Cold email prospecting has taken off in the last few years and has changed the sales world. It opens up so many new opportunities, and a new way to get in touch with people and open new accounts. The technology surrounding cold emailing has also improved, making it easier than ever to utilize this sales tactic. Interviewed by John Golden, Arvell Craig explores cold email prospecting.
In this expert sales interview, explore cold email prospecting topics such as:
- Why cold email prospecting is on the rise
- How to stand out amongst other emails
- How to use technology to your advantage
Why the Change:
Email has been around forever, and the sales world has been around forever. And yet, not many salespeople utilize cold emailing prospecting to its maximum potential. Part of the shift into cold emailing has come about with the change into more cloud-based email systems. As opposed to using Outlook and traditional email systems, more companies and individuals are using Google apps. This allows for more platforms that work well with cold emailing. “In the past couple of years especially, cold email has become a great alternative to cold calling and a lot of similar methods,” said Craig.
Be Personable:
How do you get your email noticed ahead of other emails that are being sent out? “Being more human is a big factor. Being more transparent is a big factor. When you do cold email, if you approach the person from a more personal manner, that is going to get someone’s attention,” said Craig. Initially, communication should be 80 to 90% about the other person, and not about the salesperson. This makes the sales cycle a bit longer, but for a good reason. The Internet takes some of the personality out of communicating face to face. Having a conversation that is all about them can help intrigue them, and entice them to continue talking to you. “If you can open up a dialogue, you’re halfway there,” said Craig.
Using the Technology:
“Even though the technology is out there, I think the majority of people don’t use it,” said Craig. “They’re still using linkedin for sending In-mails, or they’re doing other things.” This outdated method of electronic communication is holding salespeople and companies back. Instead, come up with a clean list of targeted potential consumers, and use the correct emailing platform, and you will find much more success. “If people can make basic technology changes, they’re going to see results,” said Craig.
For more information on how to unlock the secrets of cold email prospecting, watch the entire expert sales interview!
About our Host:
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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