“Turn the automation off, turn the automation off for a day, try it for a couple of dozen emails, whatever it is, test it.” – Jason Bay in today’s Tip 367
Do you turn off your automation?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Jason Bay, the Chief Revenue Officer of Blissful Prospecting is back with yet another solid tip:
Jason Bay: So one of the big things that I see, one of the big trends that I really don’t like right now is how easy it is to spot when someone is sending you a sequence, whether that be through LinkedIn and it’s automated or through email, it’s becoming very easy to spot the sequence. And the reason why that is a problem is people start to get really desensitized to your sequences. And even if the content is good, if it feels like a sequence, people don’t matter. It makes us feel like; Hey, this wasn’t really for me, this wasn’t really that intentional. I don’t think this person actually spent the time to do the personalization or add the relevance that they say that they’re adding in this email.
So what we need to do is figure out how to, cause I’m not against sequences, I’m not against automating the followup. What we need to do is make it feel more personable and want to talk about how to do that. So in my experience, writing hundreds of email sequences for clients over the last couple of years, in for ourselves is that when I create a sequence and let’s say it has six emails in it and I hit send, there’s no accountability for me in the followups. And what I mean by that is that email number two, if it’s not great, I don’t ever see it. It’s out of sight, out of mind. It’ll get sent and I don’t even have to think twice about it. What I’ve done in the past and what I currently do that works really well when we’re first testing a sequence, as we push out the emails manually. So every single one of the emails we push me manually, and it doesn’t mean that we don’t create a sequence and outreach or SalesLoft or whatever you’re using. What we do is we create the sequence so we make all of the manual tasks to push through. You don’t need to do this forever, just do this. The first couple of dozen, you know, maybe two or three dozen emails that you send until you start getting some responses in. What you’re going to find, I guarantee you is that second, third, fourth, fifth, sixth email that you send. You’re going to change it up because you’re going to go to send that email and it’s going to feel out of context. It’s going to feel like “Ah, this doesn’t feel good to send right now because I don’t think this has enough value in it.” You’re going to find all kinds of stuff like this when you avoid automating the entire sequence right away and making it an out of sight out of mind. So the action, what I want you to try, if you’re, even if your sequences are struggling and by struggling, I mean if less than 3 to 6% of the total amount of prospects you reach out to on a weekly basis or scheduling a meeting, your sequence can improve. Turn the automation off, turn the automation off for a day, try it for a couple of dozen emails, whatever it is, test it. Use that to create a new sequence and force herself to write stuff on the spot and be in the moment, and then automate that.
Scott Ingram: Now turn off your own automation right now and before you mindlessly move on to the next episode or the next podcast. Click over to DailySales.Tips/367 and connect with Jason on LinkedIn, and while you’re on that page. Join the podcast listener list so I can send you any video you choose from the last Sales Success Summit. Then and only then, come on back tomorrow for another great sales tip. Thanks for listening!