Category Archives: Email Marketing

How to Improve Your Sales Lead Conversion Rate

We can often focus primarily on generating leads. But what you do to convert the leads is really what is most important. Leads will just not naturally close themselves and there are clear things that you can do to drive them to closure. In this training module, we will outline very clear and practical changes that you can make to immediately improve your close rate.

 

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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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How to Use Content Marketing to Generate Leads

How to Use Content Marketing to Generate Leads

Marketing today is all about content. It is no longer acceptable to talk about your product and the great things that it does. Now you need to provide content around what your products do, the industry you are in, the challenges that your prospects have, and more.

In this training video, we will show you exactly how to identify what content you need to produce in order to consistently generate leads. We will also show you how to use that content to get the leads coming in as well.



Google

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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How to Build Email Drip Campaigns

When a prospect says “No”, more often than not it is more of a “No, not right now” than a “No, I will never purchase from you”. As a result, you need a way to be able to stay fresh in the prospect’s mind so that they think of you when they need to purchase what you are selling.

Email drip campaigns are a great way to do this as they will send the prospect emails over time. Not only will they help you to get the prospect to keep you in mind, but they are also a great way for you to spoon feed the prospect information over time.

This video outlines a methodology that you can use when trying to figure out how to build your email drip campaigns.



Google

Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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3 Proven Ways to Make Your Body More Attractive (The Body of Your Content)

Good content has one goal…to engage the reader.

A secondary goal is to deepen the “know-like-trust” equation in customer relationships. Good copywriting using the principals outlined in this guide are a proven contribution to sales growth. Avoid the high cost of hiring a professional copywriter when you learn these copywriting lessons well.

Part 4 of the 5 Part Guide
Principals of Writing Effective Web Content

The first two posts of this guide were about the importance of good headlines, bullet points and white space. The third segment covered topic selection. This post is about the body of the content. Sales growth comes when you move the reader toward a purchase…let’s keep them reading the body of your content.

Without Emotions You Will Miss Sales
You are interested in sales growth. You know that people “Buy with emotions, then justify with facts.” Countless copywriting studies have tested this concept over and over for more than a century. It never fails to ring true.

Learning what emotions lead to sales in your business is not easy. You must spend time getting to know your ideal customer to speak to them in a way that evokes emotion. Try this online tool to find emotional triggers that will lead to sales growth.

Revise and Re-adjust so Your Message is Clear
A friend of mine is a PhD in English and former professor at LSU. She claims that “There is no such thing as good writing. There is only good re-writing.” Even when you draft a short email, take the time to read the email one more time before you hit send. When you are succinct and clear to make the message fully understandable, it saves time and aggravation in the long run.

Anything less than a carefully crafted message leaves room for misunderstanding…or the reader may click away. Use bulleted lists, or better yet, make emails short and only cover one topic. Otherwise, in our busy world, the recipient may fully intend to respond.

However, if they perceive your multi-topic email time-consuming and they put it off for another time. You may think you are saving a little time by shooting off a quick email. Instead of sales growth, your rushed message will often result in a total waste of time.

Use a Golden Thread
Have you ever listened to good friends chat? They will often flip and jump from subject to subject. They leave other participants clueless about the topic being discussed. While good friends can get by with this manner of discussing lots of topics – YOU CAN’T. Good friends have a powerful “golden thread” and it is the deep relationship and time-proven history.

When you are talking to prospects, you cannot afford to wander off your very specific sales path. When you re-read your content like suggested in the section above, look for anything that strays away from the point you are trying to make in your content.

Be ruthless in eliminating information that does not lead the prospect through your sales process. A great way to keep from wandering from one topic to the next is to start with an editorial calendar for your content. With a copywriting plan, you accomplish two things.

1. You will have a global vision of how you will guide your prospects into becoming customers.
2. It is easier to stay “on topic” when you know that you will be covering a subject in another content piece.

Many things are involved in copywriting that leads to your desired level of sales growth. Take the principals and apply them one-at-a-time. Soon you will see an increase in revenue and it will be worth it.

3 Great Reasons Why Email Will Boost Sales Growth

E-mail Marketing word on puzzle in man handsLook around at the companies who are racking up enormous sales growth numbers and you will almost always find a company who implements an aggressive email campaign. At its core, it is as simple as the old comeback given by Willie Sutton when asked about why he robs banks, “That’s where the money is.”

You may be resistant to using email in your business. We understand. You have visions of ‘spam’ dancing in your head. None of us want to be spammed with unwanted emails – and – we certainly don’t want to be guilty of spamming.

The companies who successfully implement email campaigns are not perceived as spam by their recipients. Here are a few of the secret and not-so-secret reasons why.

Buyers Control the Sales Process

Successful sales processes are truly a cycle that involves the buyer in every step along the way. Since prospects are rarely ready to purchase when they become aware of your company, email provides you a way to engage in a conversation with them in a personal way. The buyer actually determines what they feel is spam and what is useful information they want to receive.

Novice email marketers will use email as a way to deliver promotions. When the recipient only sees promotional material, they will assume there is no reason to open the email unless they are looking for a discount. The business thinks that giving a coupon for their products or services is generous. The buyer thinks it is self-centered.

Buyers want information. That is why they spend endless hours on the internet before making any purchase. Buyers feel total responsibility for being well-informed before they spend a dime. This is true in both the B2B and B2C environment. Send them information that is useful whether they buy from you or not and they will welcome hearing from you in emails. A recent study found that 62% of internet users start their day with email. Be there to help them gather the information they want.

Email marketing ROI

Few investments in marketing provide the measurable results of email. In fact, according to a study done by the Direct Marketing Association, email marketing gets a return of $39.40 for every dollar spent. Since this level of sales growth is remarkable, it makes sense to learn how to leverage it for your business.

Using a CRM (Customer Relationship Manager), email can be set up in an automated campaign that is delivered after certain triggers from the customer. That way the buyer remains at the center of the email marketing campaign. Whether the automated email is for the purpose of nurturing a new sales lead or developing customer loyalty in current clients, the reader’s behavior gives you feedback on what they want to receive from you and what is unwelcome.

Email is a Privilege

While it is really easy to acknowledge that being invited into someone’s email inbox is an honor, many companies don’t recognize it can be a reciprocal privilege.

Think about the information addiction of your buyers. A huge percentage of the people who make buying decisions for your product/service sit in front of the television at night to gobble up more information. It seems that a simple human interaction is too much bother. Meet them where they are every day.

If they are so eternally focused on learning more about the products and services they consume, don’t you owe it to them to provide a little of what you know? Build a relationship with your prospects by sharing stories, showing trends, educating them on the pitfalls of making a bad choice, explain why you have made certain choices in what you offer them.
Connect with prospects using email and communicate like you would to a friend. After all, deep customer relationships are what can drive your sales growth.


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Michael Halper

Michael Halper, founder and CEO of SalesScripter and author of “The Cold Calling Equation – PROBLEM SOLVED, is an expert on how to penetrate new accounts, get meetings with executives, and generate leads. His mastery of this area began while working in hunting roles selling technology products to large corporations and took it to the next level while building and managing an inside sales call center.

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