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Saturday, 20 February 2021

3 Recap Email Templates to Use After Connecting with Your Prospect

You've just had a productive call with your prospect. But what are your next steps? Do you register your meeting notes in your CRM and move on to your next task for the day?

A fundamental step in your post-call routine that you might be missing is sending a recap email. A recap email after a connection with your prospect is one way to keep the conversation/discussion you've had with your prospect at the top of your mind and reinforces the next steps in 3 important ways:

Emails crystalize the highlights of your meeting. This is a great way to reinforce the key takeaways from the meetings and increases the likelihood of the prospect remembering the main points of the discussion.

Gives you the chance to confirm the next steps. This is a great way for you to reference a specific date and time for your next meeting. This serves as a way to remind the prospect and motivates them to add this to their calender. 

Add value. You can dive deeper into your prospect's situation, goals, and pain points to get a better sense of how you can help them. Every recap message is an opportunity to provide a tip or offer a relevant resource.

3 Recap Email Templates to Use After Connecting with Your Prospect

1. Call recap

Connect calls are typically used to establish a relationship with the buyer and are relatively brief. In your follow-up email reiterate the main challenge or objective you have identified and some relevant advice. Attach a useful piece of content if you have one.

Template example:

Hi [name]

Thanks for sharing about your role at [company name] earlier today -- not to mention, speaking about [rapport building point]

To recap, you're currently [struggles to achieve what goal]. I'm suggesting [strategy or quick tip]. Here are some resources attached that cover [this topic], which may also be of help.

Let me know if I can answer any questions about this content and/or my recommendations. I'm looking forward to speaking to you again on [date and time].


[Your name]

2. Touch base recap

You're not always going to be following up with a prospect after a lengthy call or pitch meeting. However, it is still equally important to send a follow-up email after the call to answer questions or see how they're progressing in the process.

Don't skimp on these emails. Offer as much content and value as you would after a demo, and reinforce that you're always happy to answer more questions.

Template example:

Hi [name],

I really enjoyed answering your questions this morning and taking a deeper dive into how we can help you overcome [challenges discussed].

Here's [resource #1 and #2] that demonstrate how we can help you boost [goal] and solve [your challenge].

Looking forward to our next meeting on [date and time]. In the meantime, let me know if you have any questions.


[Your name]

3. Meeting recap

Your post-discover email should tell the buyer you're on the same page so they feel confident enough to move forward. Summarize the most important things you've learned from the conversation: their high-level challenges, the tactical suggestions you've provided and the mutually agreed-upon next steps.

Template example:

Hi [name],

Thanks for a great conversation today. We discussed the [obstacles you're facing in X area, progress you're hoping to make with Y initiative, changes you're implementing to Z], specifically:

  • Point 1
  • Point 2
  • Point 3

I'm linking to more information on these points and potential solutions.

As mentioned the next step is [recommendation]. I look forward to our next meeting on [date and time].


[Your name]


A concisely well-written recap email helps buyers to keep track of the main points of your sales discussion and it also looks more organised. Which may boost your prospect's confidence in you. And this doesn't take much time or money to do. Just 10-minutes to improve your prospect's sales experience with you.

Tuesday, 9 February 2021

3 Creative Chinese New Year Marketing Ideas

This is the year of the ox. Happy Chinese New Year from everyone at EVERWORKS. ‘Niu’ (which is Chinese for ‘Ox’ for us non-native speakers) ushers in unconventional ways of celebrating the Lunar New Year. For many, red money packets are replaced with online transfers, family reunions are smaller and held in private, and traditional yee sang’s are delivered by Grab riders instead of waiters in restaurants. Yet despite these changes – the excitement to leave a year marred by a global pandemic remains high. While the Year of the Rat was fast, hard and active; the Chinese Zodiac foresees the year of the Ox to bring positivity, honesty and hard work. According to Chinese astrologers, the traits of the Ox, such as diligence, persistence, and altruism will be greatly rewarded in the coming year. Here are some of the ways the traits of an Ox can carry us through yet another uncertain year.

Here are 3 creative content marketing ideas to boost up your marketing campaigns

1. Encourage user-generated content

Celebrate Chinese New Year with your audiences by encouraging the to create and share festive-themed content. 

This can be a related challenge for the first Chinese New Year in Malaysia that's from home and without visitations!

If developing a website or app is beyond your budget you can try some of these ideas:

  1. Come up with a social campaign through your owned social channels or
  2. You can trigger a Chinese New Year-themed email campaign or
  3. You can plan for an SMS Marketing campaign

2. Create an Awesome Live Video

Did you know that live video is one of the biggest trends moving forward into the #newnormal?

Businesses used to deliberate the relevance of producing videos due to the heavy costs of production, but with the dawn of the internet and ever-increasing tools from apps the cost vs the popularity of video has proven to be an avenue that most businesses can explore now.

In fact, people appreciate raw, in-the-moment footage. Take that self vlogs covering everyday life to be one of the biggest trends in YouTube currently. You can show how your business is going about festivities amidst the pandemic situation. Also, a great way to showcase your company culture!

3. Provide useful content for your customers

Festivals can be stressful occassions. The 15 days of Chinese New Year, and all the preparations that lead up to it, especially during the pandemic of COVID-19. From not knowing where to get food to having to juggle the kids while working from home!

Your customers will surely appreciate the content that will make their lives easier and your customers with their Chinese New Year planning by offering tutorials, guides, and templates! You can even take it one step further by preparing custom made sets that make it easy for them to prepare for Chinese New Year.


Get creative and your customers will remember you for it. In this ever saturated advertising market place festive discounts and promotions are nice to have but predictable and not very exciting. If you want your marketing campaign to stand out this Chinese New Year, get creative and try one of these holiday marketing ideas!

Wednesday, 3 February 2021

5 Important Sales Metrics You Should Track

In today's age, there's an abundance of data. And even with today's latest tools helping us to measure everything there's a lot to digest. Just which metrics should you be focusing on when there is an endless list of metrics, reports and data points collected.

This can be overwhelming, and when you're overwhelmed, it can be difficult to analyze the data, interpret it and make the right decision. So here's where things take an interesting turn. Is there a solution to the overwhelming data. Rather than tracking everything it would make the most sense to track only the important things.

Performance metrics are a measure of a business or employees' tasks and activities. They are often quantified and measured over time. These metrics are tracked and ranges are selected to identify what is an ideal performance.

Businesses use performance metrics to determine if their outcomes align with the goals that were set. Usually if a performance metric falls below the range that was set, this may indicate underperformance, whereas, if the outcome falls on the range or above it the business is deemed to be meeting its goals or exceeding them.

Metrics are important because they help you to evaluate your performance and inform your decision making.

Choosing the "right" metrics depend on various factors such as your sales organization, industry or company. We've found these 5 metrics to have the tendency of holding impotance to sales leaders across the board.

Here are the 5 most important sales metrics you should definitely be tracking to skyrocket your sales.

1. Percentage of sales teams hitting their quota

Attainment of quota means that the percentage of salespeople meeting or exceeding their targets tell you whether your quotas are set too high or low. As a general rule of thumb, your quotas may be unrealistic if less < 60% of your salespeople are hitting their allocated quotas. On the flipside it could also mean that you need to hire better salespeople. One other area that is often underlooked isn't the target or the team, but it could be the compensation plan. 

2. Average deal size

Average deal size is calculated by dividing total number of deals by the total dollar amount of those deals.

When measuring this metric on a monthly or quarterly basis tells you whether your contracts are getting larger, smaller, or staying the same. If you're trying to move upmarket, you want the average deal size to increase. If you're trying to land more small businesses you want this number to go down (however your number of customers to go up)

Average deal size can also help you to spot potentially risky deals. Let's say one of your salespeople adds an opportunity which is 4x larger than the normal ones you usually track, you should expect the probability of closing to be lower and the sales process will likely take longer.

3. Conversion rate

This measures how many leads that actually convert and ultimately become customers. For example if you have 500 leads per month and on average 50 buy your product your conversion rate is 10%.

This metric will help you to calculate how many leads you need to make to reach your revenue targets. Historical conversion rates also show whetther your reps are becoming more effective. Keep in mind that your win rate will probably reduce as you move upmarket but will increase as you shift to small businesses.

4. Revenue

Revenue is your most important KPI. Although gross income might seem to be a relatively simple metric, it can be often be overlooked.

On the other hand for subscription businesses you should track revenue based on a recurring basis either monthly or annually. 

Break down in these 3 ways to see more about your revenue metric:

  1. Percentage of new business
  2. Percentage of upsell/cross-sell/expansion
  3. Percentage of renewal

Depending your goals, growing each of these will differ from time to time.

5. Sales funnel leakage

This tells how many prospects have dropped out of your funnel. To determine your leaky points track stage-by-stage conversion rates. At different stages of your sales process you can learn different areas to improve.

For example, if 40% of new prospects agree to a discovery but half of these make it to the demo stage, but just 5% end up buying. This difference between the demo and buying can lead to a few different inferences. 

  1. Your salespeople are not qualified enough
  2. Your salespeople are giving bad demos
  3. Your salespeople are negotiating poorly.
  4. Your product does not meet the demands of the market.


By finding and improving on these weak points you can dramatically improve your sales results by at least 50%.

Wednesday, 27 January 2021

6 Ways to Ask for a Referral from a Potential Client

New customer acquisition remains a big problem of the sales puzzle that all salespeople are hard at work prospecting for. You have an opportunity to do this by asking for customer referrals. Multiple studies have shown that customers acquired through referral require less investment and have a higher potential for retention and loyalty.

Here are the big questions how do you go about breaking the ice with your customers to ask them for help? Is there a way to network to them to help you without being awkward? In this blog post you'll learn how to identify potential referral opportunities by asking for customer feedback and how to ask for those referrals once you've identified good candidates.

How to Use Customer Feedback as a Way for You to Identify Referral Opportunities

Knowing which clients are happiest with you will increase your likelihood of winning a referral. Here are some tips for going about it:

1. Identify your advocates.

One of the best ways to identify potential customer advocates that's commonly practised by the marketplace is to use the Net Promoter Score survey to help make the process a little easier.

2. Follow up with your promoters.

Sending a survey isn't enough. You need to follow up with potential advocates and keep the positive momentum rolling along. Best way to engage with your promoters are to get in touch with them personally and to understand what they are currently going through.

3. Use feedback and testimonials for referrals

Customers are more likely to trust your brand early on if they have social proof of your expertise and your testimonials. Case studies are one of your most powerful assets. A great way to gain feedback is by just asking.

4. Build Value first, then ask

There is nothing wrong with asking for customer referrals immediately after closing the deal, however we wouldn't recommend it. Rather we recommend to wait until after you've successfully completed your service and delivered unparalleled value to your customers.

5. Don't treat referrals like cold calls

Referrals are not cold leads. We recommend entering into a conversation with a referral with a much friendlier tone. Play up the relationship with you have with the referrer and act like you're already in your inner circle.

6. Offer incentives for referrals.

Performing great customer service, but sometimes it's still not enough to convince them to do referrals. It's time to incentivize your customers. 


Often small businesses overlook the option of focusing their sales efforts into referrals. This is a viable option and can be a source of sales that draws the highest retention rates and at lower costs.

Wednesday, 20 January 2021

Top 5 Power Sales Words That Sell

Words are your primary 'weapons' to convert your qualified prospects into customers. Words are incredibly important to salespeople. How salespeople deliver their messages and converse with their prospects can have a very dramatic effect on the outcome of the entire negotiation. Using the wrong phrase might cast a negative shadow on the proposal, while tweaking just a few words in the pitch might induce a client to buy immediately. The underlying message is extremely critical but the words used to deliver it bear similar weight. 

Here's 5 power words you can use in your sales conversations and negotiations to help you close that sale.

1. You

Selling should always be about your prospects - not about you. A simple way to make that clear is by using the word "you" as much as possible. Apply this rule everytime you are in contact with your prospect and refrain from being tempted to phrase a sentence from the perspective of your company and find a way to rework it to make your prospect the subject.

2. Value

"Customers rarely understand the features and benefits of anything you're convincing them on". They only care about the value and achieving their objectives. Skip all the features that your product has. Focus instead on the value you will create for your prospect's business.

3. And

This is a clever replacement for "but" when dealing with criticisms or objections. The but signals to the prospect that you are about to utter a statement that runs counter to what they would like to hear. And by its very nature is inclusive. 

"I see that you only have a budget of RM50,000.00 and let me tell you why our system why our system costs RM60,000.00'. 

Compared with 

"I see that you only have a budget of RM50,000.00 but let me tell you why our system costs RM60,000.00".

If you notice the use of but gives the impression that you have just bypassed the problem and make the buyer feel ignored. Wouldn't you agree that just one word can change the outcome or perception towards your sales presentation?

4. Do

Many sales experts recommend using the word "do" instead of "try". For example,

I'd like to try a way to solve your problems

Compared with

What I'll do is to research about your problem

Wouldn't you agree that the later gives your prospect a sense that you are competent and trustworthy - boosting your prospect's confidence in your ability to offer a solution to the problems that they are facing?

5. Or

Compared to presenting one proposal to a client and try giving them the option of only accepting or rejecting it. It's daunting isn't it as your odds of success are 50:50. Instead try presenting them with two or three different variations on your proposal, and suddenly you've doubled or tripled your odds of receiving a "yes". 

Therefore in negotiations don't just ask if they want to sign the contract.

Ask if which version of the available options is preferable. Try asking our of Version A, B or C which contract would you prefer to go with?


Power words are surprisingly powerful even though faint. It represents you and how you present your sales proposition differently. Pay attention to how you are presenting your message and your sales would go a long way. This isn't exhaustive as there are many other phrases and power words to be careful of. Having a grasp on these words and how to use them in your sales efforts can really pay off. Language is crucial in sales so it serves you to bolster your vocabulary with words that will elicit the right emotions from your prospects.

Wednesday, 13 January 2021

How to Overcome Anchoring in a Negotiation to Win More Sales

If you find yourself working with a prospect who is exhibiting anchoring bias, consider the following tactics as you navigate your negotiation.

1. Do your research

Take time to adequately prepare before you enter any negotiation situations. Research the background of the prospect to make sure you understand what they are actually looking for and run the financials on your end so you know exactly what you can and cannot accept as a final offer. 

For example, knowing your prospect's set budget which they want to stick to allows you to prepare the best possible solution your company can provide which would suit the goals of your prospect and meet your financial objectives.

Take time to research what your competitors are offering for the same solution, because in some scenarios prospects may want to price-match or reference what another competitor is offering. If you take the time to prepare a response to this ahead of time you are less likely to be caught off-guard.

2. Propose a counter-anchor

The goal is to swiftly disqualify an anchor before countering with an ideal price. Don't reply with a figure because you would be haggling for a price, but the best way we've found is to make it known to the prospect so that they understand that their offer is far lower than what you're willing to accept.

Only once you have shared that this is too low of an offer for you to accept and your prospect understand this that you can state the new price you would like to see the product go for and explain the value of what your prospect is getting in return.

3. Reject the anchor price

When you're in the midst of a negotiation and you find your prospect is not willing to negotiate and the value of the deal is not worth it, you can choose to reject the anchor. This can lead to a few outcomes:

  • You can revisit the counter-anchor strategy later in the process
  • You can start from scratch to discuss a different offer or set of terms that better aligns with their budget
  • The two parties can examine if the collaboration is worth pursuing.


The more experience you have at negotiating the more comfortable you will be to navigate these different scenarios.

Wednesday, 6 January 2021

Why Tonality Matters in Sales

Ever been in a situation when you're caught in a heated debate, when you reflect back it's often the way you say something is often more important than what you intended to say. This principle applies to sales as well. 

It's true; the tone of your voice might actually be jeopardising your sales success. You may have put hundreds of hours into researching your market, learning your product and crafting your pitch, but if you aren't aware of what your voice conveys to your potential customers, all the effort you've put in may be for nothing.

Here's the good news. If you're consciously aware of this aspect of communication, you can make a conscious effort to improve it (and your sales) in the process.

What is tonality?

Tonality refers to the way your voice sounds when you speak. If you notice how many miscommunications happen during text conversations or email exchanges it's often caused by a misinterpretation as the receiving person can't her the tone of your voice.

Although tonality can be influenced by your mood, your surroundings and even your upbringing you have the opportunity to consciously control how your words are presented. Think you already know how you sound? Record yourself during a mock sales pitch and then prepare to be surprised. Chances are you don't even realise how you're coming across.

Why is tonality important?

Sales is the art of communicating with another person. And in business, the first sale is always to yourself, if you don't believe in what you are offering, why would anyone else believe in it?

Even if you have perfected the words for your sales pitch, your tone may and will betray you. You should sound like you care about their problems and your prospects might actually give you a chance.

Mastering your tone is an essential part of your sales pitch and once you learn to control it, you'll be on your way to better sales.

How to use the right tone in your sales presentations?

Ever attended a presentation where the presenter presented his materials in the same monotonous tone through the conversation, you'd possibly passed out from boredom. Remember you will need to vary your tone through the conversation to keep your audience engaged and hanging your every word.


Some people are born with perfect tonality, they naturally know how to just talk to people to achieve their goals. But for the majority of us practice will only make us better. Be aware of your tonality and you've already made major strides to improving your sales presentation. This is an invaluable skill that you can practice and eventually master.