This document provides 7 tips for prospecting through automated outreach, effective email communication, and attracting prospects. The tips include: 1. Automating outreach by scheduling emails to be received during a recipient's quiet time using delivery delay options. 2. Keeping emails brief with 3 sentences or less to respect the recipient's time and get to the point quickly. 3. Consolidating research on companies and people by having relevant information pushed to you from monitoring online discussions and updates. 4. Sending pre-emptive emails to prospects to set expectations for an upcoming call by being brief and including the reason for the call. 5. Adding value to the industry by hosting we

1. 7 SALES TIPS
for PROSPECTING

2. bit.ly/21-Sales-Tips-Deck
bit.ly/21-Sales-Tips-Recording
Steve Richard Jamie Shanks Ralph Barsi
There are 14 more tips where these came from!

4. AUTOMATE your OUTREACH
Focus on when your message is received, not sent.
Schedule emails to be received (on Sunday mornings or late afternoons).
Use quiet time:
To store your emails in a delivery queue, and…
To be read during the recipient’s quiet time.
#1

5. AUTOMATE your OUTREACH#1
1. In the message, on the Options tab,
in the More Options group, click Delay Delivery.
2. Click Message Options.
3. Under Delivery options, select the Do not deliver before check box,
and then click the delivery date and time that you want.
4. After you click Send, the message remains
in the Outbox folder until delivery time.

6. AUTOMATE your OUTREACH#1

8. USE three.sentenc.es#2

9. USE three.sentenc.es#2
WHY LONG EMAILS BLOW
• They take too long to read.
• They don’t respect the recipient’s time.
• You don’t get to the point.
• You ask too many questions.
• You won’t get a response (at least not anytime soon).
• The average executive receives 115 emails a day.
• 43% of emails are read on a mobile device.
Leo Babauta
HOW TO COMBAT THIS ILLNESS
• Use no more than five sentences.
• Use a question mark in most emails (to evoke a response).
• Think tweets & texts. Get to the essential point.
• Include hyperlinks, attachments, & postscripts.

11. Have Intel PUSHED to You#3
Beth Comstock
SVP / CMO of General Electric
• Oversees all of GE’s Marketing
• $150B Revenue
• 305K Employees
• Conglomerate w/ several subs
Let’s say you’re trying to connect with the super-busy Beth Comstock…

12. Have Intel PUSHED to You#3
You can join thousands of others who have multiple browser windows open,
researching corporate sites, blogs, videos, etc…or have it pushed to you!

13. Have Intel PUSHED to You#3
WHY SO MANY BROWSER WINDOWS OPEN?
• Since 2003, Web traffic has increased 30,000%!
• Since 2008, the lion’s share of Web content is user-generated!
• 50 accounts x 55 minutes/account = 45 Hours of Research!
• 50 accounts x 10 minutes of updating each account = 8 More Hours!
HOW TO COMBAT THIS ILLNESS
• Monitor what they’re saying (tweets & online groups) in one location.
• Get updates on career moves, new product offerings, mergers, etc.
• Consolidate your searches & let technology work for you.
• Follow companies & people, & get emailed when something happens!
• Engage the right people at the right time with the right message.

15. Send PRE-EMPTIVE Emails#4

16. Send PRE-EMPTIVE Emails#4
Be brief & to the point.
Think mobile.
Give a window of time.
Don’t give an exact time.
Don’t ask if “there’s a good time.”
Evoke a response.
“Unless you suggest a time…”
Use question marks.
Say why you’ll be calling.
Link to a short YouTube video of you.
Set expectations for a brief call.

17. Send PRE-EMPTIVE Emails#4
YOUR PROSPECTS’ OPTIONS
• Prepare for your call, now that they know it’s coming.
• Reach out the exec mentioned in your email, to see if you’re legit.
• Google you. (Googling your name yields value-added results, right?)
• Respond with a better time for you to call.
• Respond with “not interested” in taking your call (& hopefully say why).
• Forward your message to a more appropriate person.
• Ignore your message. (This will happen if it’s poorly written, too long, or lacks
relevant information).
YOUR OPTIONS
• Prepare, prepare, prepare.
• Find 3 points of research that you’ll actually use. (3-in-3 from Vorsight)
• Save the email as a template, especially if it yielded a scheduled call.
• Calendar the call, so you don’t miss (or forget) the opportunity.

19. ATTRACT PROSPECTS TO You
(Translation: Add value to the marketplace!)
#5
WRITE THIS DOWN
The more value you bring to the marketplace, the more valuable you will
become. Your prospects will seek YOU out vs. the other way around. Your
reputation will precede you.
WAYS TO DO THIS:
• Promote and host a webinar with industry experts, share best practices.
• Write a book.
• Present on a relevant topic at your industry association (hint, hint) meetings.
• Start a blog and write great articles; invite guests to contribute ones, too.
• Film yourself commenting on a relevant problem & upload it to YouTube.
• Record a podcast & invite your best customers to join you for an episode.
• Share (tweet, retweet, update statuses) powerful articles, videos, etc.
LET’S RUN A SEARCH

20. ATTRACT PROSPECTS TO You#5
Jamie Shanks Steve Richard

22. Make RAPID-FIRE Calls#6
Create high-valued, high-volume target lists.
Have the same opening line; include same title, same event, or same city.
Follow-up on all overdue tasks.
Increase productivity, have more conversations per hour, and track it all!
Ensure a closed-loop sales cycle.
The Pursuit of Happyness

24. Practice CANI!
Constant and Never-Ending Improvement!
#7
WORK ON YOURSELF HARDER THAN YOU WORK ON YOUR JOB!

25. Thank You!
Ralph Barsi
Inside Sales Manager | InsideView
@rbarsi
in/ralphbarsi