When it comes to making cold calls, whether it is because you don’t have time or don’t the desire, it can be easy to find an excuse to not pick up the phone. Because of this, many salespeople try to only use email to generate leads.
While we believe the best way to consistently generate leads is to use a mix of phone calls and emails, we do have a process that can improve your ability to get into new accounts only using email and we outlined that in our recent webinar “How to Generate Leads Without Making Cold Calls”.
Here is a recording and the slides.
Building a Good Sales Pitch
Your sales pitch impacts what you say when talking with prospects and it should also impact what you say in your emails. If you would like to generate leads with only the emails that you send, then those emails should be structured around a strong and attention grabbing sales pitch.
That being said, our strategy for generating leads without making cold calls starts with creating a good sales pitch for what you sell. The process that we recommend for this involves identifying the benefits that your product provides, the problems you help to fix, the questions you should ask, some customer examples, and more.
Creating Good Emails
Once you have organized your sales pitch, you can use all of the details that we recommend that you brainstorm to create your email templates. You can take the benefits that you provide and use those to create an value-focused email message. You can take the problems that you help to resolve and create a pain-focused message.
These are the type of messages that you can send to your prospect instead of sending emails that just talk about the products that you sell.
Here is an example of what we call a Pre-Call Pain Email.
Subject line: Challenging for sales reps to generate leads and get into new accounts