Prospecting: Getting Inside their Mind with Jason Bay
Jason Bay and I discuss prospecting challenges and how to craft the right messaging to build engagement, and start a conversation.
Jason and his team have written hundreds of cold email sequences and sent thousands of emails for their clients. Their biggest challenge was always coming up with a process that was repeatable but effective.
Jason developed the REPLY Method that allows you to scale up and improve the effectiveness of your messaging.
The REPLY Method focuses on WHY prospects buy. What are their job responsibilities? What challenges do they experience on a regular basis that relate with your product or service? What do they need to see in an email or hear in a cold call to WANT to respond?
The majority of salespeople don’t have a closing problem. They have an opening problem. The REPLY Method removes the mystery of what to say in your cold outreach so you can schedule more meetings and close more deals.
In this episode we explore:
- The challenges with crafting the right messaging and building engagement
- Volume vs quality of messaging
- Using the right amount of personalisation in email copy and what research shows is the best formula
- Jason’s guide to writing an impactful subject and opening line
- Jason’s REPLY method framework and how to best implement it
- The importance of knowing how to troubleshoot a flawed campaign
- Asking prospects for feedback to improve your campaign
You can check Jason out at :
Jason Bay – Website
Jason Bay – REPLY Method
Jason Bay – LinkedIn
Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book “Future Proof Sales Strategy.” Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.