strategically on email activity
  • 15. Email Drip Funnel Tier 1 – Suspects Goal: Lead Generation Tier 2 – Prospects Goal: Building Interest Tier 3 – Clients Goal: Retention and Cross- Selling Tier 4 – Past Clients Goal: Come Back Tier 5 – All Goal: Staying In Touch
  • 17. If You Want More Help Sales Coaching and Sales Consulting • 2 or 5 hour blocks of one-on-one coaching • Weekly 30 minutes one-on-one coaching sessions • Weekly 1 hour one-on-one coaching sessions • Weekly Unlimited one-on-one coaching session • Weekly 1 hour group coaching sessions Contact us if interested – info@salesscripter.com
  • 18. If You Want More Help • https://www.youtube.com/user/LaunchPadSol • Or search Sales Scripter • Over 130 videos • Sales Prospecting 101 Training Program • Webinars • Sales Tips • SalesScripter demo videos • Subscribe Go to Our YouTube Channel
  • 19. If You Want More Help • Five ebooks – Found at https://salesscripter.com/ebooks/ – Do’s and Don’ts of Cold Calling – How to Get around Cold Call Objections – How to Build a Value Proposition that Generates Leads – How to Build Sales Campaigns that Sell – How to Build Email Drip Campaigns that Convert Sales • The Cold Calling Equation – PROBLEM SOLVED – Found at http://www.amazon.com/The-Cold- Calling-Equation-Problem/dp/1468173545 Check Out Our Books
  • 20. If You Want More Help • Week 1 – Understanding the Ideal Sales Process – How to Make Cold Calls – Appointment Setting Tactics – Voicemail Messaging Methodology • Week 2 – Sales Messaging Workshop – How to Get Prospect’s on the Phone – How to Get Around Objections – How to Incorporate Buyer Personas into Your Selling – Overview of a 2-Step Qualifying Process New Hire Onboarding Training Program / Sales Prospecting 101 • Week 3 – How to Build Your Value Proposition – How to Focus on Prospect Pain – How to Get Around Gatekeepers – How to Perform the Perfect Takeaway • Week 4 – How to Build Rapport, Interest, and Credibility – How to Improve Mental Strength When Selling – How to Be a Better Closer * Available through e-learning videos, live virtual, or live in-person * Can be tailored to your business
  • 21. If You Want More Help • Build your scripts and campaigns – Call scripts – Email templates – Voicemail Scripts – Objection responses – Key Questions – And more • $49 per month / $29 per month with annual subscription – 30 Day Money Back Guarantee Sign up for SalesScripter
  • 22. What is SalesScripter? Cold Calling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence • Provides complete clarity for what a salesperson should do and say • Very practical and easy to understand / implement / adopt • Consultative selling approach • Many tactics are counterintuitive One Half - Sales Methodology
  • 23. What is SalesScripter? Cold Calling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Cold Email Templates • Software platform that provides all the tools needed to execute the methodology • Campaign-based (buyer persona) structure • Makes it extremely easy to implement and reinforce the methodology One Half – Prospecting Platform Software Application
  • 24. Complete Sales Training Solution Cold Calling Objections Gatekeepers Sales Messaging Voicemail Qualifying Closing Sales Process Rapport Building Interest Cold Emailing Setting Appointments Building Credibility Call Cadence Methodology Salesperson Manager Cold Calling Scripts Objection Responses Key Questions Marketing Tools Voicemail Scripts Meeting Scripts Cold Email Templates Software PlatformResources and Services Books Training Videos One-on-One Coaching Sales Consulting Live Training Completely Aligned
  • 25. SalesScripter What do you sell? ___________ How does it help? ___________ What problems do you fix? ___________ What questions should you ask? ___________
  • 28. Questions? Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com www.salesscripter.com