This email came from hubspot. I started using one of their services some time ago, an email tracker. I’ve since turned to a competitor, Yeswar . The strategy given here works with both applications. I think it’s worth the 2 or 3 minutes it would take to read it.
After you receive an email tracking notification, what should you do?
Let me tell you a story about Hunter. He is a salesperson. And he has a killer story.
Hunter was receiving email tracking notifications (similar to yourself), but he was struggling to connect with leads after they opened his email.
I let him in on my little secret. I call it the M.C.O. Technique. Since he started using it, his response rate after receiving email tracking notifications has jumped by 266%.
What’s the secret?
Measure, Call, Open.
The M.C.O. Technique. It works flawlessly.
Step 1: Measure Email Engagement
Think of it this way – every email notification is a measure of velocity.
Two notifications are more powerful than one. Three are more powerful than two. Etc. The more a lead opens your email, the higher probability you’re on their mind.
Yet most salespeople set arbitrary follow-up dates, setting calendar reminds such as, “Follow up with Ryan in 6 months.”
But why force an arbitrary date? Why not naturally follow up when they’re engaging with your emails? Why disrupt their day when they’re busy with something else?
Measure email tracking notifications to follow-up when you’re on their mind.
Step 2: Call Fast
Research indicates that you’re 9x more likely to convert a lead if you follow-up within 5 minutes:
The same is true when prospects interact with your email.
The good news? You can call contacts within seconds from your notifications stream:
See that fancy, green Call button?
Instead of wasting time digging through contact records and searching for phone numbers, now click Call and you’re on the phone in seconds.
Remember, you’re 9x more likely to convert a lead if you follow-up within 5 minutes.
Call fast. Convert the sale faster.
Step 3: Open With Context
Remember Hunter, the sales rep who increased his response rate by 266%? Here’s his typical opening with a prospect:
[Hunter] Hi Jack, this is Hunter from (company). Am I catching you at a good time?
[Prospect] Wow, Hunter, that’s crazy. I was just thinking of you. Great timing.
[Hunter] Excellent, I will be brief. I wanted to check in about …
You get the picture. Open with context. That’s the last stage of the M.C.O. Technique.
You’re already Measuring Engagement and Opening With Context … but are you Calling fast enough? Are you following the M.O. Technique, or the M.C.O. Technique?
Are leads slipping through the cracks because you’re not following up fast enough?
Maybe. Maybe not. The only way is to know is if you try the M.C.O. Technique.
Respond back to this email after you try it. I promise it works.
And if you have any questions about implementing this technique, or have general questions about HubSpot Sales, just join a live training session and a product specialist will walk you through some top notch HubSpot Sales tips!