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Is It Okay To Bring Up To A Prospect You Saw They Opened Your Email 10 times?

This post was inspired by Rissole's post about email tracking software. I imagine most people in here use a CRM utilizing this software (78% of people voted yes in the poll last I checked) and I'm curious if anyone ever brings it up to the prospect. I've always strayed away from it because it seems like such an awkward thing to say, but I also hate seeing a prospect open my email 10+ times over the course of a week and not responding. The leadership at my company also advised against it, but I'd love to hear if anyone has had success mentioning to a prospect "Hey I saw you opened my email multiple times so I assume this solution is something you guys are actively looking into so let's find some time to hop on a Zoom" or something along those lines.

https://bravado.co/war-room/posts/email-tracking-software-yay-or-nay
Have You Ever Told A Prospect You Saw They Opened Your Emails
Attached poll
*Voting in this poll no longer yields commission.
๐ŸŽˆ Mentorship
๐Ÿ’Œ Cold Emailing
๐Ÿ“ž Cold Calling
20
Justatitle
Politicker
+7
Senior AE
Being candid has worked so well for me many times. Saying hey we use email tracking and we know itโ€™s a pain to respond so I figured Iโ€™d give you call. It rarely hasnโ€™t workedย 
beachNsales
Politicker
+3
Account Executive
after bringing it up, you can say "hey a lot times when I see this, its because people are sharing it others in their company, is there anyone else we should loop into our next call?" - worked for meย 
slaydie
Politicker
+5
Account Executive
Ohh this is great! I like stating assumptions because then the prospect will correct you if you're wrong and end up giving you great insight.ย 
Show 1 more replies
Chep
WR Officer
+10
Business Development Team Lead
I like this alot
TheSolicitorGeneral
Politicker
+6
Small Market AE
I wouldnโ€™t be that forward. Iโ€™d touch on the thing that theyโ€™ve read the most without letting them know that I know theyโ€™re interested in that specific topic. Iโ€™d let them chalk it up to serendipity being the reason we chatted about something theyโ€™re interested in.ย 
paddy
WR Officer
+10
Account Executive
I wouldn't be so blunt about it but I'd use something along the lines of "would you mind letting me know if this isn't a fit right now? that way I can stop filling up your inbox." You should look at this from more of the angle of disqualifying the lead than trying to get creative with getting a meeting if you have seen they've opened your email several times with no response.
The.Machine
Politicker
+6
Sales Development Lead
We're in 2021 for god's sake.ย 

Idk how people still find it surprising that we can track your email opens.ย 

I sent a screenshot once and told them you can do this too. Definitely a great way to get attention.ย 
Chep
WR Officer
+10
Business Development Team Lead
True that. Email tracking is only the beginning
funcoupons
WR Officer
+11
Kahluapons
I wouldn't go there. I'm sure many companies know about or even use email tracking software themselves, but some don't and would find it creepy to know most salespeople do.

If you know someone keeps opening your email, just keep reaching out to book something. If they're actually interested they'll agree.ย 
Chep
WR Officer
+10
Business Development Team Lead
Great point. I've been told some people keep tabs open so when they click through their tabs this could also make it look like they are opening your email when in reality they are not even looking at the email after the initial open.
WCK
Politicker
+8
Padre de Tequila
Yep, or if they don't close it out on an app! It's happened to me, and I also realized that on occasion it would track when *I* opened the email as well. I wouldn't bring it up personally, there's no need because it can go so wrong.
CuriousFox
WR Officer
+11
Needer of Life Alert
I don't use email tracking software. I'm not a fan of the shit marketing sends so if I have super important prospects I don't want "spammed" I delete the email address out of SFDC.ย 

But no, I wouldn't bring it up.ย 
GDO
Politicker
+7
BDM
Donโ€™t do it IMO. It s creepy and in de EU not really accepted.ย 
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
As creepy as it is, when HubSpot and other email tracking tools were new, I used to use open and click notifications all the time as reasons to be calling someone. The best is when they picked up, you said who you were, and they'd respond with "wow, I was just reading your email!" and I'd cackle with an evil laugh...

Nowadays I think it's more of an annoyance than a novelty for prospects. They know what we use because their teams use them too. They understand that if they open an email you'll know it, but they don't want you calling at that exact moment. However, if they're dodging you on a decision or feedback, and they've been opening your emails every hour on the hour, then hell yes, call them out!
Chep
WR Officer
+10
Business Development Team Lead
Great point and crazy to think about how much sales has changed in such a short period of time
beachNsales
Politicker
+3
Account Executive
Usually it shows that they are passing around the information to others in their org. Tread lightly on bringing it up though.
jefe
Politicker
+3
Sales Director
I usually wouldn't, especially as there's no rapport or trust established.

A lot of prospects find it very Big Brother/1984 and think such things are super salesy - which they think is a 4 letter word.
Su
Sunbunny31
Good Citizen
Sales Executive
I use the knowledge that they are interested in a specific topic to make sure my messaging and conversation is relevant.ย  ย The only time I tell them that I've seen their behavior is when I've been selling a marketing engagement platform.
mistamor
Contributor
+4
VP of Sales
whoever voted "we don't use email tracking software" -- do yourself a HUGE favor and get one.ย 

Hubspot has one built in, but there are a bunch of free ones for Gmail.ย 
aiko
Politicker
+7
Sr. Account Executive
"I see that there might be some point of interest in my last email to you. Let's schedule a follow up call to discuss any questions you may have!" (send cal tiles)

If they still don't respond...ย 

Give them a call after they open again
aiko
Politicker
+7
Sr. Account Executive
But this is also coming from a person who sells sales automation to sales leaders ๐Ÿ˜…
Sl
SlanginSoftware
Contributor
+3
Regional Sales Director
Read the person, if it will work to your advantage then being transparent is better. Dont be ashamed in the hustle, be glad you have tools to get insights.
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