“The only way to get them to care in the first place is to create curiosity and gain credibility.” – Dale Dupree in today’s Tip 197
How do you handle a cold outreach?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Dale Dupree, Leader of the Sales Rebellion. This tip is a bit of a happy accident. In episode 186 I shared a clip from my last interview with Dale on the Sales Success Stories podcast where he talked about “Basic Human Interaction.” This tip is a perfect continuation of that idea. Give a listen:
Dale Dupree: So my tip today is on the emails and I’m going to be focusing on cold emails here. But just note that this applies to sending emails in general to people, whether it’s a client or a prospect. So recently I’m reading an email and this happens all the time, ladies and gentlemen who are listening. And I bet that a lot of you could actually relate to this. So I get this email from somebody that’s trying to book me on an appointment, sell me something. And throughout the email scattered, is language that you just don’t use with people, whether that’s in person or on the phone. When you’re connecting with them and you’re trying to create emotional context, urgency, any kind of curiosity, you just don’t talk like this, you know, words like salutations or grievance. Even at that, I mean how many people have you met and said “Greetings to” when you’ve met them. And if you have done that then you’re just the weird uncle right now, everybody. So, but inside of the content of the email as well too, when talking about optimizing workflows or any kind of jargon that might be a hot keyword or phrase in your industry, doesn’t mean that it’s going to resonate with the prospect. And here’s the reason why is because they don’t care, number one and number two, you’re not talking to them like an everyday average, normal human being. So people talk about even, you know, in the subject line, what are we doing in the subject line. I’ve heard all kinds of crazy stuff like to use the RE. You know as if you’ve already had a correspondence with them or forwarding an email to them instead of just sending a blank or a subject line without any kind of history based in the email itself.
I like just sending an email and saying “Hey dude, Hey friend.” And really a lot of times you can be more creative inside of the subject line as well too, to get somebody to open the email in the first place instead of it saying “just reaching out” or “just checking in” or introduction, right. Those are the things that kind of, they turn people off before they even open the email. You could say something like “Ever had a random copier dude send you an email.” Things like that where you’re giving somebody an experience inside of what it is that you’re doing with them from the perspective of correspondents in those moments. Remember this is cold outreach. These people have no idea who you are, what you do, and the only way to get them to care in the first place is to create curiosity and gain credibility. Which has not done instantly, and so this is a very methodical practice in the email itself. Talk to them like a normal human being. I want you to do this. Open up the last 10 emails that you’ve sent to a prospect that either hasn’t responded to you or has very bluntly responded back and said, not interested to some capacity. I want you to read what you wrote and I want you to read it out loud and I want to, I want you to imagine that you are in person speaking with that human, telling them exactly what it says in your email. Would you talk to them like that? Would you use the same phrases and sentences? Probably not. And furthermore, I want you to imagine that you’re at the, at the dinner table with them or at lunch with some other colleagues, introducing yourself to them for the first time. These are ways that you could humanize the perspective on the email itself, which will change the game for you and your email outreach.
Scott Ingram: For links to lots more great Dale Dupree stuff, click over to DailySales.Tips/197, then swing by tomorrow for another great sales tip from Jason Bay. Thanks for listening!