“Stop writing long emails.” – Armand Farrokh in today’s Tip 496
Are you writing long emails too?
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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 Armand Farrokh. Armand is a Director of Sales at Carta and Host of the 30 Minutes to President’s Club Podcast. Here he is:
Armand Farrokh: Hey everybody. This is Armand Farrokh, the Director of Sales at Carta and the host of the 30 Minutes to President’s Club podcast. And today we’re going to take us a little bit of a step away from cold calls, which is my favorite thing to talk about and we’re going to go into cold emails.
And so I see way, way, way, way too many long emails going out, guys. I get bombarded with cold email or selling random SAAS solutions and I swear that they send me these long Shakespearean essays and I don’t care.
I’ll ask you this, have you ever seen an executive reply back with a similarly sized Shakespeare at essay? Never happens. And so we have a rule that we live and die by. It is the three by three rules. Three bodies of texts, no more than three lines each when reading on your phone. It’s also known as the one scroll rule.
If you have to scroll more than one time to read an email on your phone, don’t send out the email. You are using the wrong form for communication for that long of a message. There is no way in heck people are actually going to listen that.
So the way it would look is it’s context, value, ask.
Context. You lead up front in that first body of texts with exactly what you know about them. Same thing with the cold call you lead with your number one buyer trigger. “Hey, I noticed you raised around.” “Hey, I noticed you grew by X amount and typically people have X types of problems.” The middle body is the value and so you tie, you bridge that context to the problem that you tend to solve for people in that context.
So context, value. Third pieces asked and don’t have these crazy convoluted asks. It’s super, super simple. You’re simply asking for a time to see if we can help you solve that problem and that’s it. Context, Value, Ask. Three by three. Stop writing long emails. That’s it, guys.
Scott Ingram: This is actually just part one of a 3 part series of tips that Armand sent over. So make sure you’re subscribed to this podcast so you don’t miss parts 2 and 3 that we’ll be releasing about a week apart. Then go subscribe to the 30 Minutes to President’s Club Podcast that Armand hosts with Nick Cegelski. Their format is killer. You’ll find links to do that and connect with Armand at DailySales.Tips/496
When you’re done doing that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!