Fabi Mersan – Founder & CEO of ClinicBuzz
Today we are featuring Fabi, an inspiring entrepreneur who has been doing an amazing work at boosting her response rate significantly. Over the last 4 months, she was constantly trying difference sequences to see which one has the most success in her market.
Fabi obtained 39.17% response rate in September:
Initial email response rate: 5.0%
First reminder response rate: 15.0%
Second reminder response rate: 12.5%
Third reminder response rate: 5.0%
Fourth reminder response rate: 1.67%
Who is Fabi, can you give us a bit of background?
I am a visionary entrepreneur from Paraguay, South America. Ironically, I fell in love with entrepreneurship in college, while getting a major in Entrepreneurship & Information Systems Management – usually entrepreneurs see college as a waste of time.. It was actually eye opening to me. My purpose and passion is to inspire people and help them simplify and optimize their lives. I am obsessed with analytics and figuring out how I can go from point A to B faster and then teaching people my learnings 🙂
How did you hear about QuickMail and what do you use it for?
After trying almost all of the “most popular” email marketing services out there and not being completely satisfied with any of them, I reached out to my Foundation friends and they pointed me to QuickMail.io. Best decision ever.
Can you tell us a bit about your process? and how things have been working for you?
I have tested two ways of cold emailing my prospects. One is the “short question email” were you send out literally just one question, usually one key question that will uncover the pain you are solving. This will lead you to having a conversation about that pain and ultimately proposing your solution to the prospects.
The other one is the “Appropriate person email”, which is basically emailing someone in the company asking you to connect you to the right person and providing a brief description about the product that you provide.
The latter has been proven to be more successful for two reason. One, the call to action is scheduling a call. On the one question email the COA is answering the question (longer process to get them on the phone). Two, even though the Appr. person email gets you more responses saying “Not interested”, the ones that do say they are interested are REALLY good prospects because they already briefly know about your product so it’s for a reason that they want to talk to you.
To go a step further, now that I’ve found the template that gets me the most responses, for the past month I have been analysing the types of responses I was getting out of this template so that I could tweak my copy with the intent of getting more “I am interested” kind of responses. I now have a template that gets me at least 2 demos a week.
When it comes to cold emails, what’s your mindset, how do you approach it? Any tips for the readers?
I try to put myself in the shoes of my avatar customer. “What would I want to read?” “Why would I open the email?” “Why would I’d be interested in this?” and try to prepare my copy accordingly. Understanding your market is key. Also, I’m always looking to be very clear about my intentions. I don’t think busy people will respond to a vague email.
I think them most important thing on cold emails is to track the kinds of responses you are getting. This way, you are able to understand the objections that they have and address them in the copy of your email so that you increase your success rate.
Anything else you would like to share?
1. Not everyone will and/or should be your customer, so do not get discouraged if you get a lot of No’s.
2. Follow up is CRUCIAL for success. There is a sequence that is proven to work really work. You can Google it too if you want. Is 2, 3, 5, 8, 13. So first follow up after 2 days, 2nd after 3 days and so on… Think about how long it took you to respond to an email sometimes? Follow ups are so important. Either way it’s a step forward, if you get a NO then you don’t waste your time on that person anymore, if you get a YES then go celebrate 🙂 I follow up at least 4 times.
What’s the best way to get in touch with you?
Fabi M. Founder & CEO of ClinicBuzz