e-Mail marketing is still a terrific way for your business to build trust, credibility, and brand recognition in the marketplace; however, it needs to be done right. And based on my experience in sending 100+ million e-mail messages, here are a few pointers for you to consider:
Have a colleague do a 4-second test on your e-mail campaign.
Proof your campaign 2X.
Avoid using “No-Reply” in the sender's e-mail address field.
Remove These e-Mail Addresses.
Clean your e-mail database.
Link your e-mail’s low-risk offer to a landing page.
1. Have A Colleague Do A 4-Second Test - Send a copy of your e-mail campaign to a colleague to see if they can quickly determine your low-risk offer.
2. Proof Your Campaign At Least 2X –Before you press the send button, print your campaign for proofing and then hand it to one or two other people for proofing.
3. Avoid Using 'No-Reply' In The SENDER'S e-Mail Address – Avoid using the phrase "no reply," or a similar phrase, as your e-mail sender's name.
4. Remove These e-mail Addresses – Before you launch your next mass e-mail campaign, I recommend removing all generic, i.e., @aol.com, @hotmail.com, etc., and role, i.e., service@, info@, etc. e-mail addresses from your database. Why? They will be the ones who cause the most issues for you with services like Constant Contact, Mail Chimp, etc. After doing that, upload your database to a third-party verification service to tag the invalid/complainer e-mail address.
5. Clean Your e-Mail Database - After sending your e-mail campaign, remove all bounced e-mail addresses. With services like Constant Contact, they make it easy to do this.
6. Link Your e-Mail’s Low-Risk Offer To A Landing Page – To help you provide a reader subscriber with more information, connect your offer to a landing page.
In today’s world of home office working, your target audience is spending more time than ever before in their inbox. And to help you maximize your e-mail marketing efforts, spend a few extra minutes making your e-mail campaigns a great brand experience.
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
7 Reasons Why Your Business
Needs A Drip Marketing System
(Print And Share At Your Next Sales Meeting)
By Glenn Fallavollita, President - Drip Marketing, Inc.
Word count: 324
Time to read: 1.3 Minutes (at 250 words per minute)
As you look at your database of prospects, past clients, etc., can you tell me the ones who will buy from you in the next 90 days? In all reality, you and/or your salespeople will be off by 90% (YES, 90%) or more. Do you know why? People buy when they are ready and not when you or your salespeople want them to.
Here’s Why You Need A Drip Marketing System Installed At Your Business.
The benefits of a lead marketing system via e-mail marketing are numerous. In fact, it is the fastest, simplest, and most economical way to build your sales pipeline. Here's how:
It will help you/your business build trust, credibility, and brand recognition in the marketplace.
Maintains consistent contact with prospective buyers as they travel down the sales cycle.
Help find sales opportunities in your database of prospects, clients, and referral partners.
Encourages referrals from your database of clients & referral partners.
Finds cross-selling opportunities.
Shows someone the value you/your business brings to the marketplace.
Creates an EXCELLENT reason to follow-up with someone.
Staggering Stats All Owners And Sales Leaders Need To Read.
50% of all salespeople stop contacting a prospective buyer and/or referral partner after their first unsuccessful attempt at moving the sales process forward. A number that skyrockets to 95+% after their third unsuccessful attempt.
27% of your sales team will turnover each year, according to the Harvard Business Review.
The first time someone hears about your business, there's a good chance they won't buy from you.
People buy from people/businesses they like, know and trust.
Executive Summary: A well-articulated drip marketing system will show your database of prospects, referral partners, clients, etc., the value you/your business will bring to their business. More importantly, it stays in consistent contact even when you and your salespeople give up.
So tell me, what’s stopping you from installing a drip marketing system at your business?
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
8 e-Mail Prospecting Tips To Help
Generate More Sales Leads (PRINT AND USE AT YOUR NEXT SALES MEETING)
By Glenn Fallavollita, President of SellMorePayroll.com & Drip Marketing, Inc.
Word Count: 594
Time To Read: 2.4 Minutes
You might have heard that e-mail marketing is a waste of time because prospects are too busy to open an e-mail from someone they don’t know; however, statistics show many “cold e-mails” are still being opened.
To help you receive a better e-mail response from your database of prospects, referral partners, and yes, your clients, I have listed a number of quick tips below.
1. Proof Your Campaigns: The #1 thing you can do is print AND triple-check your e-mail marketing campaigns. Look for typos, formatting errors, no low-risk offers, etc.
2. Write Enticing Subject Lines: The difference between a great subject line and one that is less than stellar, is the difference between an e-mail getting read and one that gets deleted.
3. Talk Like A Real Person: If your subject line reads like spam, it will be treated as one. Here are some words that could trigger a spam filter:
Best Price
Call Now
Cancel Anytime
Click Here
Don’t Delete
Double Your
Free Quote
Money Making
Why Pay More
Exclamation Points, i.e., !
4. Personalize Your e-Mail: Whenever possible, you should personalize your subject line to include a prospect’s name or company (or both). According to MarketingDive, personalizing an e-mail subject line can boost open rates by 50% and increase click-to-open rates by 58%.
5. Tell The Reader What’s In It For Them: When it comes to your low-risk offer, focus LESS on explaining how your product or service works, and more on how it can add VALUE to their business.
According to our research of 85+ million e-mails, the e-mail body that’s “just right” is between 150 to 250 words in length.
In short, prospects seem to respond best to e-mails that are short and to the point.
6. Format Your e-Mails For Smartphones: With a prospecting e-mail, you need to ensure your message can be read on a smartphone.
Fact: 70+% of smartphone users will delete an e-mail if it doesn’t look good on their smartphone. By the way, 30% - 33% of your prospects are reading your emails on their smartphones.
7. Know When To Send A Follow-Up e-Mail: If the majority of your cold prospecting e-mails are still met with a cold shoulder, you need to focus on sending more “educational" driven e-mails, i.e., here's an article you might find of interest.
8. Vary Your Messaging: If a prospect who opened your initial e-mail has gone cold; I highly suggest sending the following types of campaigns to re-engage them:
Special Newsletter (On A Hot Subject)
Press Release On A New Upgrade
Intro Letter To A New Product Or Service
Holiday Cards
Service Spotlight On A New Product Or Service
Client Spotlight On Why The Recommend Your Business
The Real Leads Will Come From Doing This!
After sending an e-mail campaign, I highly recommend picking up your phone for a quick “Oh, by the way,” call. If you are a client of ours, you know exactly what type of call this is! If you don’t, contact me directly for the answer.
Executive Summary:
Getting a prospect’s attention in a crowded inbox takes skill. To help you cut through all the marketing noise, you need to look at e-mail marketing as a long-term process, i.e., drip marketing, as it takes multiple follow-up e-mails.
Last but certainly not least is this: Almost every prospect is worth sending multiple campaigns; however, the ones who have opened your campaigns are the ones to call.
Use my 2/4 call strategy when making your Oh, by the way, calls.
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help payroll service owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
5 Eye-Opening Sales Stats You Should Read (Print And Share With Your Sales Team)
Word Count: 363
Time To Read: 1.4 Minutes
1. Salespeople Give Up Way Too Early - 50% of all salespeople (and most likely yours) stop calling or sending information, for at least 9 to 12 months or altogether, to a prospective buyer or referral source after their FIRST unsuccessful attempt at moving the sales process forward. This number skyrocketed to 80% to 85% after their second attempt and virtually 95% to 98% after a salesperson's third unsuccessful attempt.
2. It Takes 15+ Touches By A Salesperson To Close A Sale - In a medium- to high-value business-to-business sale, it takes 15+ conventional touches by a salesperson (telephone conversations, face-to-face meetings, voicemail messages, personal e-mails, letters, and so on) before they close a cold prospect or referral partner.
3. All Salespeople Use Subjective Follow-Up Dates (This Is Huge) - 100% of all salespeople choose a subjective follow-up date to call a prospect after an unsuccessful attempt at moving the sales process forward. In other words, a salesperson determines when THEY think a prospect would be ready to learn about or buy what they are selling.
4. Salespeople Can't Predict When Their Hottest Prospects Will Close - 95% of all salespeople are unable to predict a prospect’s “proposal close date” with any degree of accuracy. Therefore, if a salesperson cannot predict when their hottest of prospects would close, how on earth can they predict when their database of warm/cold prospects will be ready to learn/buy what they are selling? They can’t; now reread bullet #3 above.
5. Prospects Forget 80% Of What They're Told - When talking on the phone with a salesperson, a prospect forgot 80% of what they were told in less than 60-minutes (when asked, they couldn't even remember the salesperson's name). In face-to-face meetings, where a prospective buyer is more engaged in what a salesperson is saying, it takes less than 24-hours before they forget 80% of what they were told.
Summary: The five data points listed above (and many more) are the reasons why you need to install a drip marketing system at your business. The good news is this: Your competitors are making these same mistakes, which represents a huge sales and marketing opportunity for you!
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
What To Do When A Prospect Ghosts You (Print And Share With Your Sales Team)
Word Count: 359
Time To Read: 1.4 Minutes @ 250 Words Per Minute
Although you might have had a great meeting with a new prospect (and sent a proposal); however, after a few days of calling and leaving two voicemail messages, you get ghosted. First, don’t take it personally. Second, people are on their schedule when buying what you sell, not yours.
If a prospect doesn’t return your calls or respond to your e-mails after receiving a proposal, it won’t hurt to send them a “What Should I Do” e-mail (see below):
Sample e-Mail To Resurrect A Prospect Who Ghosted You.
Subject line: (prospect first name), Can You Help Me?
Dear (prospect’s first name),
Since I haven't heard back from you after sending you a proposal, would you mind giving me some direction on the best way to professionally follow-up with you? To make it easy, just hit the reply key and then type the corresponding number from the list below:
We decided to go with another company.
We are still interested but haven't had the time to get back to you yet.
We are putting the project on hold for the next few months; follow up with me in 60 to 75 days.
I have fallen, and I can’t get up. Call 9-1-1 for me.
With all kidding aside, I understand that you are super busy, and the last thing I want to do is not be professional with my follow-up. That said, I would appreciate it if you will take a moment to let me know what you are thinking.
I look forward to hearing from you!
Warmest Regards,
(Your name, title, etc.)
It Is Time To Move On?
If the prospect still ghosts you after sending the above-mentioned e-mail, it’s time to move on. Although some consider ghosting unprofessional, here’s the truth: They are not interested in buying what you are selling and just don’t want to tell you “no.” Remember, this is their issue, not yours.
The Best Thing To Offset “Ghosting” Are These Two Things…
Have a massive pipeline of sales opportunities.
Have a drip marketing system to stay in contact with EVERYONE in your database, including the ones who have ghosted you.
About The Author:
Glenn Fallavollita is a nationally recognized keynote speaker providing money-making advice to help owners, sales pros, and marketing gurus build more profitable relationships with their database of prospects, referral partners, and clients.
