I have been getting more service proposals now that my e-mail address is listed on every news release published by iWeb. Most proposals don’t get read all the way.

The are three (3) possible outcomes to every pitch, listed in order of importance (and likeliness)

  1. Delete
  2. Thanks, but (fill in the blank)
  3. Interesting, tell me more about (fill the blank)

#3 is pretty rare – here is the reason why, in an excerpt from a recent e-mail I sent:

“The Sales pitch/approach also needs serious overhauling. If you spend 5 (long) paragraphs in your (initial and unsolicited) e-mail telling me how great YOU are, you’ll get crap responses.

Instead, show me that you understand MY situation, and that you can help me do MY job easier/better/quicker/less expensive. And look at MY website to have an idea of what it is we do.”

When you send an e-mail to open doors, remember that it’s not about YOU. It’s about your client/prospect/friend/boss. It’s about what you can do for him/them. Period.