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Chep

Bitcoin Adoption Specialist

WR Officer
Arsonist
Politicker
+9

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.
🎈 Mentorship
💌 Cold Emailing
📞 Cold Calling
21

24 comments

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Justatitle
Big Shot
5
Account Executive
Being candid has worked so well for me many times. Saying hey we use email tracking and we know it’s a pain to respond so I figured I’d give you call. It rarely hasn’t worked 
beachNsales
Politicker
4
Sales Manager
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 me 
slaydie
Big Shot
3
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. 
beachNsales
Politicker
1
Sales Manager
bingo!
Chep
WR Officer
3
Bitcoin Adoption Specialist
I like this alot
paddy
WR Officer
3
Director of Business Development
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.
CuriousFox
WR Officer
3
🦊
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. 

But no, I wouldn't bring it up. 
funcoupons
WR Officer
2
👑
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. 
Chep
WR Officer
3
Bitcoin Adoption Specialist
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.
TheSolicitorGeneral
Politicker
2
Small Market AE
I wouldn’t be that forward. I’d touch on the thing that they’ve read the most without letting them know that I know they’re interested in that specific topic. I’d let them chalk it up to serendipity being the reason we chatted about something they’re interested in. 
The.Machine
Politicker
2
Sales Development Lead
We're in 2021 for god's sake. 

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

I sent a screenshot once and told them you can do this too. Definitely a great way to get attention. 
Chep
WR Officer
1
Bitcoin Adoption Specialist
True that. Email tracking is only the beginning
poweredbycaffeine
WR Lieutenant
2
☕️
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
1
Bitcoin Adoption Specialist
Great point and crazy to think about how much sales has changed in such a short period of time
Sunbunny31
Politicker
2
Sr Sales Executive 🐰
I use the knowledge that they are interested in a specific topic to make sure my messaging and conversation is relevant.   The only time I tell them that I've seen their behavior is when I've been selling a marketing engagement platform.
GDO
Politicker
1
BDM
Don’t do it IMO. It s creepy and in de EU not really accepted. 
beachNsales
Politicker
1
Sales Manager
Usually it shows that they are passing around the information to others in their org. Tread lightly on bringing it up though.
jefe
Arsonist
1
🍁
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.
mistamor
Opinionated
1
VP of Sales
whoever voted "we don't use email tracking software" -- do yourself a HUGE favor and get one. 

Hubspot has one built in, but there are a bunch of free ones for Gmail. 
aiko
Politicker
1
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... 

Give them a call after they open again
aiko
Politicker
1
Sr. Account Executive
But this is also coming from a person who sells sales automation to sales leaders 😅
SlanginSoftware
Executive
1
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.
Pedrocastenada
Good Citizen
1
Account Executive
I say something along the lines of "Marketing Dept mentioned your team was heavily browsing our website" and take it from there. I don't refer to the emails as much as I refer to their general interest + blame it on someone else. I'm just there to "help"

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