By helloDarwin
May 11, 2018
Prospecting emails: 5 ways to use this sales strategy
Remember those days when you used to get prospecting calls on your home phone in the evenings and on weekends? Maybe some of you still do, but far less than you used to. This technique is now outdated and far too costly compared with e-mail prospecting, which has a much higher return rate.
With the explosion of digital technologies, companies have turned to prospecting mailings to boost their sales. However, this technique requires real preparation upstream, which is why it's important to establish a sales strategy for each of your prospecting campaigns.
In addition to explaining the definition and aspects of e-mail use, this article suggests 5 ways of using prospecting mailings.
Define a prospecting strategy
Did you know that studies have shown that an e-mail that hasn't been answered within 90 minutes has very little chance of being returned in the following days? In fact, a person receives dozens of commercial e-mails every day, making it very difficult to stand out from the crowd. For this reason, it's imperative to develop a prospecting strategy to ensure the success of your commercial mailing campaigns. This approach needs to be based on careful consideration of the objectives you're trying to achieve, taking into account the specifics of the people you're targeting.
The first thing you need to think about, of course, is building up your ICP (Ideal Customer Profile). This is a database containing all possible information on your prospects, with the aim of establishing a theoretical profile of your ideal customers. The KPI enables you to target your prospects more effectively, so that your sales prospecting strategy is more successful. Your prospecting strategy should include a number of elements, such as the time interval between each e-mail and the topics to be addressed.
In recent years, however, e-mail marketing has become a victim of its own success, with a number of laws designed to prevent abuse and protect consumers. To find out more, read our article on "The legal framework for e-mail marketing".
Sales prospecting and content writing
Every experienced salesperson knows that to make a successful sale, it's essential to focus on the customer, not the product you're selling. It's essential to prepare a well-rehearsed sales pitch. This should include detailed information about your target audience. Vocabulary should be carefully chosen to suit your target industry. For example, content written for a prospecting campaign targeting medical clinics will not be the same as content aimed at car dealerships.
Content isn't always just text: it can also include images, diagrams and hyperlinks, the aim being to capture the attention of the person receiving the e-mail. The success of your campaign depends to a large extent on the success of your commercial e-mails. Here are a few tips for writing prospecting e-mails:
- Keep the text of your prospecting e-mails short, concise and with a punchy headline (the subject line). In short, you should present your company and services in the introduction, before detailing your offer in the body of the text. The conclusion should be a call to action, encouraging the user to take action;
- It's a good idea to personalize your prospecting e-mails as best you can. At the very least, the e-mail should include the name of the person you're targeting, so that he or she feels concerned. If possible, mention the name of their company in the case of B2B sales prospecting, as well as any details you deem useful;
- Don't hesitate to include the names of similar companies that have used your services, as their popularity and reputation can work in your favor;
- Take the time to sort through your ICP (Ideal Customer Profile) database, as your prospecting e-mail should not be unrelated to your target.
5 ways to use prospecting emails
1. using email targeting
Email targeting is a powerful and direct digital marketing strategy. It's the art of communicating the right message, to the right person, at the right time.
Why email targeting is crucial
In a saturated digital world, standing out from the crowd is vital. Email targeting enables your company to speak directly to a prospect, creating a personal link and showing that you understand and respond to their needs.
Identifying the right prospects
It's not just about sending mass e-mails. It's about targeting those who have shown an interest in your products or services. How do you recognize them? By analyzing their online behavior.
Personalize the subject line
The subject of your e-mail is the first impression. It must be irresistible and personalized, enticing the prospect to open the message.
Creating captivating content
The content of your email must be informative, engaging and, above all, relevant to the recipient. This is where the magic happens.
Perfect timing: the key to success
Sending the e-mail at the right time is crucial. This timing can depend on many factors, such as the prospect's browsing habits.
Measuring the success of your campaign
Data analysis is essential. We need to measure open rates, click-through rates and ROI to adjust the way we do things.
Overcoming the challenges of email targeting
Like any other means of prospecting, email targeting has its challenges. The key is to remain flexible and constantly adapt your methods.
Integration with other strategies
Email targeting doesn't work alone. It must integrate seamlessly with your other digital marketing strategies.
2. Dunning emails for abandoned shopping baskets
In the competitive world of e-commerce, every detail counts. An often overlooked but crucial aspect is the management of abandoned shopping baskets. Sending reminder e-mails in these situations can be a highly effective approach.
A golden opportunity
Many online stores overlook this tactic, missing out on a valuable opportunity to win back customers. Statistics show that follow-up e-mails can significantly increase conversion rates. These e-mails act as a friendly reminder, drawing the customer's attention back to a choice they were ready to make.
Understanding customer behavior
It's essential to understand why customers abandon their shopping baskets. Often, it's not a rejection of the product, but an interruption - perhaps a distraction, a hesitation, or a technical problem. A well-targeted follow-up e-mail can be the nudge needed to finalize the sale.
The Reminder strategy
Timing is everything. Sending a reminder email quickly after cart abandonment can increase the chances of converting abandonment into a sale. The message should be friendly and helpful, reminding the customer of their initial interest and encouraging them to return to complete their purchase.
Personalization and relevance
The follow-up e-mail should be personalized and relevant. Including details of abandoned items and, if possible, offering a small incentive, such as a discount or free delivery, can make all the difference.
Measure and optimize
As with any marketing strategy, it's vital to measure the effectiveness of follow-up e-mails. Analyze open, click and conversion rates to understand what's working and what can be improved.
In short, abandoned cart reminder emails represent an often underestimated opportunity to boost sales and improve the customer experience. Properly executed, they can turn a simple interruption into a profitable conversion opportunity.
3. The newsletter
A newsletter is much more than just sending out periodic e-mails. It's a strategic communication channel, enabling you to maintain a strong link with your customers while drawing attention to your products or services. Its main objective? Increase traffic to your website and stimulate interest in your company.
More than just information
An effective newsletter does more than simply provide information about your company. It should be an extension of your brand, a tool to reinforce your presence and image with your customers and prospects.
The power of subscribers
The major advantage of the newsletter is that it's aimed at people who are already interested in your brand - your subscribers. These individuals have chosen to receive your communications, which represents a golden opportunity to develop a relationship of trust and loyalty. Even those who receive your newsletter after making a purchase or providing a service represent an engaged audience, ready to listen to what you have to say.
Personalization and relevance
The newsletter must be personalized to resonate with your subscribers. Using behavioral data and individual preferences makes each mailing unique and relevant. Well-targeted, personalized content ensures better reception and increased engagement from your subscribers.
A tool for every strategy
The newsletter can be integrated into a variety of digital marketing channels, including social networks such as LinkedIn. It can be used to direct your subscribers to your other platforms, creating a coherent and effective digital ecosystem.
In conclusion, the newsletter is a powerful sales prospecting tool. By addressing an already interested audience directly, personalizing your messages and offering quality content, you can not only increase traffic to your site, but also strengthen the loyalty and commitment of your customers and prospects. Done right, it's a must-have solution for any business looking to stand out and thrive in today's digital world.
4. Cold emailing and the first approach
Cold emailing is a delicate but essential exercise in the arsenal of sales prospecting techniques. It involves sending an e-mail to a potential prospect with whom you've never had contact. The challenge? Create a positive impression from the very first exchange and lay the foundations for a fruitful business relationship.
Building a reliable database
The starting point for a successful cold email campaign is to build up a quality database. This involves not only acquiring or renting email addresses, but also manually qualifying and sorting these contacts to ensure their relevance.
Cold Emailing vs. Cold Calling
Although cold emailing is inspired by cold calling, there are some important nuances. Unlike a call, an email gives the recipient the freedom to respond at their own pace, which can work in your favor.
Writing an effective cold email
The wording of the email is crucial. The message must be clear, concise and personalized. Avoid generic templates - a cold email should sound as individualized as possible. Start with a personalized greeting, using the recipient's first name if possible.
The art of personalization
Personalization isn't just about using the recipient's first name. Your message must show that you've taken the time to understand the prospect's specific needs and challenges. An approach that's too generic will quickly be perceived as such, and is likely to be ignored.
Clarity above all
Your email should be direct and to the point. Clearly state the purpose of your message, why you're contacting this particular person, and how they could benefit from your services or products.
A professional signature
Your email signature is also a key element. It should include your full contact details, your professional title, and possibly a link to your website or LinkedIn profile. This reinforces your credibility and gives the prospect all the information they need to contact you.
5. Warm emailing
Warm emailing, as opposed to cold emailing, is a prospecting method based on sending emails to people with whom you've already established a relationship. This technique has the significant advantage of addressing an audience already aware of your brand, thus increasing your chances of success.
Why warm emailing is more effective
With warm emailing, the prospect has already shown some interest in your products or services, whether through a previous interaction, a subscription to your newsletter, or via social networks. This prior familiarity creates fertile ground for more targeted, personalized communication.
The key: Personalization
The strength of warm emailing lies in its ability to be highly personalized. Unlike cold emailing, where information about the prospect is often limited, here you have more in-depth data. This information enables you to create messages that resonate more with each prospect's specific needs and interests.
Creating an effective warm email
To write a warm email, start by recalling the existing connection. Mention, for example, a previous interaction or a common interest. Use these elements to create a direct and meaningful link with your prospect.
Offer customized solutions
Your email should clearly present how your products or services can meet the prospect's specific needs. It's about proposing solutions, not just selling a product.
Warm emailing is a powerful technique in the world of sales prospecting. By capitalizing on an already established relationship and offering highly personalized content, you increase your chances of turning interested prospects into loyal customers.
5 mistakes to avoid
1. Rigorous preparation is key
To ensure the success of your email prospecting campaign, it's imperative to avoid certain common mistakes. These mistakes, often simple but nonetheless significant, can diminish the effectiveness of your efforts and alter your prospects' perception of your company.
2. Test and proofread: essential steps
Before sending a prospecting e-mail, make sure you test all the links included. A broken link can not only frustrate the recipient, but also dissuade him or her from reading further. Similarly, careful proofreading is essential to avoid grammatical and typographical errors, which can damage the credibility of your message and your company.
3. Choosing the right time to send your email
The time you send your email can have a significant impact on its effectiveness. Send your emails at times when your target audience is likely to be checking their inboxes. This maximizes the chances of your message being read and acted upon.
4. Careful, persuasive content
The content of your e-mail should be clear, concise and persuasive. Avoid hesitant wording such as "if" or "just in case". Your message should be direct and confident, reflecting the assurance that your content will interest the reader.
5. Clarity and conciseness are key
Spelling mistakes and typos are to be avoided at all costs. Opt for short sentences and airy paragraphs. An e-mail that is too dense or poorly structured can discourage the reader. Your email should be pleasant and easy to read, so as to effectively engage your prospect.
In short, an email prospecting campaign requires meticulous attention to detail. From link checking to content quality, every aspect must be taken care of to ensure success. A well-designed email, sent at the right time and free from errors, reinforces your company's professional image and increases your chances of conversion.
Related Tags
Newsletter and email
Marketing
Content creation
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helloDarwin
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