REPLY Method

Increase Response Rates ∙ Set More Meetings ∙ Close More Deals

The biggest prospecting challenges salespeople share with us almost always relate with messaging.

“What should I say?”

“How long should the email be?”

“Prospects aren't responding.”

Sound familiar?

We created the REPLY Method to help us deal with our own challenges in writing thousands of cold emails for our clients.

We needed a process that was repeatable, but also got results. The REPLY Method does just that.

REPLY stands for:

  • Results. Prospects expect to see tangible results you’ve created for similar companies with similar challenges. 
  • Empathy. Prospects want to feel understood. They expect that you know about their job, their responsibilities, and the challenges they're having.
  • Personalization. Prospects are inundated with terrible outreach these days. They expect personalized communication.
  • Laser-Focus. Prospects deal with more distractions than ever on a daily basis. They expect brief, succinct communication.
  • You. Prospects don't care about you, your product/service, or your company. They expect you to make it about them.

Continue reading below to learn more about the REPLY Method. 

If you're in need of help applying the REPLY Method to your outreach, contact us here.

Our Clients Have Used The REPLY Method To Connect With These Brands

Results

Goal: Get the prospect’s attention

Prospect needs to go from, “What’s in it for me?”

To… “This looks interesting.”

Results are the universal language in business. Every prospect understands a tangible result related to their job.

Connect your product/service to the prospect in a way that's easy to understand.

Avoid feature dumping. Or talking about your proprietary solution.

Focus on how you can make the prospect's life better.


Checklist for your outbound messaging:

  • Are you sharing tangible results your clients achieve? Avoid using outrageous claims. Focus on what's realistic.
  • What is your value prop? Keep it simple.
  • Are you leveraging social proof? Share case studies and similar companies you’ve worked with.

Example:

Results - REPLY Method

Empathy

Goal: Show the prospect you speak their language

Prospect needs to go from, “You’re not one of us.”

To…“You’re speaking my language.”

You've heard the old sales adage, "People buy based off of emotion and justify with logic."

We tend to focus most on the logical part of the sale, and give little attention to the emotional part. Which, ironically, is why most people buy.

Empathy helps you connect with the prospect on an emotional level. It shows the prospect you understand what it's like to walk in their shoes. 


Checklist for your outbound messaging:

  • Are you mentioning frustrations your prospects have related to your product/service? If you don’t know, interview your clients. Do persona research.
  • Are you connecting your value prop to your prospect's frustrations and challenges? Make the prospect see the connection.
  • Do you sound like a robot? Be more human by writing how you speak. Edit your emails by reading them out loud.

Example:

Empathy - REPLY Method

Personalization

Goal: Show you're not a spammer

Prospect needs to go from, “[delete] clearly a mass email.”

To…“They did their homework.”

Mass outreach is affordable to everyone now. At the click of a button, spammers can send thousands of emails at a time for a few hundred dollars.

This has desensitized us to cold emails and cold calls.

Prospects are smart. They get automated messages every day and can spot them from a mile away. They're looking for reasons to ignore you.

Make it obvious that you did your research. 


Checklist for your outbound messaging:

  • Are you segmenting your outreach by industry and persona? Don’t send the same message to everyone.
  • Are you personalizing the first two sentences of the outreach? Salesloft's study showed that 20% personalization is the sweet spot.
  • Are you showcasing your personality? Share something about yourself.

Example:

Personalization — REPLY Method

Laser-Focus

Goal: Get to the point

Prospect needs to go from, “[delete] that was a long email/voicemail.”

To…“It was very clear what this person wanted.”

Prospects are busy these days. The average person is exposed to 4,000+ ads every day.

Your direct competitors aren't your only competition. You're also competing with all of the other distractions prospects deal with every day.

Keep your outreach short and to the point—your chances of starting a conversation will dramatically increase.


Checklist for your outbound messaging:

  • Is your message concise? Less than 120 words or 3-5 sentences is ideal.
  • Is the Call-to-Action (CTA) clear? Get specific with the action you want the prospect to take. Avoid using multiple CTAs.
  • Is the subject line short and relevant? 3-6 words (or less) is ideal.

Example:

Laser-Focus - REPLY Method

You

Goal: Make it about the prospect

Prospect needs to go from, “This person just wants our money.”

To…“Surprisingly, there’s value here.”

Prospects don't care about you, your product/service, or your company. It's a harsh reality many of us learn the hard way.

It's our job as salespeople to make them care. 

But you don't do that by talking about yourself. Or how great your company is.

Prospects want to know what's in it for them. Share what your company does, but show them how it helps make their life better. 


Checklist for your outbound messaging:

  • Are you making the outreach about the prospect? Use “you” and “your” more than you use “I.”
  • Are you telling the prospect what’s in it for them? They’re asking that question even if you aren’t.
  • Are you making the prospect the hero? Or your company (or worse...you)? Don’t make it about yourself. No one wants to be Alfred. They want to be Batman.

Example:

You - REPLY Method

Want More?

Want help with your cold emails? Let's chat.