Browsed by
Category: Sales Prospecting

4 Proven Tips for Outbound Email Marketing Success

4 Proven Tips for Outbound Email Marketing Success

Outbound email marketing is one of the most cost-effective methods to generate potential sales leads and make more sales. However, businesses find it difficult to succeed despite using multiple strategies.

In this blog, I would like to share 4 proven tips for your outbound email marketing success. It isn’t something that I read somewhere, but these are the 4 things that I did meticulously to target potential prospects and turn them into happy customers. I thought this would help you guys out.

Here we go!

Step 1: Define your buyer persona

Before spending your marketing dollars on prospect lists, I would suggest you to define a buyer persona and carefully select who you want to sell to.

In my case, my target audience is top-level CXO’s, VP Sales & Marketing in marketing and tech companies who can be easily found on LinkedIn and other B2B networks. I use LeadGrabber Pro tool to build targeted prospect lists.

Step 2: Engage before sending an email

Once you have a targeted list of potential prospects, try starting a conversation with them. Look for them on LinkedIn, Twitter and other social media platforms and start engaging them by commenting on their posts, liking their discussions in LinkedIn Groups and sometimes sharing their content on social media sites

Try to engage at least in 3 places before reaching out. This is the best way to get on their radar.

Step 3: Personalize your emails

We send our first email sequence every Tuesday or Wednesday and it is always personalized. We follow a problem-focused approach in writing our cold email and below is the basic structure of our cold email.

  1. Hi [First Name],
  2. <Question> Start the email with a question. State about problems/pain points of the company that you intend to solve.
  3. <Solution>Then briefly tell them how you can solve.
  4. Call-to-action.
  5. Sign-off!

The best formula for any cold email, keep it short, easy to read, and actionable. Remember that a lot of emails are read on phones. So making it easy to reply is critical.

Step 4: Keep engaging (Follow-up)

This is something most sales and marketing professionals don’t do. But the truth is, timely follow-ups with your prospects can turn your prospects into customers.

Even if the prospects don’t respond to your 1st email, keep engaging with them through social media channels while sending the 2nd, 3rd, and 4th follow-up emails.

To sum-up

Building strong & trusting relationships with your prospects are important to add new customers. To do that, you have to genuinely care for your prospects and make sure that you provide them the right solution that addresses their problems. It takes time but it is worth it.    

You may think the above-said process is lengthy, but there are ways to automate. You can try Persona list building tool for building verified email lists and email automation tools for scheduling drip campaigns.

Happy Prospecting!

Photo by Nathan Dumlao on Unsplash 
SalesLoft Prospector vs. eGrabber’s eMail Prospector

SalesLoft Prospector vs. eGrabber’s eMail Prospector

If you are b2b sales hunter & find prospects one at a time, eGrabber eMail-Prospector provides 10x more value & benefits over SalesLoft Prospector.

Here is a quick overview

eGrabber eMail-Prospector SalesLoft Prospector
Cost $1,195/year Costs $3900/year (5x more than eGrabber)
Find email & phone of 1000+ contacts/month Find email & phone of only 350 contacts/month
eGrabber is built for any situation, your prospect can be anywhere on the Internet, or can be just a name and company you overheard in a conversation. eGrabber gives you their business email address and business phone number. Users complain on forums that SalesLoft does not work if your prospect is not on LinkedIn.
eGrabber eMail-Prospector at $1,195/year is optimized for processing a handful of contacts a day.

 

If you want to build lists, you need eGrabber LeadGrabber $3,495/year. This enables you to get 10,000+ contacts per month

SalesLoft doesn’t have a separate product for those who hunt prospects few at a time.

We are doing  a weekly free drawing for eGrabber email prospector please enter your name & company in this Trial Signup Page.

Give eGrabber’s $1,195/year product a try

It’s 50 contacts for free. 50 contacts for your pipeline.

First 50 email addresses free

2 Main Advantages of eGrabber Over Salesloft

2 Main Advantages of eGrabber Over Salesloft

egrabber-vs-salesloft

We have had some people ask, what the differences are between eGrabber LeadGrabber and Salesloft prospector. So I asked eGrabber Founder/CEO, Chandra Bodapati, a few questions.

What is the biggest advantage of the eGrabber solution over SalesLoft Prospector?

Connect with Chandra on LinkedInThere are several advantages, let me highlight two ;

Our first advantage is, in addition to appending contact info for each prospect (like Salesloft does), we also find & append contact info of the prospect’s co-worker network. These additional emails of co-workers gives eGrabber users alternate paths to engage prospect, if direct contact fails.

It’s a well-known fact that people & executives in particular, are more likely to open emails from co-workers than strangers. Our co-worker email output gives more ways for users to network & get their message delivered to their prospects. This has the potential to double number of appointments & deals closed.

The co-worker emails feature is so helpful in reaching prospects that users who already have direct contact info of prospects, still use our tool to get co-worker research!

The co-worker emails also comes in handy when a prospect is not discoverable on the Internet. This happens if the prospect joined company recently or is just not active on the internet.

Why depend on one apple alone? Why not target the whole branch of co-worker apples? You are interested in the company signing on to your product or service. We provide you multiple ways to get into your account; multiple ways to get your target prospect’s attention.

You said 2 big advantages, what is the other one?

Connect with Chandra on LinkedInOur product costs 1/10th of Salesloft Prospector even though it is more accurate & delivers more research.
Users get better ROI with the eGrabber solution. I’ve written in detail about this in my blog article, but let me summarize things for you here.

– Our $3,495/yr product lets you research 12,000 prospects a month, while Salesloft gets you ONLY 350 per month.

– We just introduced an even more affordable $1,195/year version, that lets you research 1,000+ prospects per month.

Can’t Salesloft claim to be more accurate too?

Connect with Chandra on LinkedInWe are likely to be more accurate because, we shipped our product a couple of years before Salesloft did; we invented this product category (see our list of patents below); We spent more R&D years perfecting our technology;

Why does eGrabber cost so much less than Salesloft?

Connect with Chandra on LinkedInWe are able to deliver for lower cost, because of the way we designed our solution and who we market it to.

eGrabber costs less because our solution uses your PC & internet to store data & conduct research, while Salesloft does it on an expensive cloud infrastructure. So, we don’t incur costs associated with maintaining expensive web-servers, server data bases & Internet connection for every user on the cloud. We pass on the savings to you.

Another reason we can keep our costs lower, we don’t incur large marketing & sales expenses & huge trade show budgets Salesloft incurs in targeting Enterprise customers. Our customers are budget conscious list builders who we reach through email, phone, web & webinars. (see below for more details).

What does a typical eGrabber customer look like?

Connect with Chandra on LinkedInOur typical user, works on PC, builds prospect list from the web & works independently. They upload lists into their emailing system or CRM to start the next stage of prospecting.

Anything else you want to say to a prospect considering eGrabber?

Connect with Chandra on LinkedIneGrabber has been specializing in developing automation tools for B2B prospect list building for 15+ years. We have a hardcore R&D team that have helped us get 4+ US Patents, with more pending. We have products ranging from $1,000 to $3,500 that we have sold to 100,000+ companies.

We provide an excellent support & training infrastructure. We know how to serve small teams. Our head quarters is located in San Jose, CA.

We look forward to having you on-board as a customer.

Please download our trial version
http://www.egrabber.com/emailprospector/trial.html  and here’s how to use eMail-Prospector https://egrabber.com/blog/sales-prospecting-tool/how-to-use-email-prospector/

Image credits: Liz West and LucieG-Stock

How to research on your C-level prospects in no time

How to research on your C-level prospects in no time

A sales person who is uninformed about the prospects’ business/industry cannot address their problems effectively. This makes ‘Prospect Research’ an integral element of sales prospecting.

research on your C-level prospects

How would you react if you were a C-level executive and a sales person, with inadequate knowledge about your business, approaches you with his product or service? Would you politely encourage him to go ahead or try to get rid of him as quickly as possible? Will you have the confidence that the sales person will help you address your problems?

The chances are very less. Right?

This is what your prospects, especially C-level executives,  will go through when you go unprepared to meet them. They are very time conscious. They seldom have time to educate you about their business and teach you about its intricacies for about 30 minutes and then allow you to offer a solution. You got to be spot-on with these people.

All your prospect would like to hear from you is a solution to address her problems and more ideas & suggestions to improve her business. Studies also indicate that unprepared sellers are the number one factor that dissuades buyers. So, it is very important for sales folks to research thoroughly on a prospect before they make the first contact.

Prospect research online might sound easy, but it is a laborious process; for C-level prospects, it gets even worse. You got to manually perform intensive searches and researches on the Internet to find the details about your prospect – contact details such as email, phone, social media profiles, etc.; company details such as industry, revenue, employee count, etc. You need to manually visit various websites and social networking sites to get these details and you have to repeat this process for every prospect.

Suppose, you have a list of 1000 prospects, imagine how much time it would require you to get these details and then work on them. This is where a prospecting tool such as eMail-Prospector Pro can be handy.

With just the name and company name, eMail-Prospector Pro helps you find business email addresses & phone# of your prospects, find decision makers contact information, get talking points from various sources such as blogs, news, press releases, etc. It also provides various research links that will help you get more information about your prospects. You can be well informed about your prospects and their businesses in no time.

eMail-Prospector Pro helps you to find C-level contact information and enables you to reach them instantly.

Download your FREE Trial Today, Get 50 Contacts FREE!

LinkedIn alone is “NOT” enough for Sales Prospecting

LinkedIn alone is “NOT” enough for Sales Prospecting

I am sure a lot of sales professionals try using LinkedIn for sales prospecting and selling. We have numerous articles, white papers, posts and literature that emphasize on how you can use LinkedIn as an effective selling platform. However, there are some golden rules you must follow to be able to identify, engage and follow up with your prospects for quality lead pipelines and improved sales conversions.

Here is a quick 5-point guide that will help business development professionals to achieve this

  1. Build a prospect list that your competitors do not have. For all that you know, you may be the first and or only one to contact them
  2. Always try and contact the decision maker directly rather than having to go through silos
  3. Use a mix of traditional and contemporary sales prospecting techniques such as cold calls, emails, and other social networks
  4. Tailor make the message for each prospect after a thorough research
  5. Plan and implement a prospect follow up calendar

Well, on the surface, these may appear to be very plain and simple. As you dig deep, you will realize that each one is important in its own way. Let me touch upon each of these points in a little more detail.

Building Exclusive Lists– With platforms such as LinkedIn offering you multiple search criteria, you can always play around to identify prospects that do not fall into the “OFTEN CONTACTED” category. You can refine your search based on a multitude of criteria such as titles (special titles), location (suburbs), and industry verticals and so on.

Reaching Decision Makers – With the ever growing popularity of social networks, especially, LinkedIn, you now have almost full information about the decision maker. Their LinkedIn profiles should give you some insights on how you can position yourself.

You can try and engage them on LinkedIn through the direct messaging feature or contact them over business email.

Use Social platforms – You should try investing more time in researching your prospects. Apart from LinkedIn, you should leverage social media to know more about your prospect. It helps to study their blogs, website, twitter, face book and other social profiles and engage with them. Well, calling or cold emailing is still not a dead method. However, social networks are certainly better starting points.

Messaging – You will be able to tailor make your message better when you have a 360 degree view of your prospect. My famous method is always to compliment the decision maker on a recent achievement. It shows you really want to engage with them. I believe and advocate the fact that effective prospect research is the first starting point for a sales dialog.

Follow Up – Most prospects go cold because sales professionals fail to follow up enough. A recent study showed that around 30% conversions happened on the 15th contact. You need to have a calendar in place and follow up till you get an answer. It is either a YES or a NO. It cannot be anything else.

eMail-Prospector Pro is a sales prospecting tool used by 100s of sales, marketing and business development professionals to find and reach C-level executives / decision makers from social networks, company websites and from any online directory/listing. The sales prospecting tool helps you to find business email addresses and phone numbers of any prospect in no time.

Download your FREE Trial Today, Get 50 Contacts FREE!

How to do Prospecting at Business Events – A Three Phase Approach

How to do Prospecting at Business Events – A Three Phase Approach

Business Events are great platforms to foster new relations and nurture the existing ones. Leverage them effectively.

One of the key components of the Annual Marketing Budget of any organization is participation in business events. Tradeshows, exhibitions, conferences, seminars; all these fall into this category. Business events are great platforms for companies to tell the market about themselves. They present to you an opportunity to interact with your prospects (decision makers), study your competitors, establish new partnerships, meet your existing customers, compile your sales and marketing intelligence and most importantly understand the changing landscape of your target markets. Sales and Marketing professionals will, however, agree that sales prospecting at business events is the top most objective for them because that alone will result in quick revenue. The other activities are important mainly from a branding and relationship management perspective.

Business events can be revenue aggregators, if planned and executed properly. However the flip side is the costs associated; Exhibiting / Sponsor costs, collateral costs, travel and accommodation costs and much more.  This actually means that your participation in any event is fruitful only, if you are able to create a healthy prospect funnel out of every event that you plan to attend, which will result in improved ROI.

Here is a three phase approach that is recommended for every professional who wants to make the best out of any business event

Prospecting Before the Event

“The Key is to build B2B Contact Lists”

One of the key things for any business development professional is, to have a calendar filled with appointments with your prospects. Every event will have a dedicated portal, active for a few months, before the event where in the list of participating companies will be made available. You must build the entire B2B contact list and identify the “MUST MEET” companies at the event. If you are lucky, you may also find the names of the representatives of those companies. If you notice that the representative is the decision maker you wish to meet, you will need to make an appointment via email or phone. That way you have fortified a sales prospecting opportunity. In case you only have the company’s name, you can use LinkedIn to identify the decision maker within that company. You can check with the decision maker if you can have a meeting at the event or ask for reference for the meeting with the representative.

Another important step is to run a campaign to all your prospects informing them about your presence. You need to tell them your location and invite them to meet you. Email marketing, tele- calling, banner advertisements and so on could be some techniques. Another method is to direct message your decision makers on LinkedIn.

Prospecting During the Event

“The Key is Prospect Research”

The major challenge during the event is that the time to speak to your decision maker / prospect is extremely limited. More often than not, you will find people waiting outside the booth for you to finish the meeting. After all, no one would want to let go off such an opportunity. One of the key things that will make your meetings more meaningful is when you so a thorough prospect research well in advance. You need to equip yourself with as much information as possible about your decision maker before the meeting. To put it simply, you must have a 360 degree view of your prospect. It would be a very good idea to start the meeting saying “Hey, I read your blog post on managing sales pipeline. I think it was pretty impressive; I second the point where you spoke about targeted lead generation. I am here to talk to you about this. My software actually eases the process of lead gen and helps you in targeted prospecting”. For tips on knowing more about your prospects, Read my blog on Effective Prospect Research

Post Event

“The Key is Planned Follow Up”

Lot of sales professionals do an extremely good job in generating warm leads during the events. However the percentage of conversion is usually not as expected. One of the primary reasons is insufficient follow up. You need to understand that even for your prospect; the excitement pertaining to the event fades away once he is back to work. It is your job to remind your prospect of what was discussed and move things forward. It is very unlikely that your prospect will come back to you saying “Hey, nice to meet you during the XYZ event, I wish to purchase your software. Here is the purchase order”.

This will not happen. You need to follow up with your prospects. Another aspect of sales prospecting is touching base with those prospects that you never got to meet during the event. Most of the trade shows make directories available to you (some of them charge you, worth the spend). Buy one such directory and contact the other prospects whom you have never got to meet. Email or call them and refer the event as a talking point, “Hey I was there at the XYZ event, but could not catch up with you, I think you would be interested in learning about our unique social prospecting tool, can we talk?”.

The Smart Way

We have a sales prospecting software called eMail-Prospector which eases the whole process of prospecting for events that you attend. Our tool helps you in getting the list of business email addresses and phone numbers of your prospects. By generating such lists, you can easily set up prior appointments over email or phone campaigns. Moreover, it gets you the 360 degree view of our prospect, their website, social presence, LinkedIn information etc which you can use to strike our conversations with your prospects. Post the event, you can use the same tool to build the B2B contact lists of other prospects whom you may have missed meeting during the event.

Download FREE Trial Today, Get 50 Contacts FREE!

Flyn shares a simple trick to improve sales conversions

Flyn shares a simple trick to improve sales conversions

Flyn’s Technique on LinkedIn® Saved Search + eGrabber’s Account-Researcher

A Killer Combination for Improved Sales Conversions

In a recent interview with eGrabber social selling academy, Flyn Penoyer has spoken about how over the so many years he has trained thousands of sales professionals about cold calling, lead generation and prospecting techniques. His techniques have always resulted in a triple digital growth in just a few weeks (285% in 3 weeks is the latest number for record). He now shares with us on how a simple thing like LinkedIn saved search can help you in improved sales conversions.

LinkedIn® indisputably is the one of the largest databank of C level decision makers and an ideal environment for B2B prospecting. It lets you search for your target prospects based on a multitude of search criteria such as title, industry, company size and other demographics. Sales professionals today have the flexibility of using several combinations of their search and build multiple sets / categories of prospect lists.

While this is a good feature, what makes it better is when you use the saved search feature. The Saved Search Feature in LinkedIn® sends matching profiles to your email inbox on a periodic basis. It’s like having lead-gen on automatic!

Look at the simple 3 step illustration below and you will know what we mean.

Step-1: Search for your target prospects

Let us try and search for “Lead Generation Director”. Select your preferences based on title, location and other demographics.

how to generate leads everyday with linkedin

Step-2: Click Save search of your results page

LinkedIn® will display the results based on search criteria. Click on Save search in the top right of your results page. You will find it next to the settings icon.

how to generate leads everyday with linkedin

Step-3: Provide necessary input and save the search result

Give a name to your search. Set your preferences on how often you would like to receive email alerts pertaining to this search and save the search. Now the search is saved with the given name and LinkedIn® starts sending people’s profiles matching that search criteria to your mailbox.

how to generate leads everyday with linkedin

Start prospecting using eGrabber’s Account-Researcher

As soon as you receive search peoples profiles in your mailbox, use Account-Researcher tool and capture their business email address and phone number. Start reaching your decision makers on their business email and phone and kick start your business with them.

LinkedIn Prospecting Tool
Follow this simple method and improve your sales conversions. Happy Selling!!

Start Download your 7 Days FREE Trial Now!