Takeaways
- Pleasantly Persistent: Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relationship will unfold so that you spend your time on qualified and interested buyers.
- Make it Personal: Although tempting, don’t just use the templated email that you know won’t get opened. Spend the time to identify details about the person you’re emailing and get creative with it.
- Email Subject Lines: Using anonymous data across all clients, SalesLoft has determined the top subject lines had three things in common – they were three words or less, they contained some sort of mail merge data, and they contained a question mark.
- Discounting: While obviously wanting to maximize contract values, there are four appropriate situations where you can provide a discount. Can you get your prospect to sign a longer term commitment? Are they buying the highest version or package of the service? Can they buy higher quantity of the package or service? Are they able to buy today or pay cash upfront for the entire order?
Full Notes
Book Recommendation
- Moneyball by Michael Lewis
Sponsor
- Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
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