Startup Sales Hacks: Learn to Close More Sales in Less Time | Greg Remillard | Skillshare

Startup Sales Hacks: Learn to Close More Sales in Less Time

Greg Remillard, Founder, UnionPixel

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12 Lessons (1h 14m)
    • 1. Course introduction, why email is a better sales tool, how to write a sales email

      Class Intoduction.pdf
      5:24
    • 2. How To Write A Sale Email Introduction

      1:11
    • 3. Writing An Effective Sales Email

      12:06
    • 4. Introduction to Lead Gen Hacks

      4:35
    • 5. Finding a Company's Email Format

      4:46
    • 6. Using Jigsaw and Linkedin to Find Targeted Prospects

      9:32
    • 7. Setting Up Your CRM

      Capsule CRM Setup.pdf
      10:44
    • 8. Yesware Installation and Template Creation

      5:49
    • 9. Integrating Yesware with Capsule CRM

      4:19
    • 10. Yesware Tracking

      3:19
    • 11. Putting Your Process to Work

      10:20
    • 12. Follow Up!

      2:21

About This Class

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Are you new to sales? Do you hate the thought of cold calling? Do you need to start creating sales for your product or service but have a limited amount of time to devote to selling? If any of these situations sound familiar this Skillshare class is for you.

Class Features

12 short, simple to follow video lessons
The course videos provide clear, step by step demonstrations on how to set up each part of your sales system. You want to reduce the learning curve, save time and avoid mistakes so watching videos of each step means:

  • You'll see exactly how to set up each piece of the system in a video demo
  • The voice-over provides deeper understanding of each step
  • You can watch these lessons repeatedly

Step by step lessons in PDF format
The PDF lessons give you a convenient way to follow along, keep them by your side as you set up your sales system. You want this to be easy so by following along with the PDFs you will:

  • Have a real world example at your fingertips
  • Be able to follow along and build your system quicker 
  • Have immediate answers to your questions

Sample sales email templates you can modify for your product or service
Get started immediately with tested and successful sales templates. You don't want to have to struggle writing and rewriting sales copy and potentially losing time and sales. Not having to write copy from scratch means:

  • You get a sales email template that is proven to work and has been used to generate millions of dollars in sales already
  • You save time by simply editing the templates to suit your product or service 
  • You get a tested and successful email subject line that people want to click on 

A list of the best online tools for creating a sales system
I've already done the research and tested dozens of tools and found the best tools at the best prices. You don't want to spend hours searching so what this feature means is you will:

  • Save money, time and frustration searching for the right tools
  • You can start selling right away
  • Start getting meetings and closing sales immediately

If you:

  • Are new to sales
  • Are a solopreneur with limited time
  • A startup with a limited marketing budget
  • Need to organize and track your sales efforts
  • Are looking for a way to sell more in less time

Then sign up for this course today! In less than 90 minutes you'll learn:

  • How to craft a compelling sales email (that will get opened)
  • How to set up a simple CRM system
  • How to find any company's email format
  • How to find targeted prospects to pursue
  • How to automate your sales process
  • How to track your sales activity
  • How to follow up
  • The best free or low cost online sales tools to use

At the end of the class you will have created a complete end-to-end sales process customized for your product or service and NO cold calling!

Sign up for this class today and start selling more tomorrow!

Transcripts

1. Course introduction, why email is a better sales tool, how to write a sales email: Hi, My name is Greg Malard, and I'm going to be teaching a class called start up Sales Hacks get more meetings and close more deals and less time. This class is particularly well suited for people who are new to sales or working a start of environment, or a very small company where you're the only person who is responsible for driving revenue and need to get the sales engine cranked up quickly. What you learn in this course is, Ah, five step process that, um covers all the basics of our basis of sales, from legion regeneration prospecting to writing sales, effective sales emails and subject lines that get opened. Um, CRM had a manage all of your contacts that you'll be developing through your prospecting, had automate the whole process using Gmail and also how to follow up in close more deals. So why don't we dive right in and start talking about why email is actually a much better tool for sales than phone and cold calling? Email is better than cold calls when you are trying to do sales on extremely organized and rapid method. So the first thing that email provides ISS that it's less disruptive to the person who's receiving the email. People are busy. As strange as it sounds, they just don't really want to hear about your offer. Are your amazing product or service, even if they need it, they're caught up in the day to day minutia of taking care of business, and they just don't have time to answer the phone. Even if they did answer the phone, it was the first time the first contact you made with them. They probably would not be too receptive to your message. So email eyes, much less disruptive. It kind of works right into a person's daily workflow. If they're checking email constantly or checking email just twice a day, the message would be their inbox, and they'll deal with it on their own time. And right there is a big win. Just the fact that you're being courteous to your prospect by letting them get your message on their own time in their own way, and they can read it several times. They can delete it or respond, and we'll talk about how to get them to respond later in the course. Um, email can also be more engaging your you are tailoring each and every message to the person you're speaking to. So even though you may be working from a script, you can still tweak it with just a couple lines, letting them know that you've done your due diligence and you know who they are and you know what their business does, and your presentation is just that much better became with cold calling. You can get tongue tied and stumble over words and phrases, even the best people I've seen just totally choking and sometimes choke at the worst possible times. And this is my favorite reason for choosing email over cold calling that you can really automate the process. We're gonna get into some tools in a little while that show you how to do all of this automation from your legion Teoh sending the emails to writing scripts and selecting scripts and editing and quickly to saving emails that you sent to follow up. The whole system that we're going to go through can be automated, and that's really to me. The best part. So let's take a look at what we're actually to be learning in this course what you're going to learn is essentially a sales workflow in a process. And as I mentioned before, this process is really tailored to smaller sales teams, solo sales teams, and it's been developed over several years of working with startups. Like How about we dot com? Guest of a guest dot com doodle deals dot com, just to mention a few. And all of these companies had very small sales. Teams had to wrap up sales quickly, and this is the process that has evolved over the years of working with teams like that. So it starts with the sales email format. How to write a sales email, pick a subject line that's that's going to get clicked and opened Dr Opens. Really Generation will get into that and a couple quick hacks to get you going right away and find people in contacts and email address formats. Then we will talk about CRN management customer relationship management. You can have a fantastic CRM system that is online. It's in the cloud and very, very inexpensive. Then we're gonna put all these things together in your process, and I'm gonna show you how to automate just about everything we've talked about up until number four. And that's really the fun part when you actually get to get in there and do this work and you can actually see your progress, which is the great thing about so the tools that will be using. And finally I will talk a little bit about following up and how important follow up is in sales. Okay, so that's everything we're going to be learning in this class. And I'm really excited to get in there and teach you, Ah, love the hacks that I've learned and developed over the last few years, and I'm even more excited for you to take these hacks and embellish them, make them better and drive a ton of revenue for your company and yourself, and why don't we dive right in and get going? 2. How To Write A Sale Email Introduction: - I. - This Suffers unit is how to write a compelling sales email that is highly effective, - and we'll get open and get you meetings, - and I'm going to take you through every part of the email creation process. - It's basically 45 Release a sink paragraph he will be creating. - Use the template that I'm going to take you through, - starting with subject line. - And at the end of this units about 12 minutes long, - you will have a great sales female that will definitely get meetings. - The process that I use eyes based on a course that I took from Brian Cruz Burger called - Breakthrough Email, - and I took his course and essentially simplified it for speed. - Because Aziz, - as you know, - this course is called sales tax, - and it's all about being as effective and quick as possible when you're on your own or - you're part of a small team and you need to accomplish a lot of work in a short period of - time. - So what do we dive right in and get going and hope you enjoy this unit? - At the end of it, - you'll have a great tool to use for sales. - Thanks 3. Writing An Effective Sales Email: so the first thing we're going to look at is a subject line, and I'm sure any of you who have done any email marketing where online marketing understand how important subject lines are. And it's one of the things that are tested the most. And email marketing and with sales subject line is probably the most critical aspect of the email because it's the make or break moment where the recipient is. They're going to open the email or they're going to skip it. If it looks like something very commercial or sales offer, so appropriate person is a bit odd. If you see that in your in box, you're going to wonder what that emails all about piques interest. Most likely you're going to click to open that email as soon as you do. You'll see in a moment. The first part of the email speaks directly to the subject line and creates a problem for the user to solve quickly. The subject line appropriate person simply works in my experience, having using the subject line now for almost year. I see typically over 90% open rate. The prison who created this methodology that I based mine on Brian Cruz. Burger reports the same kind of success rate, so it might seem a little odd at first. But appropriate person is all you need, and you will see your open rates. Definitely crush whatever subject lines your usual before. So let's move on to the next part of the mail. The first part of the email, the body of the email is your opening in the opening going to explain to the recipient exactly what you're looking for, and you're also going to include called action. You obviously know who you're trying to reach. I use first name. I think first name is absolutely fine in business. Eso Michael Comma. I was hoping you could help me find the appropriate person at X Y Z Company who manages marketing. So let's just look at that first sentence, even if you know that the person that you're writing two is the person you want is the appropriate person. And by the way, notice how appropriate person ties right into the subject line, which legitimises that subject line and makes it puts everything in context, even if you know that the person you're writing to at X y Z companies who you want to reach . You still are creating empathy by asking them for some help. So it's kind of a humble way to begin the email. They're either going to refer you to the right person or they're going to respond. Say, well, it's a matter of fact. Yes, that's me. I am the right person. That first sentence very, very simple. But it's very, very strong. Second sentences that make sense to talk How does your calendar look? This is your call to action. If it makes sense to talk is a very nice way of saying connected. Supposed to make sense, to meet, saying the word meet feels a little aggressive and immediately, you know, whenever anyone suggests meeting these days, people are so meeting a verse that you immediately start thinking like Oh my God, my schedule is a mess. I can't take another meeting, But if you make sense of talk that's wide open, that could be a phone call. It could be, ah, face to face potentially, but he's just a little easier for the recipient to deal with. And how does your calendar look? Not schedule, not how does tomorrow or how does next week look, but how does your calendar look again? Softer approach to asking for the meeting and the word calendar doesn't put as much pressure on the recipient. So once again, let's read through the 1st 2 sentences. The opening. Michael I was hoping you could help me find the appropriate person at X Y Z Company who manages marketing. If it makes sense to talk, how does your calendar look? Those two sentences are perfect, opening to a sales email. Just a few more other things to look at in this opening. Don't apologize for interrupting their at work. Don't say sorry to bother you. You don't need to use Verbeek's like that as I mentioned before by saying appropriate person in the first sentence. It reinforces the subject line. You've gotta called action right in the opening of the email. Okay, so let's move on to the second part of the email, which is the elevator pitch. The elevator picture is the section of the email where you talk about your business, your product or your service, and how it relates to the recipient of the email and the problem they have, and the pain that your product or service will alleviate in this section. You want to be very, very succinct. Keep it very short. Less than four or five sentences tailor the content to the company of possible. For instance, you can cite ah, product of theirs, our service of theirs. Or if they've been in the news recently, you can cite that. Let them know that you're familiar with their pain. Point my company, Union pixel. We work with online publishers, and we create sponsorship programs for them. So this paragraph speaks directly to that service that we provide, and I'm just going to go through it now quickly and then come back and talk about some of the individual sentence. In the paragraph begins. I'm with Union Pixel, a boutique agency that helps publishers went more business with Web, mobile and social sponsorship programs. We designed and developed branded native mobile APS, mobile websites, social media promotions and contests and rich media ad units. How rapid development platform allows us to deliver a digital sponsorship programme quickly and affordably. We understand the pressure integrated marketing staffs are under because we all come from the online creative services space. So in the beginning of the paragraph. The first sentence states who we are, what we are and how we help our market publishers win more business with Web mobile social sponsorship programs. That last part of the first sentence then goes into a little more detail about our services . We design, develop branded native mobile labs, mobile websites, social media programs and contests for media ad units. And then we dig a little deeper, and we talk about how we hint at how we are going to save that money because of our rapid development platform that allows us to deliver digital sponsorship programs quickly and affordably. And finally, the last sentence of the paragraph really speaks to the pain point of the recipient and lets them know that we understand where they're at. We've been in their shoes and sets their mind at ease a bit more because they know that they're reading a message from somebody who's been where they are and that will keep them reading on. So this is the elevator pitch section. It's again like any other networking situation when you have to give a very quick, succinct picture about your business. That's what this paragraph is going to achieve. So let's move on now to the next section in the email. This paragraph I call reassuring social proof, and it provides credibility to your business and sets the recipients mind at ease even further because you are going to state clients that you are currently or have already worked with. And the bigger the client name, the more comfortable they're going to feel because more than likely, your recipient is going to have to sell you and your service or product into their boss. And they don't want to try to sell in a new vendor and be the guinea pig client or the first client. So this paragraph provides the recipient with that C Y A. That is necessary. So by stating clients that you've worked with you're giving your recipient of that backup that they need. So include your most high level clients. For the bigger marquee names, the better. You can also include a brief sentence here describing Ah project you're working on or just finished. That might relate to the recipients business or problem they're trying to solve, and basically you're providing a mini case study. So let's just quickly go through the social proof paragraph for Union Pixel. It starts. We've recently finished projects with U. S news and World Report, Advertising Age and Advanced Publications. So we start off naming three big publications. We've just worked with and obviously publications that the recipient will have heard of and will feel much better The next paragraph starts. Currently, we're developing a native IOS and Android app for Wine Enthusiast magazine. So that's our little case study that we're throwing into this paragraph that talks about some work that we're doing. It's a particular kind of service that we provide that maybe we're trying to sell to this recipient of this email. We mentioned the APP development, and it just provides mawr credibility and really states this particular service we actually are providing to client. This is a very important paragraph, very simple. Two sentences and you're simply stating who you're working with, the bigger names, the better and, if possible, throw in a mini case study. So let's move on to the next section of the email. The last paragraph of the email simply restates the call to action and gives the reader a next step in case the reader is not the appropriate person that was mentioned in the subject line of the email. So the two sentences simply state. If it makes sense to talk, how does your calendar look? If not, could you refer me to the appropriate person? Don, You've done two things here. You've done a call to action. How does your calendar look? And you've also let them off the hook in case they're not the appropriate person, and you basically are directing them to do the next thing on their side, which is to refer you to the appropriate person. And it's a nice close to the email ties everything up nicely, and that's basically it. So next section is simply the signature area. We're gonna look at that right now. The last section of the email is the signature area, and while it may seem obvious to many there still a lot of people, including sales people who do not include proper signatures in their emails. You don't have to put a lot of information name. Title your email address, contact phone number. Some people put a fax number and a link to your website, and that's really all you need. Some people put a call to action in their signature file. If that works for you, then that's fine. Extra marketing. It's it'll be a click through to a particular product or service. I've also heard that that may trigger spam filters. I don't know for sure. I personally don't do it, but I've certainly have seen a lot of calls to actions in signature files. So that is it, for the email will read through the email from Start to Finish and you'll be ready to start working on your own. So here's the final email all in one piece of the four paragraphs that make up the email or all here starts off with the introduction that also includes a called action. The first paragraph second paragraph is your elevator speech where you talk about what you do and some of your services and products, and you can tailor that paragraph to your prospects needs. Then the third paragraph is Social proof paragraph where you talk about clients you're working with. Feel free to drop big names here if you're working with big name clients. And finally, the fourth paragraph, another called Action, resetting the purpose for the email and then you wrap it up with your signature that has your contact information. This email format will work. It will get you meetings. People will open the email because of the great subject line. People will either forward it to the correct person at the company or they will respond to you. And if you stick to the format, you will definitely have success. 4. Introduction to Lead Gen Hacks: - this section is about lead gen hacks lead generation or prospecting for leads, - and it's obviously a huge part of the sales effort. - What I wonder is, - first show you so standard ways and methods that people used to get leads or prospects. - Human electricity is, - um, - and then we can look at some standard lead generation techniques that people use. - And I'm sure most of you are familiar with everything on this screen. - I just want to touch on it really quick because these are the very things that we're - actually going to be bypassing. - And this course is all about getting up to speed quickly in sales without a lot of money, - and doing it cut very, - very cost effectively. - So let's look at the lead resource is first. - There are list brokers, - um, - out there like radius dot com and sales cuny dot com, - where you pay for lists of contacts at companies or in industries, - and you can search by job title, - industry, - company location, - etcetera and build a list of, - hopefully recent prospects. - There are also services like Hoover's dot com, - data dot com and jigsaw dot com that have slightly different models where you may pay a - subscription fee to access their database and search against their database. - And again, - you can refine your search to area industry Job Title name, - etcetera Company. - Nick Jigsaw is a company that allows you access to contacts if you trade contacts. - That's kind of interesting model. - And again, - these services are used all the time by sales people. - They're great services, - but they do require some money. - And when you're small and just getting going thes might be a little bit beyond your grasp. - Um, - then there are social networks that are, - of course, - low cost or free, - um, - to look your social networks to find prospects. - But that takes a lot of work and probably is yet low yielding lengthen, - which I think is probably the best place to be prospecting for anyone just starting out in - sales or a company that's just getting going because it is very, - very low cost. - And that's the method we're going to be looking at in this course is using LinkedIn. - And, - of course, - corporate websites, - um, - are great places to find contacts on potential prospects. - So those are the standard lead resource is, - and then blows list of lead generation techniques, - and all of these are used again. - Many, - many companies use. - These techniques are very standard for lead. - Gen Um, - blog's a lot of companies blawg in the hopes of building ah, - large audience. - If they're blawg has any value, - they'll do that and on their blawg taken show, - ah, - form somewhere on the block page. - For someone to do something like download a white paper, - which is number two. - White papers are used quite extensively. - They're excellently gen vehicles. - A company will create a white paper on ah topic That's your main to their industry, - and people can download that white paper for free in exchange for their contact and email - address. - Then there's email newsletters and newsletters again are great. - As long as the content is valuable, - however, - it takes a lot of time and effort to build up Ah, - sizable audience. - Nonetheless, - it's it's worth a try. - It's fairly low cost. - It just takes a lot of effort free offers. - A lot of companies use free offers, - uh, - download similar white paper or download a product or access to their service online in - exchange for your contact information. - And then all of these methods except for the Blawg, - um typically require a landing page and landing pages are big, - big part of the legion industry today, - high converting optimized landing page is critical for any of these methodologies to be - successful. - So these are the standard lead resource is and lead generation techniques. - There's many, - many, - many more out there that sales people and companies use that are way beyond the scope of - this course. - What I want to show you how to dio is how to use LinkedIn, - jigsaw and corporate websites to quickly find prospects and leads for no cost. - So we're gonna jump into that right now. 5. Finding a Company's Email Format: - Hi. - So let's some do the first part of our prospecting exercise, - which is figuring out the company's email format. - Now, - I'm sure you're all aware that companies have pretty standardized email formats. - We will use them. - We've all seen them. - It's usually first name, - last name, - but it up against each other. - First name dot last name, - first name underscore. - Last name, - first initial, - then last name these air. - Probably the most standard. - But before you can start sending e mails to your prospects, - you need to know what the format is for that company. - Uh, - and there's a couple ways to find that out pretty quickly. - So the most obvious place to look is on your prospects website and the most probably the - most obvious page to look on that website is the contact page and the thing, - even though that is most of the time, - the most obvious place to look the actual content page for most companies these days don't - display email actresses to protect themselves from spam. - They will have a contact form. - So even though the contact page seems like the you know, - the no brainer, - the obvious place to go, - it probably is not going to yield any results or very infrequently will yield results. - And remember, - you're not looking for an email like yours like support at company dot com. - You need to know how the employees e mails are formatted. - So what I dio for bigger companies that have a new section where they published their press - releases. - I go there so either the in the news section or the new section. - Sometimes you find these sections underneath the about US section or in the corporate - section of the site. - But, - um, - most for most companies will be able to find press releases their published and within - those press releases, - the press. - The PR people had the companies. - They put their contact information, - their email letters because they want editors to contact them, - who may have questions about stories that that they are putting out there in the press - releases. - So why don't we just do a quick demo for our demo? - I'm going to pretend that I manufacturer a line of really cool kids T shirts and, - um, - having good success regionally. - But I would like to be picked up by a national chain, - so I'm going to try and get in touch with a buyer at Toys R Us. - So I come to the Toys R Us website and I go down to the footer looking for a contact link. - Hopefully, - they'll be a contact email address that I can use or least get the email format from the - contact page. - But it looks like that's not the case. - It looks like they want Meteo sort of answer some of these questions, - or at least filter my my question of who I want to get in touch with through the school. - This listing of questions here, - but these all look very consumer focused, - not be to be focused, - so I don't I'm not going to pursue thinks way into their site to find an email address. - What I'm gonna do is go back down to the footer and I'm going to use the method that I was - discussing earlier and that is going through their newsroom. - So here's news press room, - and often when you go to the media section or the new section of off the larger Companies - website, - the media person of the PR persons at that company, - their contact will be displayed right on this page. - and that saves a lot of time. - The media people need to be accessible for editors. - So I'm gonna look at the first press release here. - Toys R Us expands year round education product selection. - When I click through to this release, - and instead of reading through the entire press release, - I'm just going to do a search for the and Symbol and Bingo. - There is, - uh, - the Contact, - the media contact and the Toys R Us corporate email format. - Now it's it's reasonable to assume that first name dot last name is the corporate email - format, - and it's used across the company. - So I'm going to make a note of that. - And now I can move on to actually looking for the right person at Toys R Us. - Probably a buyer, - Um, - and I'm going to do that in the next lesson. 6. Using Jigsaw and Linkedin to Find Targeted Prospects: - So let's take a look at how to find targeted prospects with Jigsaw and linked in. - And first I'll walk you through the process here, - and then we'll pop over. - The jigsaw will actually run a search, - and then we'll drill down at linked in and reveal some contacts. - So step number one, - uh, - on jigsaw dot com. - You want to search for the job function and the company name, - So in this example, - I'm going to use Whole Foods Inc. - And you'll see that in a minute. - Once you put in the search strain, - for example, - marketing, - comma, - hold food, - saying a search results page will be returned to you, - and you can scan through that and find the appropriate contact. - You can also sort that search results. - Page will look at that. - Once you find a contact, - you click on their name and you'll get their card within Jigsaw, - and they'll be a link there to their LinkedIn page. - So you'll click that link from Jigsaw and Lincoln open in a new tab. - It will open up to that person's page, - and if the contact is good, - meaning it somebody want to pursue, - then grab their name and pop it in a spreadsheet and then on the right side of, - as most of you probably know, - the right side of week 10 pages. - There is that people also view listing, - and you can find more contacts there that would match the job function you're looking for. - So find another prospect 100 people also viewed. - Click through to get to their linked in page and basically repeat this whole process until - you've exhausted that company on lengthen, - then you'd be ready to go back to Jigsaw and try a different company or a different job - type. - But this process is quite simple, - really quick and quite effective as well. - All right, - so here we are at jigsaw dot com. - And don't let the branding up here throw you. - It's jigsaw dot com is Thievy Web address, - but the site is branded data dot com, - jigsaw data dot com and Salesforce. - They're all tied together. - Eso that branding is a little confusing. - What I'm going to do is just use their open text search to look for a buyer at Toys R Us. - If you remember from the previous lesson, - we found the email format for Toys R Us and Now I'm looking for a buyer that I can contact - someone typing buyer, - Toys R Us and let's see what happens. - Okay, - so here are the results. - 75 results two pages. - If you notice Jigsaw allows you to filter your results, - you could click on any of these links and in this top header line here, - title name companies City State are updated. - You can filter their results by that by that criteria. - So what I'm going to do is right off the bat first. - The first result here is a buyer of toys, - and I'm going to click on their name. - And here's the Here's what you can see when you're free. - User off jigsaw dot com. - You just get a little bit of information. - You get their name, - title, - company and address. - Now the great thing about this card is that here on the right, - you can find the same contact on linked in. - So that's what I'm going to do is Rich Ryan looks like Ah, - good way into the Toys R Us buying community, - if you will, - or list of buyers at Toys R Us. - So I'm just going to click on the link Tin link and it pops you right over the link to him - in a different tabs. - You can see and here's Rick shit lengthen. - I'm going to click through to his page and he's buyer. - Toys R Us has been there for a while. - That's good. - Now, - Rich may or may not be the right person to get in touch with, - however. - Remember the email format you're sending, - you're sending your email with that subject line appropriate person, - and you're asking whoever you're sending it to help you find the appropriate person at - their company. - So Ricks could be a really valid and good person contact, - especially someone who's been there that long has that much experience. - But what I'm gonna do is look over here on the right side of his lengthen page under the - peace people also viewed section. - And here is where you start drilling down into the Toys R Us company on linked in and start - finding other contacts who could be very helpful to you? - So right off the bat, - you start seeing the 1st 56 people are all buyers, - So what you want to do is start looking at these profiles on LinkedIn and recording them in - a spreadsheet that you will recording their names, - a spreadsheet that you later import into your CRM. - And we'll do that in the next lesson. - So why don't we take a quick look at spreadsheets and you can see it? - Very simple, - How it's set up. - OK, - so here's the spreadsheet. - Very simple, - uh, - easy to set up and import into the CRM. - So I'm going to just first set put in the company name, - and then we can bounce back over to Clinton and we can start putting in our connections. - So we go back one here, - too. - Rich Ryan. - And when we sure want to make sure I get the spelling of his name, - right. - Ah, - Rich Ryan. - OK, - over to my spreadsheet. - First name Rich last name Ryan and I already know that email format. - It's first name dot last name at Toys R us dot com, - and I'm not going. - Teoh bother putting in the emails for the rest of the folks that will put in the - spreadsheet right now to save time. - So let's look at riches. - People also viewed. - And let's just kind of go through these buyers. - Um, - I noticed that this person, - a MEREDITH, - is senior and she may be a good person to contact, - because if she's on executive director, - she probably has a lot of buyers reporting into her. - And let's see. - Looks like she's been there while she buys her boys is kind of broad, - so I bet she would be a great contact. - So MEREDITH Lawson, - Nori, - I'm going to put in her first name, - Married there can her last name and oh, - R e. - And let's look at the people who her people also viewed and you noticed, - start seeing some of the same people over again. - There's a lot of buyers. - So this is really a Zaken. - See, - a really rich resource. - Get into a company and you you're doing a target search. - You start your target, - a search on Jigsaw, - and then when you get into linked instead of looking through all of the employees who who - are at a company on Lynton, - you've already started by really filtering by the job type that you're looking for. - So I was gonna look a couple more buyers here and collect a couple more names. - Angela is still there. - I'm gonna copy and paste her last name so that I spell it right. - I can spell Angela, - I think, - uh, - Angela and pace of her last name. - And like I said, - I'll put in the email address Ah, - little later and also fill in the company name here for the database. - Important for our CRM. - Let's look at Angela's people also viewed section. - Here's somebody we haven't looked at yet. - Uh, - aspire. - She's been there for four years, - Gina. - So I'm going to you copy and paste her last name up so you can see how this works now, - I hope once you find somebody on Jigsaw and you bounce over from their contact to linked in - , - then you can start drilling down on Lincoln in the in your target company and you're - drilling down by your target person, - the kind of person you're trying to reach at that company. - So I'm hoping that this all made sense and that you use this method. - It's a great method. - In the next lesson, - we're going to take this spreadsheet and we're going to import it into our CRM as we set up - our tools for our email sale system. - So now you know how to find a company's email format and also how to find prospects and - leads using jigsaw and lengthen. - I hope thes lead gen hacks were easy to fall along, - and I hope they will be very successful and helpful for you and your efforts there - definitely low cost and definitely a quick way to jump start. - You're prospecting effort. - So the next unit and the course is setting up You're sale system. - We're going to set up a CRM, - and we're also going to set up Gmail account and add a couple extinctions that help with - sales automation. - And once we get that done, - we're ready to start selling. 7. Setting Up Your CRM: - Now we're going to set up our CRM, - and there are plenty of cloud based CR ems that are low cost available these days. - And I think most people when they hear the term CRM, - which stands for customer relationship management, - they think of salesforce dot com, - which is a huge, - enterprise sized CRM great product. - They do have smaller packages, - but it typically is mawr than a small startup or one person. - Business actually needs to get going with all you needed to see our empty it going is good - contact management capability, - integration with Gmail or your email program. - It's good to have a pipeline manager where you can track your sales pipeline and also other - a few other bells and whistles like reminders, - and you really take notes and upload files and say files within the CRM. - There's lots of the market here in listing a few here on the slide. - Uh, - that you should you could check out SoHo active. - Oh, - base Sol 3 60 Nutshell. - Nimble. - I've tried all of these. - Actually, - they're all good, - but that the CRM packages that I finally settled on is capsule and capsule works really - great for me and That's what we're going to use in this lesson and listed. - Here are the things I like about capsule. - Why? - I think it's a good CRM, - and I'm not endorsing this product or being getting paid by them. - It's simply that capsules happens to be the product that worked out great for me, - and I wanted to share that with you. - So Capsule provides good contact management and integrates really well with email - automation. - Software stores sent emails, - task management reminders Very simple to integrate that does nice pipeline management. - Simple, - but definitely early. - When you're getting going and there's a mobile apparition of it, - why don't we dive right in and look at how to set up capsule and we're going to do is set - up a mock capsule. - A count on that. - We're going to import the contacts that we created in our spread sheet when we were looking - for contacts on LinkedIn for Toys R Us. - And once we do that, - then we can set up Gmail, - and then we can link these two systems together. - Here we are at the capsule home page capsule crm dot com. - I just want to show you how easy it is to actually get going with capsule. - You simply click on the big button to sign up. - And this is the package that I used the professional edition $12 a month per user. - I started out with the free version. - It was fine, - but I wanted to get more contacts and opportunities. - I also wanted to do with the integration with my accounts receivable on accounts payable - system. - So visit capsule crm dot com. - You'll learn all about of the product, - and you can sign up. - But moving right along here in this tab is Mark account that I've already set up and notice - I'm using the free trial. - This user is Jane Doe. - I just want to show you some of the basic features of capsule when you first get going, - and then we will import the contact we created on that spreadsheet from Toys R Us, - the areas of of capsule that I use the most. - It's very full featured program. - There's a lot available. - I'll just quickly go into settings here and show you there's a lot that can be customized. - But honestly, - when you're using the program day to day for sales, - you're really adding contacts and you're tracking your emails within the contacts that - you're sending. - I'm gonna go through these tabs real quick, - and then we're going to import the contacts that we have in that spreadsheet. - So this is an area you're going to use a lot people in organizations. - This is where we're going to add. - You can add people manually or you could do an import. - As you can see here, - there's a manual ad for person. - There's manual ad for an organization, - and then you can important everything on a spreadsheet. - I typically used the list view when I'm working in Capsule because you can filter it by - just people or just organizations or last imported for now, - we're going to be on this tab because we're going to the import. - Then, - like any good CRM, - there's a really nice calendar in capsule and you contract tasks. - Here. - You can add it to my calendar and categorize your tasks, - and it comes with some default categories already set up, - which is nice. - Of course, - your pipeline. - This is another area that I use in council quite a bit. - To track my sales opportunities, - you can create opportunities here. - You can set the status of opportunities as well. - Very easily. - The defaults work just fought. - But you can also edit these defaults as faras status for opportunities goes. - And then this section for cases I don't really use This is if you're doing customer service - and you're tracking the bug list or another type of customer service requests, - you can travel that in capsule as well. - So let's go ahead and import our spreadsheet too quick. - Look at the spreadsheet. - Here it is. - We have our four contacts from Toys R s and we're going Teoh import this dot C S v file. - That's how you that's the format You have to save your spreadsheet and Doxy SV. - We're going to import that right into capsule. - So we click import, - you get the screen that ask you to choose your file format. - We're going to import see SV. - We're going to choose file, - navigate to it. - Here it is. - We're going to upload, - and pretty quick, - as you can see and when we bounce back to the spreadsheet real quick noticed that here in - bold there's ah header line for each column has a header. - That's a requirement. - That's how you have to set up your spreadsheet and notice that what capsule is done is - grabbed all of my headers and listed them here by calling name, - and then it matches them to how capsule calls. - That particular call? - Um, - so what I call company they call organization first name axes, - last name actions. - They just have any capitalized first and last and then email. - So everything looks good. - They give you samples here, - several values, - as you can see, - Uh, - so that all looks good as well. - So I'm going to click, - Continue. - We're going to check our contacts and it d dupes, - which is a nice feature. - Or it will at least alert you if there are duplicate records and then you can decide what - to do here, - either important, - duplicate or ignore it and everything looks good. - There's no duplicates in my spreadsheet, - so I'm going to import it says that it will send me an email when it's complete, - but because it was only four records were importing, - I'm gonna guess that it's already done. - So I'm just gonna refresh this page. - And yes, - it was. - It only took a second. - So here are my contacts here are the people from Toys R Us that I import it and noticed - that the organization was also imported. - Toys R Us. - Let's just look at one of these contacts, - and I'm going to go into a list of you and I'm going to sort by all people. - And here are all of so far all the people alphabetically that are in the database, - the council database. - And now let's look at what a record looks like. - So this is what a record looks like for your contacts. - The great thing about capsule is that there's a lot of information you can store within - each record. - So if I want to add a note even yesterday, - for instance, - uh, - then it will attach a date to it, - which is nice. - I can attack your file to it. - I can save it, - and you start building this record of activity for this contact. - Any files that are associated with this contact would be listed here if I uploaded a - contractor. - A proposal. - If this contact is part of an opportunity that I'm working on, - it will show up here in the opportunities listing, - and if we're doing cases, - it would show up there as well. - So let's go back to summary. - And then let's just edit the contact real quick. - I want to capitalize for first name, - um, - her job title. - I'm just going to put buyer for now. - But if I had her phone number, - I'd be able to add it here and then associate type of phone number. - It is her. - He male of yours pops into the right field. - I'll just make that work email and then anything else I knew about her websites. - Social networks, - like an ad that saying with physical address. - So we'll save that now. - This contact is ready to start working and you'll see in a minute we're going to first send - this person on email from our Gmail system. - And then that email will be saved in this contact automatically, - and then just one more feature here, - which is tasks. - Task is a really good feature. - You can sign type of task and then a date to do the follow up. - Even the time of day is a 24 hour clock, - but you can change that as well. - You can categorize your type of follow up or type of task and a sign it if there's anybody - also assign it to the company. - So these are very good. - These will. - This task now will appear on the home page of capsules. - When I log into capsule, - see the tasks that are waiting for me. - So let's take a quick look at that. - And here are my tasks. - For the next seven days, - I need to follow up with Angela and then here is an update. - This is just tracking activity within the CRM and again you can modify this home page of - what's displayed here. - But these air the defaults. - And these worked really nicely, - too, - because having your tasks display right on the home page of the CR app is excellent. - Check in and you can leave this CRM open in a tab throughout the day as you're working. - So this has been a very brief introduction to capsule. - I recommend you visit the website, - click around, - learn a little bit more about the product and then go ahead and sign up for a free trial - and play around with it. - And I think you'll find that it's quite useful, - quite easy to use. - And in the next lesson, - when we tie it to Gmail, - you really start to see the value off the Sierra 8. Yesware Installation and Template Creation: - Okay, - let's set up. - Yes. - Where for Gmail. - And quite easy to do. - Among the Yes. - Where? - Website. - As you can see in this tab. - And in this tab, - I have a test account that I've created for this class. - Yes, - where it makes it very simple. - To add this extinction. - Teoh Gmail or Firefox Simply click. - Add. - Yes. - Where did Gmail And here explains a little bit about what the extinction is going to do. - Click add. - And there it is. - Yes. - We're has been at it now and I go back here. - I'm going to refresh the page. - And now you see, - I have Yes. - Where? - Right here in my Gmail toolbar and going to click on that link. - I'm going to click. - Activate. - This is the message that yes. - Where shows you you can watch a video about? - Yes, - where? - But I'm going to be doing a lot of that demonstration in this course. - So let's just go ahead and activate. - Asked for permission, - you allow it and done. - And now we're ready to start working. - And yes, - where here is, - uh, - as you see here is a toolbar for yes. - Where or a drop down menu and this drop down will take you to your account on on the Yes. - Where? - Website your reports. - Preferences, - upgrade capability, - variety of things. - So that's it. - That's how easy it is to add. - Yes, - Where next We will start actually using it and setting up? - Yes. - Where for sales. - Now that we've got yes, - where integrated with Gmail. - Why don't we start setting up? - Yes, - where the first thing we'll do is at our email template that we created. - So the way to do that, - it's very simple. - It only takes a moment appear in the Gmail toolbar. - You notice? - Yes. - Where is one of the options? - Click on that link. - Click on my account. - Here is an account summary page and allowed you to navigate to various places within the - Yes, - where account. - But we're not going to work in this screen right now. - We're going to do is click on the personal tab right here of these three tabs personal team - account. - So we'll click on personal. - Then we're going to go to prospecting under templates. - We're going to click on prospecting. - And yes, - where comes with three sample templates were going to actually go ahead and set up our own - new template and we do that by clicking new template. - And here is where we set up the template so we'll give it a title. - This is only for use your your your The only one who will see this is Title is not emailed - only for personal use and will call a cold email tablet one. - And now we want to put in the body of the message. - And this is the email that we created earlier in the course. - So I have put that email and text editor here, - and I'm going to copy this and then come back to yes, - where would paste in the email and let's just go through it real quick to make sure it - looks right. - Uh, - everything looks good and then we will add a subject. - And of course, - you remember with subject Line is appropriate person and that's it all set. - So I'm going to save this gun and now going to go back to female. - I'm going to refresh Gmail. - So will refresh this to have in the browser. - And now, - when I hit, - compose in the composed window on the lower right here. - You see templates. - This whole bar here is a is a yes. - Where? - Bar, - By the way. - It notice it has the Yes, - where icon there. - And when you see tablets, - you click on templates. - Prospecting is the template category. - Click on the Aero. - Here is the temple just created cold email Template one. - You click it, - it pops it right into the window of the email. - You click Use now you're ready to go. - Ready to put it in the recipient? - You can put in the salutation. - Uh, - dear prospect and, - uh and of course, - you have already configured Gmail. - So it pops in a signature file for you. - And I'm not going to go through how to set up a signature file. - G Mail's. - It's very self explanatory. - Uh, - but years. - But your signatures, - as we saw in the earlier lesson, - include your name and your basic contact info. - So that's it? - That's how easy it is to set up a template. - And the great thing about using these templates is that when you're actually working, - you could quickly dash off a sales email using a template ID email, - and it saves so much time you're not having to rewrite your email over and over and over - again. - You're just using these templates that you store here within. - Yes, - where? - So again, - that's how simple it is to use. - Yes, - where and now you see why it's where is really the centerpiece off automated or semi - automated email sales workflow. 9. Integrating Yesware with Capsule CRM: - So now let's integrate capsule crm with Yes, - where and with the reason we wanted to integrate these two programs together is yes. - Where allows you to send sales emails BCC those emails to your CRM so they're stored with - the appropriate prospect within the CRM and what this does, - it creates paper trail within your CRM. - So you don't have to be searching in Gmail. - If you especially you have many emails to a client or a perspective client, - you can go into your CRM and you can see the initial email you sent and all and all ensuing - emails to give you choose to BCC them to your CRM. - So it's very, - very easy to do. - The first thing we're going to do is we're gonna pop over to capsule CRM and I haven't - opened here in another tab in the browser. - And this is the great thing about using all these browser based tools. - Is your working all within the browser? - Everything is centralized makes for a very, - very efficient workflow. - So we're in capsule. - I'm going to click on my name and preferences. - And then over here on the right side, - you see the link male Dropbox, - and this is going to give me the email address that I used to BCC to, - uh, - contacts within capsule crm whenever I sent an email. - So I'm just going to highlight and copy that. - Then I'm going to go back to Gmail. - And here's the email tablet or the email that we just created using the template and down - here in the US, - where BAR you see CRM. - So I'm going to click that, - and because it's the first time we're setting it up, - it's set. - The default is off. - I'm going to turn it on and then I'm going to hear gives me a text entry field to paste in - with CR and email address. - I'm going to pay stand the email address we got from Capsule a second to go, - and I'm going to save and reload Gmail going to confirm the reload. - And now when I go into my drafts, - that email we're just working on there is, - uh, - the notice serum box is checked and here's the address automatically. - BCC Now that we have our email templates set up and we have capsule integrated with yes, - where why don't we go ahead and give it a test and we're going to send an email and we will - see that email be cc'd into capsule. - And in this test, - I'm also going to show you another really cool feature of yes, - where and that is tracking. - So down here in the US, - where toolbar in your email creation window check the track check box and what this is - going to do. - It's going to track any time this email is opened, - and it's also going to track any links that are clicked on within the email. - And you'll get notices, - pop up notices or alerts for that when you're in your email client and also yes, - where tracks all of that activity in your dashboard on the Esquire site. - So let's go ahead and send the email. - I'm going to trust it to myself. - There we go. - Here's body of the email got tracking on. - I'm sending it to my CRM or using a template that we created. - So who's going to go ahead and send it? - And now I'm going to let's go into council, - and I've added myself as a contact here in this capsule account, - so I'll click on my name to go to my record and right here under history. - Here's the email we just sent. - It's pretty much instantaneous. - Now you're creating this paper trail of activity within your CRM. - And if you want to add a note, - uh, - his prints higher, - too. - The female you could do that shows up there. - So that's how capsule and yes, - where work together all happening within the browser. - And it is extremely efficient and a really nice way to work and stay on track. 10. Yesware Tracking: - One of the cool features gives the tracking feature, - and what the tracking feature does is it shows you when people open your emails or click - links within your emails. - It also gives you a nice running tally of all these open or click events. - They're all listed right here, - and it'll list seven days ah, - worth of events. - And then it starts over again. - You set up you're tracking. - Just go into the Gmail toolbar and click on the yes, - where button and go to your preferences. - You'll see under compose options that track opens and track links. - The default is on, - and I would just leave those set like that. - So what do we do? - A test of the tracking capability. - And yes, - where and yes, - where? - Actually, - they have a built in test option. - You click the green. - Why button? - There is a link here to send the tracking test. - So why don't we just do that? - You can see how it works. - So clicking that link will launch a composed window pre filled by. - Yes, - Where is going to yes, - where going to hit? - Send closed this And now I'm just going to refresh this browser and you'll see the You'll - see this section here show. - Another message was opened and then also the Macintosh alerts will display. - So did you refresh? - And here they alerts appear that these air by the the Apple Macintosh system. - And then you can see that this yes, - where email was opened at 9 32 When you click this orange button, - you'll also see all of the alerts that, - yes, - where is tracking? - They're all stored here for the last seven days. - So that's really handy feature as well. - You have a trail here of opens and clicks on links and your emails stored right here. - So it's a really cool picture. - I love it. - It's one of my favorite parts of yes, - where it keeps you definitely in the loop of what your prospects air doing regarding the - emails you're sending them If they're opening them when they opened them where they are - when they opened him. - You can see that right here on the right side of this bar. - It's really I think, - one of the best features of yes, - where the last Yes, - where feature I want to show you is the alert feature. - And this is also a great organizational feature that keeps you on track. - In the compose window, - you click remind this button here in the US, - where toolbar in the composed window, - you can set a reminder. - Yes, - where will send you an email at whatever frequency you said it at? - So and also with these filters here, - either. - If I do not receive a reply within two days, - it will send you a reminder to follow up. - Or no matter what, - send me a reminder email to follow up on this email I sent. - You can set it for an hour a day, - two days. - These air the built in settings or even do a custom setting here and send it for any date - in the future. - When you set the reminder on just put one day here, - you said it. - The little bells ticked, - and when you mouse over the remind button, - it tells you when you set the reminder for so reminders are great for keeping you on track - and keeping you organized, - and I use them all the time when I'm sending sales emails 11. Putting Your Process to Work: hi. In this unit, we're going to go through the actual sale steps. We're going to use the system that we've developed over the last several units, and we're going to send out a handful off fake sales emails using dummy accounts that I created after this unit, you should be able to start sending your own sales emails using your own database, your own CRM, your own scripts, uh, or sales emails, templates to your list, and you will be able to begin driving revenue into your company. So why don't we jump right in and get going before we get into sending emails? I wanted to just introduce one mawr Gmail extinction that I use and it's called Boomerang and sit here in the Gmail toolbar. And what what boomerang does? Is it? An ape enables me to, uh, delay sending emails and schedule when he mails her scent, and I'll give you just a really quick demo of how that works. So let me click, compose and open up a new composed window here and down here where it says send later. Boomerang puts this little toolbar into your composed when doing Gmail the way it works is , you simply click on send later and it'll pop up this little control panel where you can schedule either one of their defaults in one hour in two hours and four hours tomorrow morning, tomorrow afternoon, etcetera. Or you can actually use the calendar here and schedule it, you know, down the road. It would say November and you can adjust the time you want to send it, said 4 56 You can send it a four o'clock on November 7th, so this is a really handy tool. I use this when I am setting up on email campaign, or I'm sending out my 35 e mails for that day early in the morning, and I want to do all of my sales activities early. Then I'll use boomerang to schedule when the emails were sent. So I send them typically around 9 a.m. When people are just getting their day going. Just getting into the office eight. Between 8 39 AM all scheduled emails between 12 and 1 30 around the lunch hour, and those particularly the two times where if I'm using the scheduling tool when all scheduled emails, so here is the boomerang website even do a free package. The basic it's fairly limited only 10 per month, and then it scales up from there for $5 a month. You can have you could be scheduling unlimited e mails. And the set up process is very similar to setting up Yes, where it basically one click and you accept the prompts to add the extinction again like yes, where is added to the browser. And then when you launch Gmail within the browser, it'll it'll appear so, uh, great tool, highly recommend it. Now we're going to actually, I'm going to close out of here, and we're going to now get into doing a sample workflow of how I typically use all these tools to organize a sales blast. Our sales process starts with your CRM because this is where you have your email addresses stored. We're looking at this fake CRM account here in capsule, and she has four records here. Only one of these is a real record. The rest are dummy email accounts. I set up Gmail. So what we're going to do is send sales emails to these prospects. It's a fairly simple process, and once you get in the groove when you have 7500 contacts in working through, you'd be surprised how many emails you can send in an hour. So let's just work through this little list here, and I'll show you the basic steps I go through. I'm sure as you get into it, you're going to to modify these steps and you'll find your own very short cuts and your own methods of doing this and sending out your emails. And I'm sure you'll be able to improve on what I'm about to show you right now. So the way I work and the way I work through this process is I have Gmail open in one tab and my CRM opened in another, and I started the CRM. I start with my list of prospects that I'm going to be contacting that day or sending emails to that day, and I will copy and paste email addresses from capsule, so I'll copy that. I'll come over to Gmail in this tab, open a new email composed window paste in the email address in the to field, come down here to templates from the yes, where toolbar in the composed window prospecting is where I have my template. There it is. Cold email template. One. Click it click use. I put in the A person's name who is receiving the email, and I I, um there are a variety of salutations you can you can see dear Greg, Uh, I would probably avoid saying hi or hey, in sales email. I keep it very business focused and just put in the person's first name without a deer or high or anything like that. So now you just quickly edit your template here to personalize it for the recipients of the first line. Here I was helping. I was hoping you could help me find the appropriate person person at X y Z company. So let's just call it Brand X and who manages and we'll just say, marketing would you probably keep the business unit that this person in a little broad, you don't necessarily have to be hyper focused. For instance, I wouldn't say who manages email marketing, you know, keep it brought. Who manages marketing this way. The person feels like they can forward this email to another contact if they're not the right person or the appropriate person to help you out. Three personalized email, and now you're just not ready to send. You've already got your signature file set up in Gmail, so it pops in automatically. You want to go to the Yes where Toolbar. You want to make sure tracking is checked so that you can see when this emails opened. You probably want to set a reminder to follow up. Follow up frequencies all depend on your industry, but I would not go more than a week after setting a sales email. So a Senate for a week and he asked where allows you to select a couple different options here When you're when you're saying of a reminder to follow up, I usually leave it at the default, which is, if I do not receive a reply, remind me in one week to follow up. And then, of course, make sure you check your CRM check box so that you have the BCC email address at it. Now you're ready to go, so our emails set up, ready to be sent. Let's say you don't want to be sending emails in the afternoon. Then you'll use the boomerang feature the boomerang extension that we talked about earlier , and it's right here. The send later button. We will click that and we'll send it tomorrow morning and done. Your email is now scheduled, so let's do another one really quick. We'll go back to our CRM. The next tab will go to John Prospect. Here we will copy his email address. We'll go back to Gmail. Click on those window, well paced in his email address. Templates prospecting. Tim, What we created? Well, well, personalize it by adding his name. We will add his company. Why? And he manages operations and we make sure we're trucking it. We're going to set a reminder to follow up in one week. We've already got our CRM checked. Now that has been checked once it stays checked until you on check it, that's how. Yes, where works And we will email John tomorrow morning as well. So we'll hit. Send later. We'll choose tomorrow morning and done. Now that email is scheduled. Now let's do another one. We'll go back and we have sales hacks. Here we will copy and paste that into a new email message. Templates prospecting, cold email template. That's our template here. Well, personalize it, Mr Sales, and he works at Brand W, and he also works in the marketing department brand W. We are going to set a reminder for a week we're sending to our CRM and for Mr Sales here we want actually send it. Let's say it's 10 o'clock in the morning. Let's send it at noon. So we'll send it in two hours and done. So now we have just in just a matter less than three or four minutes, we have scheduled three emails to go out. We've grabbed them from our CRM here the email addresses. We have set them up in the composed window in Gmail. We've scheduled them to be sent later. We've set reminders for ourselves to follow up, and we just will continue working through our list for that day. However, your yourselves process works, you can really send out a lot of sales e mails by using this system that we just went through. So I hope that all made sense. I hope you are able to not only use this process but improve upon it. And in the next part of this unit, we're just gonna talk a little bit about follow up 12. Follow Up!: - The last lesson that I want to leave you with in the sales course is no secret. - It is common knowledge in the sales community and veteran salespeople and even new sales - people will tell you the same thing. - I'm telling you the same thing you have to follow up to make sales. - The great thing about the system that we created is that you have built in reminders from - yes, - where to do that very thing. - And by the way, - boomerang also provides a reminder functionality. - But I use the S where reminder functionality. - So you actually have three ways to be reminded to follow up capsule. - You can set a task in capsule to be reminded your CRM. - You can set a yes where reminder and you can set a boomerang reminder. - So whatever one whatever option works for you is definitely what you should do. - But if you just take a look at these stats here, - you'll see on these stats are all over the web. - If you do a search for sales, - follow up stats or how do I make a sale? - How do I use follow up to close a sale? - You will get thousands and 1000 thousands of responses. - There has been a lot written on this. - It's a known fact. - And and I can tell you, - from my experience, - I never made a sale on the first email it took you takes, - usually for me in my business. - 3 to 4 emails, - too, - actually close a sale. - You know you'll get a lot of response from your first blast, - but it's going to take several emails to actually close the sale, - and that's just part of the sales process. - But I just love that last at 80% of sales were made on the 50 12 contact, - and it's true, - that's that's really how things work out. - So I hope you enjoy this course. - I really do. - I hope you got a lot out of it. - I hope you shared your own process as you were developing it with the rest of the class. - And if you haven't, - please do and you post up thoughts or notes or improvements or screenshots of work that - you've done. - Please contact me. - My contact is is in the course here. - Let me know how it's going. - Uh, - tell me any any tips or improvements you made to the process. - I'd love to know. - And thank you so much for being part of this and for taking this class. - I really hope it helps you out.