We may not realize it, but the secret to sales is simple: people buy from people they like. Here are ways to help you be likeable without being “sales-y”.
Throughout the substantial amount of time people spend in front of their computers, they are constantly barraged by emails from unwanted subscriptions. So if you’re marketing through email, how exactly do you make yours stand out?
With that question in mind, we put together some tips on how to actually keep your audience interested and transform them from recipients into clients.
HAVE AN ATTENTION-GRABBING SUBJECT LINE
This is your first moment of truth, so make an impression. Most of the time, readers will decide to click on or automatically delete your message based on the subject line. Let them know what your email is about–keep it meaningful but brief. Some good entry points could start with conversational types of headers, topics that present a sense of urgency or a unique or limited offer. Just be careful not to sound too personal as it could run the risk of breaching private information, which could turn off a potential client.
Being content-heavy does not mean your emails have to be text-heavy too. Many readers respond to messages that are dynamic. When there is more for the eye to see, the longer they will scan your emails and the greater the chance for response and awareness.
Try techniques as simple as infographics and elaborate tables and charts. To further draw the attention of your reader to the most important facts, try highlighting the information inside vectors and labels!
BUT KEEP THEM SIMPLE (AND WITHIN BRANDING)
Now we don’t you to overload your emails with pure graphics and confusing templates. Find a balance between words and images and lay them out so the reader has a pleasant time scrolling until the very end. Find images, fonts, colors that are soothing and easy on the eyes. Pattern them after your company’s theme or motif to further reinforce your brand.
BE MOBILE FRIENDLY
A study released late last year revealed that more than 45% of emails are opened using mobiles. It is not such a shocking number considering we are in the age of the smartphone and everything is so fast-paced. Naturally, people will multitask and look for ways to conduct business and save minutes of valuable time. Format your emails for ease of access and to fit mobile templates.
KNOW YOUR TARGET
Having a clear target market is essential for any business to succeed. You have to observe them and use any analytics tool you have to get to know your audience better. This way, it is easier to structure your emails in ways that are sure to appeal to the readers. Are the click through and opens more frequent during weekends or weekdays? At night or during the day? What time at night – 9pm? Information like this is valuable so you know which angle and method is most hard-hitting and effective in turning communication into commerce.
MEASURE, MEASURE, AND MEASURE SOME MORE
Once you have a clearer grasp on who exactly your target market is, make sense of the data you have collected. It is a good idea to group certain types of people together under a specific marketing strategy you know works best for them. Measure the growth of your reach and compare which type of style garners the most concrete results. This will help you make an informed decision when setting goals and expectations for your product or company. It is also a good tip to save these values and pin them on an easily accessible area to serve as your motivation to keep on expanding.
One of the best things about online marketing is that creativity can be far outstretched. Try different approaches when sending an email to your subscribers. Send promos and coupons once in a while or inject some humor and interesting games (that are connected to your product, of course). It is important to stop the monotony of the emails to keep your audience attracted and interested in you – give them that sense of excitement when they see your name in their inbox. It might be a good idea as well to set a calendar and mark which days you will send a “surprise” email. That way, you can keep track of all the materials you will need to prepare ahead of time.
That’s it! Simple and easy-to-do steps that can make all the difference in making you stand out as an email marketer!
The logistics around your meetings should be the easy part. Find out about three different types of tools you should use so you can focus more on your customer.
Meetings with your leads are valuable. Unfortunately, the logistics around sales meetings are annoying. Finding a common time to meet, scheduling a conference call, and sharing documents afterwards can be a pain if you don’t have the right tools.
Fortunately, there are a number of programs out there that you can use to make logistics a breeze. Modern sales tools can simplify the logistics around meetings so that you can focus on your customer’s needs and deliver the most value. Below are several tools to check out if you’re looking to make planning for your next sales meeting easy. (We don’t have an affiliate relationship with the businesses below—we just think that they’re useful for salespeople!)
Sometimes the hardest thing about having a meeting is finding a common time to meet. Scheduling a meeting can be repetitive and time-consuming if you’re using email to coordinate between several people. With the right tool though, you can easily organize a meeting with your prospective buyers and clients with one email.
Our sales team uses ScheduleOnce to schedule with customers. ScheduleOnce allows your clients to select their preferred meeting time based on your availability and automatically update your calendar with your appointments. Simply embed ScheduleOnce in your email communication or on your website, and your customers will find the best time to connect with you in a relaxed atmosphere.
We like ScheduleOnce because it integrates with Google Apps, allows for various meeting types, and it is simple to use. We’ve also recommended it in the past to Outlook users because of its integration with Outlook.
One alternative to ScheduleOnce is Calendly. Calendly offers a lighter-weight version of ScheduleOnce optimized for Google Apps. Calendly is less customizable than ScheduleOnce, but it can be a great alternative option for teams with basic scheduling needs.
PipelineDeals Pro-Tip – You can integrate PipelineDeals with Google Apps and Outlook to sync your calendars. If you use a service like ScheduleOnce or Calendly to plan meetings and use our integration, this means that your meetings will be automatically scheduled back into your CRM. Brilliant!
GoToMeeting has been a standard in web conferencing for many years, but they’re not the only option available for companies. Increasingly, savvy and growing businesses have been turning to more flexible conferencing services that are quick to setup and less expensive.
If you’re conferencing between Google users, one easy (and free) option available is Google Hangouts. Google Hangouts lets you share files, share screens, and collaborate in real-time. Unfortunately, Google Hangouts are only available between Google users and do not offer recording services.
For more functional conferencing needs, check out Join.Me or UberConference. Join.Me offers on-demand web conferencing for free, and can be used to setup a quick screenshare between teams. With the pro version, you can setup a personal and permanent sharing link, record sessions, and view on your mobile device or tablet. Better yet, the conferencing is available in a browser and doesn’t require any browser.
UberConference offers a comparable service to Join.Me, and comes with easy collaboration tools, unlimited calling, and screensharing.
PipelineDeals Pro-Tip – If you record your phone conversations or video conferences, upload those conversations and video conversations into your CRM. We don’t charge you for storage and this is the best way to stay organized.
DOCUMENT SIGNING TOOLS
The proposal and contract phase of a sale is a headache for many salespeople and a surprisingly easy place to lose a sale. Proposals can languish in potential customer inboxes for a number of reasons, and without the right tools, it can be impossible to know what may be holding up the signing of a document. Having the right tool can have an enormous positive impact on your business (Sneak preview – we’ll be featuring a story from a customer this week who closed more than $100000 in December by implementing a document signing tool).
So what document tool should you use? There are a few different tools out there to check out, including DocuSign (the market leader), RightSignature, PandaDoc, and HelloSign. RightSignature and PandaDoc have built integrations for PipelineDeals that allow you to integrate PipelineDeals with their services. However, any document signing service can ease the process of getting a contract signed.
To find the best service, check out the reviews on G2 Crowd. G2 Crowd offers a comparison of different document signing services from actual customers. Of the available e-Signature reviews on the site, RightSignature had the highest overall score amongst e-Signature products.
PipelineDeals Pro-Tip – Remember that you can track documents on to People, Deals, and Companies in PipelineDeals. If you remember to email@example.com on documents that you send out, these documents will be automatically stored in your CRM.
This article has been brought to you by our friends at PipelineDeals!
You have a great product that answers a real market need. You have an empowered team that knows what’s expected of them—and does them. But why are you not getting the lead volume that you feel you deserve? Why is your sales process getting longer and more drawn out?
As you sit waiting for just one return call, in other parts of the world, tech and software companies are raking in hundreds of leads daily, seemingly without effort. It’s as if they have their lead generation on autopilot and they are merely waiting for the return.
But it takes a lot of innovation to reach this stage. These companies have undergone hundreds of tweaks in their sales and marketing process, and they use data and technology to their advantage. Along the way, they have “hacked” some rules in the sales playbook, too.
Bridge is fortunate enough to be partners with PipelineDeals, a leading sales and CRM software, that has covered the Sales Hacker Conference through their blog. Every year, the top B2B tech salespeople in the United States gather for the Sales Hacker Conference, where insider sales secrets and hacks are shared within the community, ushering us all to the new era of sales.
This eBook covers five topics from the conference, all showing actionable hacks that you can already start implementing in your sales teams.
We hope that you’re inspired by these articles shared with us by PipelineDeals. The world of sales is going to get even more exciting, and you surely do not want to get left behind.
The e-book covers 5 main topics:
- The Top 5 Ways that Salespeople are Hacking Sales
- Maximizing Reponse Rates from Executives
- A Roadmap to Your Leads
- Building Outbound Sales Through Predictable Revenue
- Customer Success as Growth Engine