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The number of people retrieving
their voicemails dropped by 14% between 2011 and 2012. Coca Cola & JP Morgan have done away with voicemail for the majority of their workers. Source: Vonage, eVoice
The number of people retrieving
their voicemails dropped by 14% between 2011 and 2012. Coca Cola & JP Morgan have done away with voicemail for the majority of their workers. Only 18% of people check voicemails from unrecognized numbers. Source: Vonage, eVoice
Warm calls and emails: •
Capitalize on demonstrated buyer interest • Are relevant to the buyer’s unique situation • Respond to trigger events • Take advantage of referrals • Are way better for the buyer and the seller
Warm email #1: Responding to
demonstrated interest Send Now Hi Buyer, I noticed you recently downloaded our ebook on Warm Emailing 101. Did you get what you were looking for? Warm emailing the right way can increase leads by 1000%. I helped a company similar to yours boost their revenue by 500% using cold emailing. Do you have 15 minutes to hop on the phone so I can share some of the insights I gained working with them?
Warm email #2: Tailoring to
the buyer’s unique situation Send Now Hi Buyer, I’ve been doing some research on your company, and I noticed that you’re using cold emailing in your outreach. Research shows that cold emailing is on the decline, and I worry that you’re not reaching your customers as effectively as you could be. My company advocates for warm emailing, an approach that can increase leads by 1000%. Do you have 15 minutes to hop on the phone so I can share some of the insights I gained helping a company similar to yours boost revenue by 500%?
Warm email #3: Responding to
a trigger event Send Now Hi Buyer, I noticed you just got a job with Awesome Company. Congratulations! That must be an exciting transition. I know you got a lot of value from our warm emailing system in your last position. Could we hop on the phone this week to discuss Awesome Company’s warm emailing needs?
Warm email #4: Introduction by
referral Send Now Hi Buyer, I got your name from Peggy Olsen. We recently started working together on Company X’s warm emailing, and she’s already seen a 100% increase in the amount of leads her team is driving. Peggy mentioned that you were looking for a new sales email system. Could we schedule a quick call to discuss the sales email situation at Business Y?
1. Find good ﬁt buyers
to target HubSpot’s free CRM contains a searchable database of 6 MILLION PROSPECTS Find the perfect prospects for you by searching by industry, location, and company size Prospects WEBSITE VISITS Search all prospects in this view... Name + + + Procter & Gamble Vimbo Wikivu COMPANY INSIGHTS Domain zzzquil.com vimbo.com wikivu.com Find valuable new prospects By country By industry Country Industry
Start searching for your perfect
ﬁt prospects today GET HUBSPOT CRM Prospects WEBSITE VISITS Search all prospects in this view... Name + + + Procter & Gamble Vimbo Wikivu COMPANY INSIGHTS Domain zzzquil.com vimbo.com wikivu.com
2. Track your emails Get
notiﬁcations when prospects open your email, so you can capitalize on their attention in the moment Activity Stream OPENED NOT OPENED CLICKS SALESFORCE HUBSPOTALL 8 ViewsMute Thread Christopher O. has opened New Proposal OPENED 10/14/2015 in Massachusetts United States 2 ViewsMute Thread Anum H. has opened Fall Inventory List OPENED 10/14/2015 in Cambridge, Massachusetts 30 ViewsMute Thread Mark R. has clicked Pricing Page CLICKED 10/12/2015 in Cambridge, Massachusetts
3. Research Research your buyer
to make your message relevant to their situation and personalized to them Learn more about your buyer on: Linkedin Twitter Company Site Personal Blog Google Industry News Press & Media Page SEC.gov
4. Get notiﬁed about trigger
events Use Google Alerts to set an alert for your target companies and industries. Alerts Monitor the web for interesting new content Apple This will create an email alert for firstname.lastname@example.org CREATE ALERT Show options
5. Work your network Before
reaching out to a new prospect, check LinkedIn to see if you have any shared connections. If so, reach out and ask if your common acquaintance would be willing to introduce you.
GET HUBSPOT CRM Prospects WEBSITE
VISITS Search all prospects in this view... Name + + + Procter & Gamble Vimbo Wikivu COMPANY INSIGHTS Domain zzzquil.com vimbo.com wikivu.com The HubSpot CRM makes it easy for salespeople to personalize and track their interactions. It’s free, so there’s no risk. Why not just try it out?
Cold calling had a good
run, but it’s time to give buyers what they really want. Warm outreach = Happier buyers = More sales = Happier sellers