Do you really want to meet with me? No, I mean really.

Dear Nigel,

First of all I’d like to introduce myself. My name is John Same and I am the head of business development at Offshore Dev Co. I have found your profile on LinkedIn and, given your role, thought that it might be a good idea to contact you and offer some services that could be of interest to you or your company.

As a brief introduction, our United States & Asai-based development centers offer a variety of services:

  • Software Outsourcing
  • Software Development
  • Test Automation
  • Remote Support & Cloud Computing

All of these services can be delivered on or off-site, depending on your needs. With more than 200 bilingual employees, we provide services for companies worldwide, from major global companies like Apple, IBM, AT&T and other important companies in the US and in Europe to small companies focused on specific markets. More details about our services can be found on www.offshoredevco.com

If you are interested in outsourcing any services, I would be very happy to organize an initial call to discuss potential opportunities with you.

Do you think any of the services above can be useful to you or your colleagues?

Kind regards,

John Same
Head of Business Development
US: +1 302 555 1212
Email: jsame@offshoredevco.com

These days my full time job is as a marketing director. One cool thing about being a marketing director is that I get emails and calls from sales people looking to sell me things. This is cool because it’s easy to forget what it feels like to be on the buyer’s side of the table if you’ve been in a sales role for too long.

And what I feel as a buyer these days in underappreciated by sales people.

Most of the sales emails and calls I get feel like they are being sent to 1,000 marketing directors. I feel like one of 1,000 spaghetti noodles being thrown on a wall hoping 1 or 2 will stick.

Take the email above (a real one I fished out of my “deleted” box for this post–names changed to protect the sender of course).

This gentleman says he found my Linkedin profile. But did he read it?

There’s nothing in his email that suggests that he did.

There’s nothing in his email that says anything about me. Like “I read your Linkedin profile and looked at your blogs, sales2.com and blog.wainscotmedia.com [for 30 seconds or more] and I think what you’ve been writing about is quite interesting.”

Nope. Not any personalization in this email other than my first name.

And you know what, just that level of customization would make his email STAND OUT–as in it would put his email in the top 5% of the emails I receive from sales people. That’s all that would be needed–just a mention of my blogs. These blogs are prominent on my Linkedin profile. If you did actually look at my Linkedin profile, it would be hard for you to miss them.

Doing this little bit of research and then personalizing your communication is your edge as a sales person–some might say your job.

If you’re not going to customize your communication, you’re a one-to-many communicator, which is called a marketer. If you’re not going to customize what you do, you can just jump into your friendly mass email program and send away. I think that’s sometimes called “spamming” though.

So if you really want to meet with me, or any buyer, please start off on the right foot by indulging in 2 minutes of research about me. It’s nice that you know my name but can you find out one thing about me that’s not company name, street address, city, zip, phone number or my title?

2 Responses to Do you really want to meet with me? No, I mean really.

  1. Joel Diaz March 16, 2014 at 10:06 am #

    I’ve often wondered about this. I receive close to a dozen of these “offers” a week but, they mostly,involve jobs that I am,definitely not qualified for. It is good to know that its just a sort of form letter that is probably in these people’s documents file.
    Now I know, rather, I am assured that there is no effort put forth in these and to ignore them.

    Thank you.

    • Nigel Edelshain March 17, 2014 at 1:09 pm #

      Joel,

      There are quite a few similarities between being a recruiter and a sales person. I’d say these recruiters may be giving away their edge by not personalizing their communication to you.

      Nigel

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