Most controversial follow-up email ever.

Some people hate it because you’re not “adding value.”

Here’s the thing with “always adding value…” it puts way too much pressure on you as a seller.

And it’s overwhelming for the prospect.

Focus on just 2-3 pieces of value for each prospect.

These could be case studies, personalized videos, articles, industry reports, insights from conversations with others in the company, etc.

If your outbound sequence has 12-15 total touches. 6-8 of these being emails, make 3-4 of those emails a little longer that address the problem/aspiration.

Then use short email follow-ups using variations of “any thoughts?”

“Any thoughts on the case study?”

“Hey Jason, any thoughts?”

“Any thoughts on the video?”

Point prospects back to your longer emails.

This is my favorite technique for getting prospects to watch your personalized videos as well.

Try it. It works.

Do you use “any thoughts?”

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PS – Speaking of videos, I’m on a panel with VidyardTyler LessardDavid McHale, and Cristiana Montenegro on October 7th.

Want more follow up techniques?

Sign-up here and check out the panel in the comments.

 

Join the conversation on LinkedIn here.

Jason


Join me and 42 of the top sales speakers and quota-carrying reps on the Think Outside the Script summer tour.
 
 
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