Thanks for sharing this thread, Matt. Josh has crafted a solid reply. I recommend strengthening it by saying (for example), "Many of our latest customers are dedicated Hubspot users. In the past quarter, sixteen clients have installed our solution for outbound, while retaining Hubspot for inbound."
I think the second sentence in his email would have more impact if it were moved to the last sentence, and set apart in its own paragraph. I was far more receptive to the idea AFTER I read the reasons why . . . .
Good sales practices transcend competitive sales tactics. It is a very professional response.
I agree with Dan. I would only make a suggestion that "IF" you were not the correct person Josh needed to connect with, he might have in his last message asked you to direct him to the correct person to whom he should be talking with or not to sound negative maybe you could have volunteered this info Matt? Myself, all things considered, I would have volunteered it.
Dan: could you clarify your comment "Good sales practices transcend competitive sales tactics. It is a very professional response." I'm not clear on what you're saying.
I aree with Andrew Rudin, please clarify omment o Good Sales prectices transending competitive sales practices. A simple illustration or example woudl be great!
This is a great prospecting email. I see very few "Bulldozer"s or "Reframer"s these days. Seems like the "D.B. Cooper' is the preferred profile for todays teleprospectors. Thanks for sharing this Matt.
"... just let me know" is a very powerful statement. The ABC guys must realise that the "prospects" (ouch, how 'people' hate to be categorised as prospects, suspects, wofters, etc) have also seen Glengarry glen ross and they are now up to date with slimey salesmen's closes.
That was a smart and at the same time nurturing reply from Josh. He saw the objection as a means to listen and connect to the customer rather than totally ignoring a potential buyer. A great reminder about powerful selling. http://bit.ly/ayeen8
Matt, thanks for sharing this and your analysis of how you felt. I am a big believer in building a relationship with prospects even when they are not ready and EVEN A REJECTION is a perfect opportunity to leave an impression on the prospect and make it easy for them to remember you. Not sure if you took the demo, but I am sure you will look at Manticore if you ever decide to look at a separate MA tool.
Josh has done a great job, and it makes him a friendly and professional person.
This also underlines the importance of having a very good CRM tool, that allows to literally build a professional relationship through time with your prospects - interested of not.
Like Vaibhav said, I'm pretty sure that you won't look for a competitor if you need a MA tool.
Matt - I'm surprised you responded to his initial email. IMHO it was too generic - there was nothing in his email that was about YOU. That said, he did an EXCELLENT job with his response. Josh just might be a Challenger Rep. Teach. Tailor. Take Control. http://blogs.hbr.org/ideacast/2012/08/the-new-sales-playbook.html
Hi Matt: Good post. We have been using Manticore for awhile and their service is excellent. I have heard great things about Hubspot too though and am going to their conference next week.
I don't think that was that was a good reply at all. If that all it took to get you to rethink your response then your easy.
Sorry, neither the case study nor the response examples offer much real-world value.
1) None of the copy is strong enough elicit any response or interest.
2) The chances are .001% that a "longtime Hubspot customer" would even open the door by replying at all to the initial e-mail.
Thanks for the comments everyone. For me, clarity trumps persuasion - all day, every day.
As I tried to share above - response jujitsu is about shifting a NO to no.