Salespeople aren’t the only ones guilty of overusing words or phrases in emails; the truth is, we all do it. That’s why it's even more important in your prospecting efforts to use unique, personal, or specific phrases that say what you actually mean, as opposed to what you’ve seen everyone else say.
Below are five overused phrases to cut from your emails, specific to prospectors.
I saw on your LinkedIn…
This phrase seems the most specific, but in reality it has quickly devolved from a useful phrase in prospecting to one of the most cringeworthy things you can write. This phrase signals to your reader that while you made the time to stalk them on LinkedIn, you were too lazy to be creative in how you approach the information you gleaned. Instead, leave out this phrase altogether and get straight to the point.
Does this seem like something you’re looking for?
If you have to ask this question, you’re not trying hard enough, and your reader will know it. This phrase signals that you don’t know your product, or you don’t know your prospect, or you don’t fully understand, either. Instead, lead with confidence. “This product could really help you do x.”
Does a fifteen minute call make sense?
One of the most important things a prospector can do is present themselves as an authority - not necessarily on the specific use case of the prospect, which you may not learn until you get a phone call, but on the value that your product can provide. By asking whether or not a quick call makes sense, you’re already losing that all-important air of authority.
Instead of diving right into the request for a meeting, which your prospect is expecting, try to learn more about the prospect’s specific pain points or struggles. A question such as “75% of my clients struggled with y before joining our community - do you have the same issues?” could open the door for this conversation.
Are you the right person to speak with about this?
Similar to the second phrase, above, if you’re asking this question of your prospects, you’ve already lost. You should know your market and your product well enough to know that you’re speaking to the right person. It is likely that your product requires multiple buyers. Rather than asking if the prospect is the right person to speak with, focus on what part of the buyers committee this individual represents.
This word can and should be eliminated from all emails - not just prospecting emails! (See what we did there?) Similar to words like literally or even, just is a fluff word that appears unnecessarily in our daily vernacular and should be edited out of any written correspondence when possible, particularly at work. “I just want to reach out.” “I’ll just take up just a few moments of your time.” Words like “only” can convey a similar meaning to “just” without the overuse. Find and replace your “justs” with a more appropriate word and move on!
Ready to stop guessing and start closing? Check out our free guide that walks you through how to sell to anyone and download our free e-book - Good Sales vs. Bad Sales.