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Hey there, Ms. Buyer - Do you want to hear all about my amazing product?
Sure! I can’t get product information anywhere else, soI’d love to hearyour pitch!
[seller]
[buyer]
Hey there, Ms. Buyer - Do you want to hear all about my amazing product?
Are you kidding? I’m way too busy for this.
[seller]
[buyer]
Hey there, Ms. Buyer - do you want to hear all about my amazing product?
No - I can just look you guysup online if I’m interested.
[seller]
[buyer]
[dialing]
Hi, you’ve reached Betty Draper. I’m not here right now, so please leave me amessage and I’ll get back to you.
*ring*
*ring* *ring*
[seller][buyer]
. . .bad for the buyer.
I t ’s pretty c lear f rom buyers’
react ions to cold cal ls that they’re. . .
Cold cal l ing is ine�ect ive
90%of the t ime.
Source: Harvard Business Review
Less than
2%of cold cal ls resul t in meet ings.
Source: Leap Job
Want 36 sales emailtemplates that buyerswill actually respond to?
DOWNLOAD
I t takes
18cal ls to connect with a s ingle buyer.
Source: TOPO
Cal l back rates are less than1%.Source: TOPO
Assuming a 0.3% appointment booking
rate, and a 20% win rate, i t would take
6,264Source: Simple Sales Tracking
cold cal ls to make 4 sales.
“Desk phones are foroutbound calls only.”
“Email is a much betterway to get a hold of me,frankly, than the phone.”
I don’t answer the phone unless it’s on my contact list. If it’s someone who really needs to speak to me they will leave a message.
Source: Rassoc, Forbes, This is Money
The number of people retr ieving
their voicemai ls dropped by 14%
between 2011 and 2012.
Source: Vonage, eVoice
The number of people retr ieving
their voicemai ls dropped by 14%
between 2011 and 2012.
Coca Cola & JP Morgan have done
away with voicemai l for the major i ty
of their workers.
Source: Vonage, eVoice
The number of people retr ieving
their voicemai ls dropped by 14%
between 2011 and 2012.
Coca Cola & JP Morgan have done
away with voicemai l for the major i ty
of their workers.
Only 18% of people check voicemai ls
from unrecognized numbers.
Source: Vonage, eVoice
Cold cal ls are bad for the buyer, and
bad for the sel ler.
I t ’s t ime to k i l l the cold cal l .
Cold Calling1930-2015
R.I.P.
“Do you have a minute to talk about my amazing
product?”
Passed away peacefully when people stopped
answering their phones.
Warm cal ls and emai ls :
• 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 emai l #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 emai l #2:
Tai lor ing to the buyer ’s unique s i tuat ion
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, andI worry that you’re not reaching your customers as e�ectively as you could be.
My company advocates for warm emailing, an approachthat can increase leads by 1000%. Do you have 15 minutesto hop on the phone so I can share some of the insightsI gained helping a company similar to yours boost revenue by 500%?
Warm emai l #3:
Responding to a t r igger 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 warmemailing needs?
Warm emai l #4:
Introduct ion 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 leadsher team is driving.
Peggy mentioned that you were looking for a new sales email system. Could we schedule a quick call to discussthe sales email situation at Business Y?
Exci ted to get your warm emai l
system cranking?
There are just a few steps you’ l l
need to keep in mind.
1 . F ind good fit buyers to target
HubSpot ’s f ree CRM contains a searchable database of
6 MILLION PROSPECTS
Find the perfect prospects for you by searching by industry, locat ion, and
company s ize
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 foryour perfect fitprospects 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 emai ls
Get not ificat ions when prospects open your emai l , so you can capita l ize on their
at tent ion 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 relevantto their s i tuat ion and personal ized to them
3. Research
Research your buyer to make your message relevantto their s i tuat ion and personal ized to them
Learn more about your buyer on:
Linkedin Twit ter CompanySite
PersonalBlog
Google IndustryNews
Press &Media Page
SEC.gov
4. Get not ified about t r igger events
Use Google Alerts to set an alert for your targetcompanies and industr ies.
AlertsMonitor the web for interest ing new content
Apple
This will create an email alert for [email protected]
CREATE ALERT Show options
5. Work your network
Before reaching out to a new prospect , check LinkedIn to see i f you have any shared connect ions.
I f so, reach out and ask i f your common acquaintance would be wi l l ing to introduce you.
Your warm emai l checkl ist :
Target good fit buyers
Track your emai ls
Research
Get not ified about t r igger events
Work your network
Research
Your warm emai l checkl ist :
Target good fit buyers
Track your emai ls
Research
Get not ified about t r igger events
Work your network
Research
Use a CRM
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 cal l ing had a good run, but i t ’s
t ime to give buyers what they real ly want .
Warm outreach =
Happier buyers =
More sales =
Happier sel lers
Are you commited to serving
today’s buyer?
Subscr ibe to the HubSpot Sales Blog,
and join the inbound sales revolut ion.
SUBSCRIBE