Course Lessons
Includes transcripts + access to workshop archives + provocation formulas (templates).
1
Sales Copywriting Primer
Marketing copy. We all know what it feels like. Icky. It has NO business in sales outreach messages. You'll discover how marketing tone & best practices poison sales messages, causing customers to ignore, delete or mark as spam. You'll take away a better conversation-starting strategy.
2
Deprogramming
Calls to action. Being clear about what you want -- in subject line and message copy. Dripping. Sequencing. Campaigns. Blasts. These toxic ideas come from marketing mindset. Pre-crisis we could afford blasting templates. Not anymore. Let's re-think sales outreach -- operations and copy. You'll take away an emerging (effective) conversation-starting methodology most sellers aren't practicing.
3
Subject Line Crash Course
Discover our community's most effective subject line outreach tactics. Which subject lines are provoking conversations? We did the research, you get the insights. You'll take-away tactics to get opened more often, earn customers' attention and provoke response. Not to mention a liberating point of view on open rates in general.
4
Using Questions to Provoke Response
What if your questions could be worded to provoke a conversation from cold? Or act as a "change GPS" to forward an active sales discussion. Or to revive a gone-dark conversation. They can. This workshop will give you a clear understanding of what makes a question provoke response, examples of effective cold and follow-up questions, and a method to write provocative (yet empathetic) questions.
5
They Responded. Now What?!
The #1 reason customers stop responding is because their desire to learn more was fully satisfied by your response. Not because they lost interest. When buyers invite your pitch don't. Instead, create tension. Give them space to develop curiosity, stay engaged, ask another question (express more interest). Take away an unconventional "less is more" tactic to keep engagement going strong and avoid going dark.
6
Responding to “Not Interested”
When your prospect says “not interested” it's unlikely the decision-maker is not interested. Most likely you’ve accidentally caused this response. The prospect is actually saying one of three facts. You’ll take away a tactic to hear this objection less -- and confidently challenge it when it happens.
7
Simple Ways to Shorten
This lesson will give you a way to calm your mind and stop worrying about what to say and simple ways to shorten messages. Plus, you'll eliminate words which damage credibility and lower your status in the eyes of potential customers.
8
Making a target list
We recommend you call only people who accept having a problem -- throw everyone else down the stairs. High probability suspects are those most likely to accept a conversation with you. They’re most likely to be provoked by your message and engage. If they’re not highly likely to engage you should not be calling on them. This lesson will quickly explain how to set selection criteria and develop your target list with people most likely to engage.