Email prospecting is an important part of an outreach campaign. Email prospecting is the process of finding, researching, and qualifying prospects for a cold outreach campaign.
Here’s the checklist of email prospecting to follow if you want to get the best results possible from your outreach campaigns.
Step 1: Research Each Prospect
Goal: Determine the quality of the prospect
Action: Do a little research on their LinkedIn and Twitter profiles. Company about page or personal website. Read their latest articles or posts.
Step 2: Set a Time Limit for Each Prospect and Stick to It
Goal: Evaluate and qualify needs
Action: Spend assigned time learning about someone you want to contact. Once that time’s up, you should have enough information to determine whether someone’s worth contacting.
Step 3: Assign a Score to Prospect
Goal: Use this score to personalizing your email
Action: Here are a few attributes you might want to consider: Job title or role, Industry, Size of company, and Known pain points. Ampliz SalesBuddy is a great tool to assign a score to your prospect.
Step 4: Be Timely With Your Emails
Goal: Qualify them as a lead for the next step in the sales cycle
Action: When you discovered that your prospects’ company recently celebrated a big accomplishment. Leverage this to personalize your email and make it a priority to reach out as soon as possible.
Step 5: Educate and Offer Real Value
Goal: Make your email all about your prospect
Action: Offer up an article, video, tips, or a link to a podcast – anything that you think would be helpful to the prospect. Just be sure to tell them why it would be useful to them.
Step 6: Have a Clear Objective
Goal: Tell your prospects clearly what’s the next step.
Action: Send outreach emails with a very clear purpose in mind. Before you do anything else, make sure you can answer the question “What are you hoping to get out of this email?”
Step 7: Follow Up
Goal: Nurturing leads.
Action: Using an email series to nurture leads can help automate follow up and ensure prospects are hearing from you.
Step 8: Close
Goal: Turn prospects into customers
Action: Write effective email closing lines that close deals. Closing lines determine whether your prospect acts on your CTA or not.
Elements of a Successful Sales Email
1. Keep your sales email subject line clear, short, and enticing to pique the interest of your reader. The subject line is the first thing that your readers see to decide whether to open your email or skip.
2. Opening lines are very crucial in your sales email. Don’t just say “hope you’re doing well”, say something personal such as: “Your website’s design is absolutely brilliant…”, or “Your article about [Topic] was excellent…” Or “Looks like you started new service/project…”
3. Show benefits in your sales email. Your sales email should provide some value to the reader. Explain the benefits clearly. Ask questions that align the research you’ve conducted with your prospect’s goals.
4. Include a clear call to action in your message which guides prospects to what you want them to do. For example, Do you have time on your calendar to discuss? Have you given any additional thought to the proposal? Let me know what makes sense as a next step if any?
5. Keep your signature short, simple, and professional. Include your contact number and LinkedIn/Twitter profile links. Avoid images or long quotes.