How to Get People to Actually Read Your Emails

By Jeff Beals

Just like you, I receive too many emails and many of them are mass emails trying to sell something.

The following message showed up in my inbox yesterday under the subject line, “Looking to Connect:”

Hello,

I’ll keep this short and sweet to make the 26 seconds it takes to read it well worth your time… Yes, I timed it.

I work at [Company X] and we help companies like yours get real results from events they organize with our technology platform. I wanted to learn how you handle this process within your organization and see if [Company X] is something that could contribute to you (sic) existing process.

Do you have 10 minutes to see if I can help?

[Name and Contact Info]

Let’s not beat around the bush – this is a terrible email. It’s getting harder and harder to get people to notice, actually read and then respond to our emails.  And it’s not just the mass emails we send; sometimes we struggle to get a sole recipient of a customized email to reply.

I don’t like to pick on people, but let’s use this email as an opportunity to make our own emails better.  Here are some problems I noticed:

1. The subject line, “Looking to Connect,” gives the reader no compelling reason to open the message and it doesn’t convey any value to the reader.

2. The message starts with a generic “hello” instead of my name. Even when you’re sending mass emails, it’s super easy to automatically insert each recipient’s name using a myriad of available software programs.

3. The first sentence is gimmicky.  I assume the writer was trying to say something witty to catch my attention, but it made me roll my eyes.  The first sentence is your most important sentence. Instead of gimmicky or throw-away lines such as “Hope you’re doing well,” it’s better to say something impactful that has value to the reader.

4. The middle paragraph is vague.  After reading it a few times, I have an idea what the company does but only an idea. What’s worse, there’s nothing about the text that makes me curious to get more than just an idea.

5. The final sentence/paragraph asks for my most precious and rare resource: time. Why would I give this person any of my time when he sent me a generic, vague message that showed me nothing of value?

6. Overall, the message’s biggest weakness is selfishness.  It’s selfish because it’s written totally from the writer’s perspective and for his benefit/convenience.  Think about it: He talked about where HE works. He talked about HE wants to learn about my company. He asked for my precious time to see if HE can help me.

The best messages, whether they are to a single person or a group of people, are razor focused on the recipient and what he or she cares about.

What was a good thing about the above message?  It was short.

When you write emails, use a compelling subject line, address the person by name, economize your words, avoid cheesy or gimmicky lines, catch their attention by saying something you believe they would value, and most importantly, make the recipient the star of the email, not you.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

How Can You Become a Top Producer?

By Jeff Beals

Take a moment and think back to your college days.

Whether you studied business, public administration, the social sciences, or any number of other academic disciplines, chances are good you read about Maslow’s Hierarchy of Needs.  Psychologist Abraham Maslow (1908-1970) argued that in order for a person to achieve greatness, he or she must have certain needs met. The needs can be ranked or organized into a hierarchical pyramid.

After a person has satisfied simpler needs, he or she is ready to pursue higher-level behavior until eventually reaching “self-actualization,” the pinnacle of human existence. Self-actualized people pursue intellectual curiosities. They are focused on personal growth, achievement and advancement. They constantly seek new challenges and although they thoroughly enjoy their victories, the joy of success only motivates them to conquer something grander.

Self-actualized individuals not only enjoy life more, they are typically more successful than everyone else.  If you want to experience life at the top of the pyramid, here are a few top-producer characteristics, in the spirit of Maslow, you might want to adopt:

Autonomy – They are independent, and despite having healthy relationships with other people, they tend to be self reliant.

Acceptance – They accept other people as they are and the surrounding world as it is.  In other words, self-actualized people don’t waste time on things outside their control. They find beauty and wonderment in our everyday world.

Privacy – They have a strong appreciation for privacy. Self-actualized people want time to think and contemplate. They focus heavily on their most significant personal relationships and “go deep” with a few people instead of having lots of superficial friends.  That said, they are often well known and admired by many people. They have deep feelings of empathy for humanity but they are often undisturbed by things that upset ordinary folks. They can help other people without getting too emotionally involved and allowing themselves to get pulled down.

Creativity – They are good at coming up with new ideas and place great importance on new ways of looking at existing things.

Action – They like to get things done once the decision is made. When you have so much going on in life and so many exciting things in your head, you don’t want to waste your precious time on this earth as a procrastinator.

Realistic – They see things as they are.  They’re not easily fooled or unrealistically idealistic.  They are also very good at seeing through phony and dishonest people.

Humor – Their sense of humor is spontaneous, thoughtful and intrinsic to the situation. Their humor steers away from hostility, superiority, and sarcasm.  In addition to a philosophical sense of humor, self-actualized people have a great deal of spontaneity.

Ethics – They are highly ethical. They clearly distinguish between means and ends and subordinate means to ends.

Open Minded – They have a fresh appreciation for alternative ideas and avoid stereotypes. Their decision making is more democratic than autocratic, and they are not likely to discriminate against people from different backgrounds. Self-actualized people resist mindless conformity to popular culture or temporary political passions.

Spirituality – They are not always religious in a classic denomination sense, but they tend to be spiritual people.

Transcendence – Perhaps most important, they transcend their environment rather than simply coping with it. Self-actualized people shape the world rather than becoming victims of the world.

While Maslow says only 2 percent of the population will ever experience self-actualization, there’s no law that says the percentage can’t be higher.  And there’s no reason you can’t be one of the lucky few.

This message is a liberating one. Self-actualization, or however else you may define success, is always within your grasp. You can manufacture it out of seemingly nothing. To reach Maslow’s pinnacle, you need to adopt certain behaviors and beliefs and make them part of your daily life. You have total control of your life. Success starts with you and ends with you.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-637-9300

info@jeffbeals.com

How Can You Be More Entrepreneurial in Your Work?

By Jeff Beals

Somewhere between 5-to-10 percent of the population is entrepreneurial.

But what does that really mean?  Do you have to own a business to be entrepreneurial?  Absolutely not. In fact, there are a number of entrepreneurs who frankly are not very entrepreneurial.

In the United States, about 13 percent of adults own some sort of business.  Yet not all those people have truly entrepreneurial personalities.  Think about it…Half of all business owners fail within the first five years of operation.  Even among business owners who succeed, a decent-sized percentage are unhappy. One reason for their misery could be incongruence – perhaps they are non-entrepreneurial people working as entrepreneurs.

Just as some entrepreneurs aren’t terribly entrepreneurial, some traditional employees do have entrepreneurial personalities.

No matter what professional role you play in life, you can be more successful if you incorporate some level of entrepreneurial thinking and behavior into your work. In that spirit, here are some entrepreneurial characteristics you may want to make part of your professional life:

Moderate Risk-Taking – Stereotypically, entrepreneurs have a reputation for taking big risks. That’s not really accurate. Big risks have a low likelihood of panning out. Successful entrepreneurs are moderate risk takers. They don’t shy away from ambiguity if they believe opportunity is present, but they study and calculate before taking the risk.

If you work as an employee in an office setting, the same approach to risk-taking may help you. If you don’t take any risks, you may never get ahead or you may be subjected to a career of perpetual boredom. If you take calculated risks, you’re more likely to advance and enjoy your work.

Tolerance of Uncertainty – Entrepreneurial people don’t have excessive fear of failure. Any fear they do have, they use as motivation to keep working hard. Similarly, they don’t crave security. They can handle living with the unknown. That’s a particularly valuable characteristic, because even traditional jobs are riddled with uncertainty these days. When entrepreneurs do fail, they don’t let it ruin their lives. Instead, they see each setback as a learning experience.

Ego – Entrepreneurial people are somewhat egotistical. Obviously, you don’t want to be an obnoxious ass, but if you’re lacking in confidence, you should work on it. Entrepreneurs ultimately believe they will be successful. They believe hard work is an investment. They use their sense of ego as a driving motivator. It’s one of the things that keeps them focused and working hard even when they feel tired.  Entrepreneurs have a “social” ego as well in that they build relationships and enjoy having positive reputations. Even if you’re an introvert, constantly develop and refine your people skills, because working with and through others is critically important.

High Energy – It takes a lot of energy to power entrepreneurial efforts. That’s why entrepreneurial people are full of oomph.  If your energy level is not high enough, try changing your nutrition, sleep and exercise habits. Energetic people attract more attention and create more excitement. Similar to energy is perseverance. When things aren’t going well, entrepreneurial people double down and push harder.

Goal-Oriented – This might be the most important entrepreneurial characteristic. The more likely you are to set goals, monitor those goals and be driven by them, the more likely you are to reach the highest heights in your career.

Two Views on the World – Entrepreneurial people are diverse thinkers. They can simultaneously manage tactics while thinking strategically. They can work on short-term and long-term goals at the same time.

Integrity – This might come as a surprise to some people who think of entrepreneurs as ruthless, selfish types, however, the most consistently successful entrepreneurs exhibit high levels of integrity. No, they’re not saints, but they are generally ethical and care about other people. The longer people and organization exhibit consistent integrity, the more likely they will succeed.

So, what can you do to be more entrepreneurial in your work?  How can it benefit you?

An entrepreneur is not some super-human creature. An entrepreneur isn’t necessarily a business owner. Instead, an entrepreneur is someone who takes “ownership” of their life/job and uses the above characteristics as a pathway to success.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com

A Story of Persistence

By Jeff Beals

An Air Force brat, Billy McGuigan grew up in a musical family. For much of McGuigan’s childhood, the family was stationed at Fort Benning in Georgia. When his tech-sergeant dad would come home from duty in South Korea or other far-off places, he would entertain little Billy and his two younger brothers by playing Beatles songs on his guitar.  Those were good times celebrating dad’s return with music and laughter.

Eventually, McGuigan learned those songs himself, both the lyrics and the guitar chords. Unbeknownst at the time, those informal music sessions in the McGuigan living room sparked a love of performing that eventually led to a successful career in music.

Today, McGuigan is CEO of Rave On Productions. Along with his brothers, he tours nationally year-round performing high-energy shows based on the Beatles and Buddy Holly. Business is booming; the McGuigan brothers are selling out venues and delighting their rapidly expanding fan base.

But as you would expect, the road from family-room performer to national touring artist wasn’t always smooth.

When McGuigan was 10 years old, he enrolled in acting classes at the historic Springer Opera House in Columbus, Georgia.  The beloved Springer is a 146-year-old landmark and has been named the official theatre of the state of Georgia.

Shortly after starting the acting class, McGuigan was forced to leave when it was discovered that his mom’s check had bounced. Money was tight for a young Air Force family, and acting classes turned out to be a little too expensive at that time.

McGuigan was heartbroken and probably embarrassed too.  As you can imagine that memory and the related feelings stuck with him even as he grew up, moved to a different city and started his career.

Twenty-eight years later, as professional musician, McGuigan got a gig at the Springer. He performed his interactive Beatles show. The sold-out crowd paid $38 a ticket to get in. Like all of McGuigan’s shows, it was a big hit with the audience.

What must it have felt like performing on that grand old stage where he was once kicked out of an acting class? McGuigan confessed to being somewhat nervous before the show, but more important than the nerves was the feeling of accomplishment, the feeling of overcoming.

Redemption makes for a compelling story. So does perseverance.  It’s also a great story when a young person grows up, returns home and vanquishes the ghosts of his youth.  More importantly, McGuigan’s story is a reminder to persevere, to stay positive in the face of disappointment.

As grown professionals, our problems tend to be weightier than the frustration a 10-year-old feels when his family can’t afford acting classes. Nevertheless, you never know what future glory can happen to you in the exact venue where you once experienced defeat.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

“Our corporate partnership team had great takeaways regarding how to network smarter while also understanding the importance of our personal brand to current and prospective partners. Jeff does a great job weaving in real-world examples and how you can apply his teachings to growing your business and building long-term partnerships.” – Jason Booker, Senior Director of Corporate Sponsorships, The Kansas City Royals Major League Baseball Team

+1-402-917-5730

info@jeffbeals.com