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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 post, 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 in your outbound email campaigns.

Target the Potential Prospects/Customers From Social Networking Sites [Try for FREE]

Here we go!

4 Outbound Email Marketing tips to Generate B2B Sales Leads

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.

You can Know the significance of defining your buyer persona here.

2: Engage before sending email campaigns

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 via outbound email campaigns. This is the best way to get on their radar.

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 email campaign 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.

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!

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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!!

Download FREE Trial Today, Get 50 Contacts for FREE!

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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

Effective B2B Prospecting and Beating Sales Call Reluctance

Effective B2B Prospecting and Beating Sales Call Reluctance

One of the key things any seasoned sales professional will agree with is that sales happen majorly due to the prospects’ trust on the sales person than on the product or service. While a good product or service triggers the sale process, it is the selling mechanism that actually instils the confidence in the prospects and translates them into customers. It is better understood if I say that sellers, but not the offerings are the key differentiators in today’s competitive market place.

In a webinar, Connie Kadansky, a professional sales coach shares some workable insights on effective prospecting and beating the sales call reluctance.

sales call reluctance coach

Connie has won several accolades in her professional journey- Best in Class for Assessments for SPQ gold assessment, ATM Gold Toastmasters International and Scholarship to China REN coaching to name a few.

Connie has been interviewed by Wall street Journal and has been a delegate to Rwanda to work with women in parliament.

Connie points out that Prospecting is the “must have” competency for every sales professional. By understanding the nuances of effective prospecting, sales professionals can present themselves and their offerings better to the prospects thereby resulting in improved conversions. The reality however is that, lack of confidence and an inconsistent approach, act as hurdles to sales professionals resulting in lesser success.

Connie talks about three important things every sales professional must inculcate. The three things she talks about make every sales professional more credible and unique.

Prospecting

The participants of the webinar also had an opportunity to hear Connie speak about visibility management and a unique sales model for improved results. They also got to hear Connie’s views on correlation between prospecting and sales and why sales professionals do not prospect proactively.

At this point, we had another speaker Clinton Rozario who spoke about some very powerful prospecting tools that eGrabber develops and markets.

Sales Prospecting Tool

Clinton is the chief architect of targeted prospect list building tools and showed the participants on how they can build targeted prospect lists with business email address and phone number for improved success and response.

The second part of the expert talk dealt with call reluctance and the four “A“s to eliminate it.

4 As of call reluctance

While explaining these simple steps, Connie threw some light on the behavioural types of sales professionals with special focus on the associated phobia.

The webinar finally closed with some techniques on overcoming call reluctance and factors that block success.

eliminating sales call reluctance

Watch the Webinar Video

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Social Media Fuels Paradigm Shift in B2B Prospecting

Social Media Fuels Paradigm Shift in B2B Prospecting

The recent times have witnessed a paradigm shift in prospecting methods. Gone are the days where business development professionals would make a few hundred calls in a week and end up in striking a conversation with just 3 or 4 prospects. Prospecting now is no longer “just” demographic based. It is now more of “activity or persona based“.

With the growing influence of social media, it is imperative for business development professionals to realize that there are multiple data points available about your prospect. The catch here is to use these data points effectively and transform them into opportunities. This means you need to understand your prospects in totality even before you contact them.

Where to Find Data Points?

LinkedIn – It is needless to say that LinkedIn is one of the most valuable resources to find your target prospects. You have access to information about their professional profile, their achievements, and what they are looking for – new vendors, solution to specific problems, feedback or reviews, partnership invitations and so on. You can also investigate the groups that your prospects are a part of and examine their activities – what kind of discussions are they usually part of, what questions/ comments get posted by them in these discussions, how active are they in these discussions. Such things give you a good starting point for a conversation with your prospects.

Blogs – You need to take time and see the kind of blogs your prospects author or be a part of. That should give you a fair idea of what they are probably in need of. For all that you know they are waiting for you to go to them and tell them you can solve their problem

Videos – YouTube is another platform where you can find information about your prospects. Look at their videos, try and analyze what their business is all about. Once you understand, send them a video or collateral that you think can help them achieve their business objectives.

Industry News – Subscribe yourself to the industry news. Keep abreast of the market happening, trends and forecasts. You may suddenly find news items those talks about a change in management or inclusion of a new offering in your prospect’s company. Use this at a start point to kick start a dialogue with them.

Twitter- One of the biggest advantage of Twitter is you know when your prospect is available for a quick chat. If you see a tweet from your prospect, it is the time you should quickly tweet back. You are sure to remain on your prospect’s fresh memory.

How to Prospect Better?

Let me also give you some quick points on how you can prospect better

  • Emphasize on quality. There is no point in making 100 calls and ending the day without a single success. Instead make fewer targeted and well researched calls and succeed. You need to spend the rest of time researching your prospect.
    To know more read my blog on prospect research
  • Don’t stop at title based or location based searches. Go one step further and do an activity based prospecting.
  • Create multiple small clusters instead of one large cluster and tailor- make the message for each cluster
  • Leverage Social media effectively to start conversations. Continue the dialogue on their business emails.
    To know more about this, read my blog about prospecting on LinkedIn

How Account-Researcher helps you in B2B Prospecting?

Account Researcher gives you all the above talking points pertaining to your prospects. You can find information about your prospects’ social / web presence, patents, awards, news items, press releases and many more. The flagship feature of this tool is it can get you the business email address and phone number in a single click. In case you have a list of prospect companies that you want to target, our tool can get you the complete company profile and also the decision makers within these companies.

Finally – B2B Prospecting today needs to be constantly supported with extensive research and customization. Equip yourself with more-than-enough information about your prospects before you kick start your dialogue with them.

Happy Selling!!

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4 New Ideas for Pursuing Sales Prospects

4 New Ideas for Pursuing Sales Prospects

Prospects Going Silent? – Re-Engage Them

Sales professionals spend over 40% of their productive time in following with their prospects. While the most popular media have been email and phone call, our experience shows that the hit rate is not as big as it should ideally be.

So are there any new ideas out there?

That’s when we bumped into Tim Wackel. Tim is an expert sales coach with a history of leading sales teams, big and small, to great success.  Tim’s approach to the follow-up problem was creative, practical and downright effective. Tim shared his tried-and-tested formula in a Webinar hosted by eGrabber. Here are a few takeaways:

1. Use Lumpy Mail

Tim suggests that you use innovative media to follow up with prospects. Apart from the traditional email and phone call, you should consider using media such as post cards, hand written letters, gifts, freebies etc that actually grab the prospects attention. And they are easy to do… online.

He delivered specific, first-hand examples of how these systems work on the webinar.

2. Plan a follow up calendar and execute well

What if your prospect is going to buy in that next phone call? …How do you know?

You don’t. So, Tim recommends a follow up calendar to continuously engage with your prospects. He talks about the frequency, media and the message to be included. By following this calendar, sales professionals ensure that their prospects never go dormant.

Tim took a dive into how this calendar was made and how it was best put to use, in the webinar.

3. Breaking up…  in a professional way

Tim tells you why it’s necessary to break up with your prospect… yes, you heard me, break up with your prospect.

And he also tells you how to do it… without slamming the door shut… just in case they come back to you!

The webinar also dwells on how you can rephrase their statements to reengage their prospects who normally do not respond to the traditional follow up content. Here’s just one example.

4. Start with Targeted Lists

When you have so little time, why prospect people who will never buy? – Fix the problem before it even begins. Start with a very highly targeted list.

Clinton Rozario from eGrabber showed how it is easy to build a list of your Glen Garry leads using social networks and online profiles. He showed an automated tool which builds your list, once you identify your list of profiles.

To Watch the Webinar Recording – Click Here

To Know More about our Targeted List Building Tool – Click Here