Welcome to the certified million-dollar podcast. I'm Sean find it. I would like Coast. Always whigfield. This show is brought you by Auto close on vanilla soft company. We don't have a guest stay. But why were you? I'd tell the auditorium to talk about my old headphones, about the code. Email site to conversion Killers I thought but maybe we'll do. You spell few technical difficulties on the webinar. Last you stayed at so are we can probably get three and a half the time I'm with hostile to the trouble and half of the heart rate going up and down. So do you remember, the points is the first question, what do I have to read them for my slack on my right-hand page?

I would put in my head that I know are the answers, but I'd love to hear if they actually match up with what we talked about a few weeks ago for the first man to come, visit not using a call PacSun. Yeah, I would say is we'll say you got too many is the opposite of the following up the same effect. If I don't know what to do, after I read the email, then I probably not going to do anything. I'm not going to like to fight and make effort to ask them if they're all too many, it's overwhelming. And I'm not going to do any of them have the same effect. How many times do you say that? I've seen both emails where people have two to three calls to action? You could be put in the phone number on email, a LinkedIn different things. But I've also seen a funny story, I had a client wants call me when I, when I owned it and he called me.

Clicking on my email and I just not going to calls and then I read that even this early on when I was doing, okay? And that's because you actually have nothing to reply no question and you have no call to action. So then even leave a phone number to call in a calendly call to action by a just way to email to write the email without any phone calls to action. Where were you doing? When you asked for three different things? It's like me asking you all the time. Do apples oranges and grapes will know, which one do you want, you know, then you have to make the person called action? Should I reply to? So, I do think that people do have too many.

I know, apples oranges and grapes in your bike for sale at this time of morning. I know that's not how you were holding, but I would say as well, which is frustrating when you see the guy, I was struck by a falling out by was kind of run out with things, the site. Which is my pulse, no kitty, say what I should. Like, lots of reps have that too. They kind of Oddity Jessica to stop the lost a lot of energy and then like three emails or something like that, I'll be flying out what the problem is using my team in equal to actions. But you're literally just killing another email to bring down for a 5 to send the case study, turn off anything else if you send the case study cuz you want me to read that, that's it. And then you will follow up a Knotts. When you might engage in a conversation with a new case, buddy might be one thing. You may also have to click a link to book, a cool ways sometimes what happens if you may also have a big question of the star which is so she won't tell me but you go to market strategy. That's

My questions, you brought that to say something, I have to make an effort to reply to that is, the coolest action is to tell you about the good. So I can start a G+, those three things at one. Email, like them dumb, questions, too much and what size wire? Do I need to tell you and then the book a link to have a cold if I don't have a clue on what they're not on the case study, as well as I mean. How long will go sit there and read it? Is it good way too much going on. So it's so that's that's not one but what do you think about us being too long? So there's a lot of debate about length of a male thing may be under phone screen for you to scroll or set. Number was, I think I think it depends on who you talkin to you, but one of my 5:00, so because if you buy a freaking essay, that's what you think. It's a big, but I think, I think the biggest problem is there's two things are just too long in the subject line, and then just too long of a day are body paragraphs, the subject line just mentioned, if you're on a mobile device,

Only seen the first three words that I love your body. You don't have to read your whole goal, is to get the email. What else you have to tell people that initial email should be between 50, to 75 for sure. You're being a painter challenge. That Prospect is facing in that in that leg. Personally, I don't have time to read the whole thing. I'm sure you don't either always. So when you're writing more than 125 words, that you already probably lost the attention of the reader, so keep it short and concise, but I do have a question going back to what we were.

I know my personal opinion. I've always used as my contacts and I got pushed back demos. It's too informal. Like why are you saying you're currently? You know, we should we should be talkin about what time we're going to meet. How do you feel about putting him as the call? Doctors are going back to the first point before you go back to stay. Cuz I really think it's give me a call back into pens, but I think it makes a big difference in her selling. So then you also listen to so if I went and laid in bed and I was to talk about that, was she post about it? I guarantee everybody is Thoroughly against it necessarily agree. 100%.

Random rap that you've never heard of company. I've never heard of and you don't necessarily need while I'm selling potentially you can see if I lie, probably don't need it right now. Am I clicking on some bling? Probably not want to say it won't work. I think for it makes a big difference is if you'll sell into a Beka company like Enterprise is all, you know, it's, it's like that kind of meat market sells game. You selling high tea products is probably know. It's pricey. I think if he's willing to let Brady technical people like if you sell to a software company like ours, we deal with these things all the time. So we're probably a bit more aware of that. And we see it too much. And it annoys us, if you still didn't see, may be technically ligers Market or smaller companies. Yeah, probably brilliant. Sending a video. It's so I'd like a manufacturing firm. They probably don't get sent videos ever.

So you definitely seeing a calendar is probably out. But yeah, I do want to book a cold, I'll just click is off, nothing is more annoying. I've done it before that. Can you meet Tuesday at 2 p.m. know? I'm busy. What? About? Thursday know, I'm also not date, but what about the following Monday? No, I'm fully booked. They said it's so annoying, so I think it really depends, but if I see my middle grounds has to be the guy on the fence. You say something like how would be Tuesday, Tuesday next week. If not, maybe we could use my calendar lay here and then I give you some sort of a making an effort, you can say, no, let's not have the 20 Email exchange to try to walk out at the end of it's just not going to happen.

So before we have one more question and it actually reading it yesterday and this is also checking in earlier. I know there's a bass going around that you should never ever ever use those words in email.

Did I say check-in? You should follow up?

Okay, Aiden in your hole of you can call your follow-up. I would never say that I am following up with you to the prospect. Just there's nothing wrong with it. Nothing wrong with that. You can say, sometimes it's even good. This idea, Prospect Lookout. You're one of my target accounts and then for every cent she was at my messages now rather than because I have done that research bus blowing up just categorizes you as we had to sell fussing at people. Go out to self, delete or hang out, or whatever else, it may be, as I like an association thing. I don't want to give them the opportunity to discuss with me that quickly. And then it's down to is my message relevant, is my timing? Why is my assumption is correct? By Sublime, know about that Persona in that market? All those things go wrong. I don't need another thing. It's kind of all my info. I can eradicate that was and that's no problem. Say,

No big deal. But impossible thing you can do to help your glass. Strangely enough. We are in agreement on to things today. All we should actually have make sure this is recorded here today. If they can, we are in agreement, so we should be okay, what's good anniversary? What do you think about selling the dream? Busted selling them pain points. Now, I think it doesn't matter which one you do bits about which one is more accurate and which one is more motive but I was quite difficult if you're selling a dream. So for example sometimes we eat we get some things. Like would you like to double your ass? A quote on York? Come on. But yeah, I would, but it's believable. If we could do that, we're doing something really wrong. If we know that something is not fully boy. But then if we had, we'd like to cut costs by 25% and increased something by something Ascent that's like a pain point because you're spending too much but

You know how much is that? Ray demotivating? You an email as well. When you don't have a long time to express that. You don't have the tone in my voice Xpress that you don't have my body language to express that. You just have the words on the page. How much is a problem, which way should you look for? So you know, the way I would look it is it depends on whose team is going out to. If I'm the CEO of a company, I want you to show me the dream. I want you to tell me, okay, I can decrease or call so I can do this, I can't all be rough but if I'm a director of sales, I want you to solve my pain points my challenges. So I think like you said there's two different spectrums, you have a dream and the pain points and I think depending on who you're talking to any organization or even what you're trying to sell a product or service is here depend on who the person is. The dream is the CEO. The pain points is I would say director of below, 20 company, and then

If you go up to charge of Revenue, telephone witnessing, okay, we have to keep our Abaddon here. Okay? I don't care about the NHL late. I don't know how they receive it. Probably have more risk-averse. Maybe I saw the way the. Function, what constitutes a risk of us, not particularly creative.

I said, spell motor.

Probably you can sell them the dream and I said, they're looking to do something but they cost because of the recession and think about that maybe but yeah, probably it depends on the function quite a bit as well. So I think this could be quite quite interesting. I've seen quite a lot of these like at the moment I seem to be getting is actually something. That's why we keep getting invited to these like highbrow of installing really. Hi Robin is, but you want, do you want to come see this Enterprise 100 Social Club, Elite big dinner where you were going to exchange business cards and Deals together?

Know, how do I know that's real? Like I could get ahold of these things. At that describing. It is just not going to be like that and the other one I'm getting is all names possible. Who is my CEO? They told me to reach out to you at the south of meeting and I'm like, I don't know who your company is who you are, who they are, why an insect even forwarded the initial email to make it look real.

I do like, what what is what is this about? Why is this a tactic? I think they just they might walk on the off-chance. But what they're doing is that harming your future reply, right? Cuz once this Foley doesn't work, you got to come up with something else. You might as well. Just stick to it from the beginning and do things, right? But those things I have to be called Stand and what ones have you seen? You must have seen a couple nice going to see the first one you mentioned by see the twist. So what I've been getting in this is for years is all going to call from somebody and say, hey, I'm calling from the ABC group and we have a really, really interested in your cells Engagement. Full, New York Mastermind group for the conference will be able to get all the business card. What they what they do is they actually tell you that they have clients ready for you.

The funny thing is I never questioned and they don't even know what they're trying to do is get you and say all, we have clients ready for you. And the interesting thing is they don't tell you till the New York New York know that I'd love to come already primed and ready to sign up. What they're doing is an integer and a m a used to these events in certain states. Don't tell you till the end of the conversation that you have to pay $2,000 plus drone flight to come down there and they don't really have a prospect ready for you at 1.

HubSpot in Salesforce, in New Jersey, I can get you this with exactly the job titles. You need recheck. I get those all the time lately they've been going, right? This is my stamps. I'm guessing Google Microsoft that I really see but the one that with the group setting and the clients they have ready, they actually do an email campaign. Also do phone calls on the phone is ready. Receptor. They have this month's budget. They're looking for your product for $2,000 a week. Do you say that I've had to lie to the people that like uses list and you have no black ones find? It is actually uses less than, but it's anyway, legal analyst Valley, but Salesforce customers list, I just found the other one, is legit way to do it. And now I was surprised how bad

What so they had employee call in 10 say to it, just like these companies are looking at companies like you in the competitors and to clean the engagement them on social media. Nice things, you would be the person. Like it was, it was showing Isle Du Bois on Twitter, asking sells for surprising, for example, and then you could literally be as matter fact to see that. Sweet. If you want to, if it was possible they would show people. And they would say, like here is the company in. This is what happened, you know, what does 74 out of contacts this week that we could show you the similar to that people just disregard that because they didn't think it was real nice. And I'm sending these things like you just described they're not real, but I do think it's kind of awkward if he had. So I would call this lightweight drinking wine champagne. If you'll selling that way, unless your product particular one works for the reasons you said, it's kind of seen this before I go to bed. Like

Sites in all those types of phones. They think this company is looking at the house or page right now and he was the director of sales, his LinkedIn profile new it

Really like what, what am I going to do with that? Just hit them up and say all you actually looking and they say no to send you and say, Here's a list of companies that are interesting. Your product IBM, Microsoft, Nvidia. And you're like 50,000 who is it? Exactly, who's on your website. The light, very interesting. Very, very interesting.

Yeah. Now I said what we agreed on too much. I think we should end it. Hey, before we pull out on those them. Are you listening? If you enjoy the show today, don't forget to give us a 5-star review wherever you listen to describe so you don't miss the next show. See you soon. And I hope everyone is having a great 2023.