Hey everyone.
This is Steli Efti with Close.
And in today's video, I'm going to give you a
super quick and very simple hack to dramatically
increase the response rates of your sales emails.
Let's call it the, choose your number, email hack, right.
Choose your number is really the idea behind this.
One of the biggest challenges when we interact with people
in an email is that we want them to respond to that email.
It doesn't matter if they say yes, no, maybe it
doesn't matter if they like what we propose or not.
It doesn't matter if they have more
questions or they have some answers for us.
We want them to respond.
We want them to engage.
The worst thing that can happen is they receive
the email, they open it and they choose to ignore.
So there's many, many reasons why
people don't respond to something.
Right.
A lot of times your call to action might not be
clear enough and I've made a video we've written
about this before, why you should be singular in
your focus when it comes to your call to action.
Uh, oftentimes what you're asking them to do includes
decision-making and with that includes friction.
Sometimes it's just hard for them to write,
you know, what's going on or they don't want
to admit something that you need them to admit.
There's many, many reasons why people don't respond.
The hack that I'm going to teach you right now is a simple
way to re kind of remove a lot of friction from the response
that you are eliciting and therefore increase the number of
people that are going to respond and it's a bit different.
It's something they don't hear and read every single day.
It's something that's, uh, can be a bit funny and
out there, and therefore it will put smiles on faces.
And with that, the necessary emotion to, you know, turn
their fingers into motion and to respond because what you're
asking them to do something very simple, you asking them to
choose a number of a given scenario that you're giving them.
You're giving them a few.
Options.
And you ask them just to reply with your number
that is maybe that's a better name for this
for the sales hack is reply with your number.
Right.
So here's what I mean.
I'll give you two different stories.
Before you can do that.
Here's the reason why I'm even recording this video.
Um, I saw this, uh, sales hack and an
email a year ago too, and I was blown away.
I thought it was really brilliant.
And just recently, just yesterday, actually I had
somebody sent me this out of the blue and say, Hey,
Steli just wanted to share this email heck with you.
I've started using this.
And my response rates have gone up from 7% to 39%.
By using this tactic.
So he here's the deal, right?
The I'll give you two different scenarios.
One scenario is you're sending a cold email
to somebody you're trying to qualify them.
You're trying to engage them at the top of the funnel.
Here's what you do instead of just writing to them.
Hey, here's a company and there's all
the beautiful things we can do for you.
And why don't you reply to just, you know, schedule
a time or why didn't you look at our online demo?
Why don't you sign up for a trial or
whatever the call to action is that you have.
Instead of doing that, you have them kind of
pre-select what they're most interested in or
what their biggest challenges are, what the
biggest problem is or what their situation is in.
And you're telling them you're promising them,
that you're going to respond with something
that is catered to their specific needs.
So here's an example.
You would write something like, no, uh, you know, Hey,
Steli, you know, I'm, so-and-so from this and this company.
Here's what we do in a sentence.
We are able to add a lot of value to people.
And what I've realized is that most sales
managers like you have one of four problems.
Problem one is, you know, whatever, you don't have
enough leads and you're struggling with lead generation.
Problem number two, that you're, you know,
you are constantly searching for better sales,
tactics, sales, email sales scripts, you
know, to improve performance with your team.
Problem number three is that you result a really erratic and
you just need to have better, a better process and a better
operational structure to be more predictable with your team.
And number four is you do really, really well,
you're growing even, but you're constantly
have a search for accelerators of that growth.
Just choose your number and reply with that.
Just hit reply with a number, whatever number from
one, two, three, or four, whatever applies to you.
Uh, and I'll, um, share with you.
And now, whatever this could be a number of things
I'll share with you, a tactic that we've seen
people succeed with that have this exact problem.
Or I'll share with you a resource, a book with written.
I'll share with you one personal tip trick
tactic strategy I have, or I will connect you
with somebody that has overcome that challenge.
Uh, that's just in the same position with you.
I'll connect you all play networker and network connector.
Um, just choose your number and I will return.
And I'll come back with something
valuable for somebody in your situation.
And this is just one example, right?
You're like, Hey, lots of, I know
lots of people, just like you.
Most of them have one of three
challenges, one of four challenges.
Hit reply with a number that applies to you, and I will
give you something I'll respond with something of value.
And this could be a variety of things.
And just because you're making
it and making a little more fun.
You make it a little simple.
It's an email.
It's easier to parse, but you're
giving me some very set finite options.
Three or four is bullet points, right?
1, 2, 3, and four.
I can glance through it.
And you tell me, just hit reply with a
number that in itself is kind of cool.
It's different and it's still.
I am to do is click reply and push the number two and sent.
And I have to write a sentence that I have
to say, Hey, Steli thanks for the email.
You know, I may or may not be
interested in what you're offering.
Let me share with you our specific challenges right now.
Like I don't have to write, I don't have
to work and have to think even that much.
I just glance at the four things that you say.
And I go, yeah, our biggest problem is.
And then you you're telling me you're giving him permission.
Don't even write sentences.
I don't even need you to be polite or act like a human,
just hit reply with a number, just give me a number
and I will respond with something of value for you.
Brilliant.
Now that can work really, really well, but
where I've seen this work even better is
the second example I'll give you, which is.
In the followup you guys know, I love the follow-up,
you know, we think the fortune is in the follow-up and,
and we've written and talked a lot about the followup
we'll link to this in this video and in this blog post.
But, um, this tactic can be
brilliant when somebody goes quiet.
The choose your number is a brilliant
sales email, tactic, and template.
When somebody goes quiet, you send them an
email, two emails, three emails, four emails..
You don't hear from them anymore.
What do you do?
You send an email and you say, Hey, you
know, I've tried to reach you multiple times.
You haven't responded yet.
So I think there's, you know, just between
you and I, there's really three options here.
Number one is this is not a problem anymore.
You chose a different solution.
You've chosen a different path in
life to fix this problem for you.
And you're just too polite to reply and reject me.
Number two.
This is still something you want to
fix, but it's not a priority anymore.
You got busy life happen and you still really
want to talk to me, but you're a little
embarrassed that you haven't respond to me yet.
So you are waiting for the perfect moment to do so.
And number three is something terrible happened.
You might have, you know, uh, stumbled and you
fell down the stairs and you're in your basement.
And, uh, somebody preferably me should call 9
1 1, just choose one of these three options.
Hit reply just with the number.
So I know what's going on.
I didn't have to worry and I will take the
appropriate next steps or leave you in peace.
Thank you so much.
And obviously this version of it is
a little bit more tongue in cheek.
It's a bit more attempting to be funny, right, and
lighthearted, but you will be surprised how well this works.
It's very, very powerful.
It's not a scenario, you know, where, uh, one of our, uh,
sales person, our team is trying to engage, um, with, uh,
you know, w with a certain customer base set up certain
calls, and a lot of our customers would respond to these
calls, to these call requests and some wouldn't, and they
would follow up and follow up and follow up and follow up.
And what we would do is eventually,
since they didn't hear about.
Is me sending an email and saying, Hey, as the
founder I heard from a sales rep that, you know,
he or she tried to attempt three or four times
to get on a call to help you with X, Y, and Z.
He hasn't heard back.
I'm sure there's one of three
explanations for this number one.
You know, you feel like you have every kind of control.
You really don't need this type of help.
Number two.
You're just about to leave us anyways,
because you're really, really unhappy.
And number three, it's something else.
Right.
Please just hit reply with a number.
Don't have to explain yourself from one founder to
another, or from a sales leader to a sales leader
from a manager to a manager, from human to human.
Just give me a number.
So I have clarity and context and the proper information
to help my team, you know, do better in the future.
You know, you'll be surprised.
What kind of response rates you get though?
This is it.
This is a simple.
A bunch of companies are using this,
but it's an overused yet, right?
Um, it's the choose your number sales hack in order
to increase response rates, make your sales emails,
stand out a little bit, make it easier, more fun for
the person to respond and they can give you a lot of
information with just one hit of a button just by picking
in number, because you described the situation in detail.
You can have like a sentence to describe what's going on.
And they can just recognize and nod and go, yes, that's it.
That's my problem.
Without having to verbalize in articulated
in writing, which is a lot of work with that
friction, with friction comes lower response rates.
Oh, okay.
That's it.
I hope that this little video was super useful.
Use this carefully use it wisely.
And when you get a bump in your results, when
you see success with it and make sure to get
in touch with us, you can come back to this and
just write a comment and share your learnings.
Um, or you can just more privately send me
an email Steli at Close.com and share your
learnings, share your lessons, share your success.
Uh, it's highly appreciated.
Let's make all our sales emails better
with that, the world a better place.
All right, let's go and get them.