Heat Up Your Cold Email

How can sellers use cold email to engage rather than irritate?

In this episode of B2B Revealed, Cascade Insights CEO Sean Campbell chats with Replyify Co-Founder Ryan O’Donnell on how to use cold email to increase audiences and avoid the spam filter.

Obviously, cold email is more likely to be welcomed when it is relevant to the recipient. But Campbell mentions how common it is for him to open a cold email that has nothing to do with his work. “…It wasn’t targeted, it wasn’t relevant, there wasn’t appropriate research done, [and] it wasn’t packaged correctly,” he said. Clearly, the seller hadn’t bothered to make sure their outreach was of value the recipient. This is a big no-no.

Instead, start with those who already have demonstrated an interest in your product or service. “The easiest place to look, if you already have clients, is your existing client base,” O’Donnell explained. These folks are much more likely to find your outreach applicable to their work than someone contacted out of the blue.

O’Donnell provides some helpful guidelines to prevent sellers from flooding customers’ inboxes and trying their patience. “We like to see 3-5 sentences per email. We like 5-10 emails delivered over the course of 30-45 days, with a mix of give-and-take. You’re giving the [audience] something of value,” O’Donnell said. Make sure buyers can quickly grasp the point of your communication and how it relates to their work. While an occasional follow-up is OK, don’t just keep bugging people who haven’t replied. Instead, focus your energy on those who have chosen to engage in a conversation.

Streamlining your cold email processes is possible through automation platforms such as Replyify. “Replyify helps you manage replies and to-do items, automatically send emails, manage unsubscribes, update contact information, and move folks around,” O’Donnell said. “Once you actually create these different sequences, and you put a strategy around reaching out to these different segments, or personas. It becomes really easy to keep that going because once the automation takes over on the email side, you’re just feeding the beast.” This platform allows sellers to monitor all of their cold emails for legal compliance as well as assess and hone targeting efforts.

In essence, cold email shouldn’t be a shot in the dark. It should be a clear, targeted message with direct relevance to the recipient. Aim to start a conversation, not bury the buyer in a deluge of unwanted email. Add value, not spam.

Defrost Your Cold Email Writing Skills

Want to improve your cold email writing skills, but don’t know where to begin? Listen to the full episode for more on this topic and check out our guide to sending legal cold emails along with tips for effective written communication.

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Sean Campbell

CEO

Sean Campbell is the CEO of Cascade Insights, a competitive intelligence and market research firm for B2B technology companies. A 20-year technology veteran, Sean oversees the health of the firm, drives the company’s thought leadership efforts and maintains relationships with key clients.