FollowUp Friday #2: Send this to your customers today!

The subtle art of role reversal in warm-email followup

Jan 13

Welcome to Follow-Up Friday where I share the quick follow-up wins I’m using to nurture and resurrect deals that you can try yourself.

Action packed, to the point. Each Friday you can count on:

1 Call Script or Email to try on your next followup
2 Subject lines to try for emails or texts
3 Videos I send to my own sales team

Why wont you talk to me?

Mr. client, thats me outside your house. Just. Say. Something.

Its a numbers game, (mostly)

If you’re like me, you have a stack of driftwood sitting in your ‘22 bucket from last year that has gone cold or dark. And, you’d probably kill to just know what’s going on.

Sadly, we’re swimming upstream and fighting to get attention against the barrage of other information.

This week I’m employing a few email templates with success, coupled with a phone call, to unstick customers and get them back to talking.

Keep reading for my favorite of the week.

1 → This “role reversal” email gets a 20% response rate?

I love uncomfortable emails. Just love them.

With most of our ICP (sales leaders, industrial and manufacturing) receiving 100+ emails a day the run of the mill, bland emails get little to no traction.

So, I’ve tried to be punchy and odd to introduce a pattern interrupt.

Here's the email template I’ve used this week to reverse roles a bit with our prospects, and put the ball back our court to start the conversation again.

(Context here is if you have a customer with a quote or proposal outstanding and you’re getting ghosted)

Subject: {{firstname}}, my fault

Body:

Joe,

I have been inundated with the holidays, and totally underwater with quote responses.

I meant to circle back to you, and you’re at the top of my list -

I’ll give you a shout this afternoon to check in.

We had success with this and I think its because of the role reversal.

Even though you’re actually waiting on the customers’ reply, its more fun to turn the tables and act like its the other way around.

I think this creates a pause while they’re reading while they remember if its actually them that owe you an answer or the other way around.

Also, the threat of “I’ll give you a shout this afternoon” seems to work.

Give it a shot - tell me if it works?

2 → Next, a few Subject lines that made our prospects say 🤔

A few subject lines that would be interesting to try for followup. The goal is just to cut through the noise. Here are 2 we tried this week with success.

Subject: “Ok, this is getting silly”

(I used this one for a customer that was truly ghosting us, and instead of bringing up the obvious elephant in the room, I sent them a funny video that was also “silly”)

3 → Sales Videos to watch after the new season of Below Deck

Every morning before our scrum I send the team videos from people way smarter than I.

Here are my three of my favorites for this week.

I hadn’t come across this channel in the past, but this is a great crash course on my favorite discovery framework — MEDDICC.

More on the discovery kick, here is one from Salesman.

Finally, a great one from Salesman.com — Skip to 2:52 for one of my favorite closing questions

Until next Friday,

Don’t forget to Go FollowUp.

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