Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
We as sales professionals have to be absolutely on top of our game. As Steven Covey puts it in his ‘Seven Habits of Highly Effective People’ we have to ‘Sharpen Our Saw’! So lets sharpen our email marketing skills. Let’s make sure we get it right in our email campaigns to give us the best chance of sales success.
Target your message
Make sure your message is entirely appropriate for those receiving it. Segment your database according to the niches you intend to appeal to. Use their buzzwords, their language, acknowledge their likely issues
Personalise the opening greeting. If you can personalise the body of the email or the subject line then so much the better. You might need to modify the personalisation if you market to a very formal industry not accustomed to first names!
Create a subject line to grab attention
Everybody’s in box is full to bursting these days. You have a second to catch the eye of the reader, so the subject line is crucial. You will need to experiment here — the open rate will tell you how well your subject line performed. Keep the subject line short and snappy. Consider asking a question. You need to appeal to both positive and negative types so test both types of heading (i.e. positive ‘Ten great things you get with xyz’ and negative — ‘Avoid XYZ with these ten tips’.
Position Key Content at the Top
If your email is opened you’ve got to first base — but then have about 5 seconds to make an impact. So get your key message in quickly. Once again make sure you appeal to both those whose glass is half full and those who take it as half empty. This means positive statements about what they will get mixed with negative statements about what pain they will avoid by using you and your products.
Use ‘You’ Language
Don’t write ‘we can do this, we can do that etc’ Make sure your content revolves around ‘You’ (i.e. them!). For example, instead of ‘we design great websites’, use ‘if you’re looking for a great website’. Get into their map.
Include Powerful words
These can depend on the market you operate in, but research suggests some of the most powerful words in eshots are ‘You’, ‘Money’, ‘Save’, ‘Results’, ‘Discover’, ‘Proven’, ‘Guarantee’, ‘Now’, ‘Important’, ‘Solve’.
Incorporate a Clear Call to Action
What do you want them to do next? Invite them to do just that, in more than one place preferably. Telephone, go to website, register for free tips, whatever it is make sure the call to action is easy to find, easy to read and easy to do.
A quote from a satisfied customer or two always helps. Make sure you use the name of those giving the quote (ask their permission first).
Manage your Stats
Make sure you know the success rates of each email so you can compare results — crucial for improving ongoing effectiveness. Open rates, click through rates, bounce rates, unsubscribe rates are typical parameters. There are others too and you should choose those critical to your business.
Don’t bombard your database with eshots. They will unsubscribe or just bin them or ignore them. Two or three times a month is sufficient in most cases.
Contact those who open the email. Either ring them or at least make sure they get a follow up email which is a natural follow on from the previous one.
until next time.
PS; Remember to grab your copy of “The 9 Biggest Sales Mistakes”
The 9 Biggest Sales Mistakes identifies those key mistakes that are stopping sales teams, companies and business owners fulfilling their sales potential. The report establishes how to identify these errors, indicates how they can be eliminated — and sets out how to avoid them.
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking