“What I want to do is I want to appear human. I don’t want to look like a machine, even though I’m going to use a machine to send a thousand of these, I don’t want it to look like I did.” – Patrick Joyce in today’s Tip 920
How about you? How do you get a meeting?
Join the conversation below and check out the interview with Patrick!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another clip for you, this time from the latest episode of the Sales Success Stories podcast and this one is epic. I’m kind of known for doing long interviews on that show and this is the longest one yet. There’s a lot to it, but here’s just a taste from Patrick Joyce:
Patrick Joyce: If I’m going outbound and I’m trying to get meetings from a sales perspective. I’m a sales rep and I want to go get some meetings, either I’m an SDR, BDR, or I’m an Account Executive and I’m trying to build a pipeline that is a very, very different task than trying to do inbound marketing. And I feel like those two concepts get conflated a lot of the times. And I’ve done both. I mean, in my intro, like I skipped over the part where my stepbrother quit his job on the garbage truck. And while I was teaching, he was building his own business. And I built him a website and ran an Ad campaign and like generated a ton of business for him.
Now, I had no idea that I was doing marketing, that I was like writing… I didn’t know that’s what it was called. I was just hanging out on the internet. So I have a little bit of a background with marketing concepts. So I’m going outbound to do sales. I’m not that’s not what I’m doing. What I’m doing is I’m interrupting somebody’s day and trying to convince them that I have a new way to help them, something that they may have missed. And that’s like a very touchy subject, right? Like, it’s hard to not offend someone with that idea, especially if you’re a third-year SDR and they have no idea who you are, right?
So the first thing that I do is, number one, I strip down everything that makes me look like a rep. Remove the signature. No company logo. There’s no picture. There’s no links. There’s nothing. It’s plain text. I’m not going to give my title. I’m going to stay at the bottom of the email where the signature goes in plain text. I’m going to write Patrick Joyce, slash, name of company, slash, my phone number and that’s it. And I’m also going to make this message very, very short and succinct. It’s going to be three sentences. Max.
And the first sentence is designed to convince the person to read the second sentence and the second is designed to convince them to read the third and so on. Is the very basic copywriting techniques. Right? But what I want to do is I want to appear human. I don’t want to look like a machine, even though I’m going to use a machine to send a thousand of these, I don’t want it to look like I did. What I’ll do is I’ll make a mistake on purpose or I’ll use shorthand like one of my favorites is re with a colon, like regarding, r e colon. That’s like trademark Patrick Joyce. You know, curious if you open a chat, re-sales technology. Next sentence. “Acme was able to use us to decrease operational expenditure and get three hundred more rep hours per quarter the first six months if it makes sense when’s a good time to chat?” Send. Right. That’s my email and I’ll go to that, like I’ll go to that for every company. Right. Notice I didn’t even say who I work for or anything besides what the outcome that I got somebody else was.
Scott Ingram: This full nearly two and a half-hour interview is available as episode #124 on the Sales Success Stories Podcast and of course we’ll have a link for you as well as links for you to connect with Patrick Joyce at DailySales.Tips/920.
Once you’ve started digging into that episode, be sure to come back tomorrow for another great sales tip. Thanks for listening!