Calling People Right After They Open Your Email

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!

Miley Cyrus

You can look at Miley’s popularity in regards to search and put it up against virtually any other celebrity. She will come out the winner:

Siloing Theory and How to

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Duplicative content (from SEOMoz’ Whiteboard Friday)

How I benefited from reading:

Add Value.

If you are going to use material that is from someone else, add value to what has been said.

You want to do something, create something, give something that no one else is doing on the web. And when you create, when you give should have value; should be worth something.

Do your best to determine your visitors needs and wants and make it as easy as possible for the person to understand the solution you have to offer.

“But if you were to do something like what Oyster Hotels does, where they actually send a reporter with a camera, a journalist essentially, to the location, they take tons of their own unique photos, and they write about the weather and the neighborhood and the hotel cleanliness and investigate all these sorts of things and provide true, unique value as well as unique content, now you’re hitting on what you need to achieve the uniqueness that search engines are talking about when they talk about unique versus duplicate.”


“The last thing I want to mention is that duplicate and low value content, because of Google’s Panda update from 2011, Panda means that low quality content, duplicative content that exists on one part of your site can actually harm your overall site. I’d be very cautious if you’re thinking, “Hey, let’s produce an article section on our site that’s just these 5,000 articles that we licensed from this other place or that we’re copying from someone’s blog. We might not get much SEO value from it, but we will get a little bit of extra search engine traffic.” In fact, that can hurt you because as the Panda algorithm runs its course and sees, “Boy, this site looks like it copied some stuff,” they might hurt your rankings in other places.”


Google Webmaster Tools should be used to assist you in keeping search engines out of particular article or content. Such as this article, perhaps!  I am posting a lot of duplicated content here and it may be wise, if I were sincerely interested in getting traffic to this blog,  to follow the advice in the next paragraph:

“Google’s been very specific about this, that duplicate, low quality content in one area can harm you across your entire site. Be mindful of that. If you’re nervous about it, you can robot.txt that stuff out so engines don’t crawl it. You can rel=canonical it back up to a category page. You could even not include that in search engines. Use the disallow meta noindex, or you could do it inside your Google Webmaster Tools, disallow crawling of those pages. These are all options for that kind of stuff.”


Sharing Pages

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Facebook fan engagement

Good information from on engagement in facebook.

How to Apply the Pareto Principle to your Facebook Page


Last week Jim shared some tips for a successful Facebook presence with PR Daily in an article titled 9 Tips for A Successful Facebook Presence. As he mentions in the start of his post, “There’s more to building a Facebook presence than creating a Page and hoping for the best.” All hands raised in agreeance?

Of his nine tips, I thought I’d elaborate a bit more on the rule presented in his eighth tip, Optimize for feedback. The principle, cardinal to most all financial advisors and more recently, social media gurus, is the Pareto Principle–most commonly known as the 80/20 rule.

Named after Italian economist Vilfredo Pareto, the principle has roots dating back to 1906. Although it is a matured concept, the Pareto Principle applies flawlessly to today’s social media.

For Facebook specifically, the 80/20 rule simply means this: 80% of what you post and share on your business’s Wall should be content that is valuable and relevant to your fans, and 20% of content can be self-promotional. By adhering to this simply principle, it will increase fan engagement while avoiding coming across as “spammy.”



Constructing posts that appease the 20% is easy– it’s the larger remainder that requires a little more thought. To apply the Pareto Principle appropriately to your Facebook Page, follow the below tips 80% of the time.

  • Ask your fans a question: The question can be relevant to your business, the season or even a current trend.
  • Post a photo: Media content, specifically photos, often receive the highest levels of engagement
  • Share relevant content: Share an interesting article or video that you think your fans will benefit from or enjoy.
  • Share not so relavant content: Sometimes the most commented and Liked pieces of content are ones that are completely unrelated to your business. For example, sharing an inspirational quote.

Have you found that the 80/20 rule has increased your Facebook Page’s fan engagement levels? If not, what has?

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