Follow Up Email - The Guide to Writing Effective Follow Up Emails in 2020

So you’ve been working on sales prospecting and have found a customer who you think is just one step away from converting. Or maybe you are this close to wrapping a deal. Maybe you simply want some more information from a potential buyer. In all three of these cases — and many other instances — your next step is to follow up on the potential customer/deal/buyer.

You can, of course, call them. But the most commonly used means of business communication in the modern world is the email. This means that chances are, you’re going to be sending a follow-up email.

One that starts with “Just checking in on…” or “Wanted to know if…” or something similar. Nothing wrong with that, but they are overused and ineffective. Seeing as how you probably want your follow up emails to bring you actual results, that’s not good. In this guide, we’ll take a look at writing a follow up email that actually catches your recipients’ eyes and accomplishes your overall goal.

The 4 Key Steps To Writing An Effective Follow Up Email

There are four important steps to writing an effective follow up email.

  1. Craft Subject Line
  2. Establish Objective
  3. Provide Context
  4. Express Purpose

Now, let’s go through each step.

Establish Objective

You’ve interacted with your prospect. Maybe you’ve met them for lunch or talked to them over the phone or just exchanged emails. Now, you’re sending a follow up email to talk about…

To talk about what, exactly?

See, in business, almost every action you take must have a meaning. A purpose. If you’re running around like a headless chicken, your business probably won’t last too long. As such, when you are sending out a follow up email, it is imperative that you have an established objective. What are you trying to achieve?

Knowing what you want to achieve is the foundation to being able to incorporate the right call-to-action. You need your recipient to get back to you. Only then can you make progress on your ultimate end goal — selling a product, converting a lead, whatever it is. You need to give cause for your recipient to get back as fast as they can.

Usually, there are four different reasons why you might be sending a follow up email.

  1. You need more information
  2. You want to set up a meeting
  3. You want to catch up
  4. You want to thank them

You need more information

Hindsight is 20/20. It can just so happen that sometimes, after you talk to someone, you forgot to ask them about a certain something or you need extra information so that you can go about helping them out.

In this case, you’re going to want to send a follow up email to ask for that bit of extra information. So when you’re writing the email, you need to clearly state the piece of information that you are looking for. Whether it is more info about their business, their needs, or just a status update on your current deal, by outlining it clearly, you’ll make things easier for both sides.

You want to set up a meeting

Sometimes you need to sit down and talk to someone, face to face. Or maybe set up a video call. There are plenty of reasons why you might want to do this. You want to pitch a product or a service, ask them for help, discuss something in-depth, or get feedback. Whatever the reason, you can’t just jump to the meeting, so you have to send a follow up email to set the meeting up.

In this case, you need to establish your objective and state what you want the meeting for, how it can help them, and most importantly when you would prefer to have the meeting.

You want to catch up

You’ve been progressing well with a potential lead, but haven’t been in touch with them in a while. No worries, it happens. If you want to pick it back up and continue guiding them down the path to becoming a customer, you need to catch up with them. Or perhaps there is some new big news that you need to discuss, like their business expanding or them releasing a new product or whatever.

Whatever the case is, your email should reflect what you want to catch up on. If they’ve expanded, perhaps you want to know if they want anything more from you. If you’ve been out of touch, maybe you just want to know how things have been progressing. Either way, you want to avoid being vague and express to your recipient that you care about them and want to learn more.

You want to thank them

This is a bit different than the other reasons why you might want to follow up in that you won’t usually expect an immediate reply. However, once you’ve achieved a certain goal or objective, sending a follow up email thanking your customers will help you improve your brand’s image.

Gratitude is something that people will always remember and if and when they have need for your products or services, they’ll want to get in touch with you. They might even refer you to their colleagues, friends, or peers. All of this is very good for you.

You’ll want to send thank you emails in a variety of scenarios. Some of them include:

When you figure out what the main objective of the follow-up email is, the rest is easy. Everything will fall into place and you will know exactly how you should structure the email and what kind of call to action you need to include in your email. As we’ve already stated, having a clear call-to-action will mean that your recipient will be more likely to respond and you’ll get what you want. It might be another meeting, more information, or maybe even a sale.

Once you know the objective of your follow up email, you can get to work on one of the most undervalued but critical parts of all emails. The subject line.

Craft Subject Line

The right subject line can boost your email’s open rate. And you want to increase your open rates. So, before you start writing your email, take the time to craft a subject line that will help outline the content of your email.

There are many ways you can boost the effectiveness of your follow up email’s subject line. Some of those include:

Research and read more to find out ways to increase your subject line’s effectiveness and use them when you are sending follow up emails.

Of course, there is nothing saying that you have to stick with the first subject line you come up with. Once you’ve figured out the rest of the content of the email — especially the main body — you can always return to the subject line and refine it further. Ultimately, all that matters is that you have an eye-catching subject line that will let your recipients know the contents of the email and make them want to open it.

Provide Context

The thing about emails is that you receive a lot of it. So, it’s not all that difficult to assume that your recipients are also probably receiving a lot of emails.

Knowing all that, it is imperative that you provide the recipient with context. Include some personal identification, or remind your recipient of the last time you were in contact. This is especially important if you are sending a follow-up email after your first meeting, but it is equally important in case you don’t have a close relationship with your recipient, or if it’s been a long while since you were last in touch.

Providing context and building your email on that foundation will make it easier for your contacts to understand who you are, the purpose of your email, and will give them more reason to follow up. The lack of context can more often than not lead to confusion and that is just not something you want.

Potential ways to open an email while providing context include:

Of course, depending on your specific reason for reaching out and history with the contact, this can vary. All that matters is you provide clear context to your follow up emails so that your recipients are clued into who you are and why you might be emailing that, which leads us perfectly into…

Express Purpose

Everything comes down to this. You know why you are sending your email, you have the subject line that indicates the content of your email, and you have provided context. Now you have to clearly express the purpose of your follow up email.

The key to this is not beating around the bush. Be straightforward and let your contact know exactly what you want with them. This will ensure that your follow up email doesn’t come off as spam, untrustworthy, vague, or otherwise confusing.

For example, you don’t want to say: “I want to talk to you about your issues.” What you do want to say is: “I’d like to arrange for a meeting to discuss the issues you have been facing with your accounting software and how we can help.” Being this specific will make sure that your contacts don’t feel like they’re wasting their time with you. More importantly, they’ll know what you want to talk about and how you might be able to help them. This, in turn, makes it more likely that you get a positive response from them.

Let’s look at a few ways you can clearly express your purpose:

The perfect subject line, a well-defined objective, the right context, a clearly expressed purpose… Once you have all of these, what you have in your hands will be a meticulously crafted follow up email. All you have to do now is send it.

Sending Your Follow Up Email

How hard is it to send a follow-up email? I mean, if you have the email typed out, all that remains is for you to press the “Send” button and then… Done. Right?

So what exactly is there to discuss about sending your follow up emails?

As with most everything else in business, there are certain factors relevant to sending your email that can ensure that you get the best results. The most important one of them all is timing.

The Best Day and Time to Send Follow Up Emails

Whether you are conducting an email marketing campaign or sending a follow-up email, empirical data provides evidence that there is a perfect time to send emails.

Data gathered by different sources show that the best day for…

Further, data from both Intercom and HubSpot are in agreement that the best time to send emails is around 10 am to 2 pm, except on Sundays when the peak time is around 9 pm.

What does all of this data mean?

Simply that by taking advantage of these peak days and peak times, you can make sure that the chances of your email being seen and opened are increased. That will mean that — as long as your email is well crafted — the chances of you receiving a positive reply are increased. You want all of that.

But there is another factor to consider. Due to the nature of a follow-up email being… well, a follow-up email, there is the important question of how long after an event do you send it?

That depends on why you are following up.

Of course, all of this is subject to change based on the unique nature of your business. But that’s about all there is to consider when you are sending follow up emails. Well done!

Send A Better Follow Up Email With OneMoreLead

When utilized correctly, follow up emails have a lot of power. They can convert a lead into a paying customer, bring in new business, improve relationships with potential customers, and close deals. Once you get over the hurdle of crafting a follow-up email that your recipients want to open and respond to, you’re more or less golden.

But to send a follow-up email, you must first have contacts you can follow up with. That’s where OneMoreLead comes in. With OneMoreLead’s database of over 40 million contacts over all kinds of industries, you can find the perfect prospects for your product or service. Create your free account today and get started.

Sales Prospecting — The Ultimate Guide for 2020

The strength and success of any business will ultimately lie in their product or service. But even if a business had the world’s greatest product or the finest service, it’s not going to do anyone any good without customers who will buy and use the product. Which means that every company is burdened with the responsibility of selling their product/service.

Okay, we might be exaggerating a bit with terms like “burden” and all.

Still, ultimately, it is up to the business to sell their product and convince people to buy it. A critical part of this sales process is sales prospecting.

In this article, we’ll take a look at what sales prospecting is, how it works, and most importantly, how to do it well. We’ll go over the skills and techniques involved and even a few tools that anyone can use to find success with their sales prospecting process.

As always, let’s start with the basics:

What Is Sales Prospecting?

In simple terms, sales prospecting is the process of finding potential customers.

There are a number of moving parts involved in your overall sales process and customer acquisition. You have your inbound marketing, networking, and customer referrals, and more. But sales prospecting is perhaps the most important one of them all, as it is the very building block of your sales process.

During the sales prospecting process, you’ll be creating new business by searching for potential customers, clients, or buyers — also known as ‘prospects’ — for the products or services that your business sells. The ultimate goal of any sales prospector is to move these prospects through the sales funnel and convert them into revenue-generating customers.

The most common form of sales prospecting is outbound selling — cold emailing and cold calling. But in recent times, there has been a rise in the popularity of inbound prospecting, where you reach out to leads who have expressed awareness of or interest in your business. More often than not, sales prospecting can and will also involve nurturing old leads that have now grown cold.

As anyone who has done sales prospecting will tell you, the core of any effective prospecting process is identifying customers who are a good fit for your business. This means finding leads and prospects who actually have a need for your product or service in order to resolve their problems or pain points. These are the prospects who will give your company valuable business over a long period of time. While we will explore the qualities of the right customers elsewhere, the way to get them involves asking the right questions to all your leads and prospects.

Seeing as how “leads” and “prospects” are terms that we will be using quite a bit throughout this article, it’s important to note the differences between the two. While they are quite similar, they are not anywhere near the same.

So, our next question is:

Lead Vs. Sales Prospect — What Is The Difference?

A sales prospect is a lead that has been qualified.

So, leads come first, go through a process, get qualified and become a sales prospect. A sales prospect will then convert into a paying customer.

If we’re to break it down a little further and take a detailed look at it, leads are potential customers who have expressed interest in your products or services. They can have done this via visiting your website, reading your blog article, or liking a social media post. Once these leads have been qualified, they become sales prospects.

You do have to remember that while leads and prospects differ by definition, it doesn’t mean your goals with the two are different. In fact, you are aiming for the same thing with both groups. What’s that? Nurture and guide them until they buy your product or service.

After all, if we aren’t selling our products, what are we even doing?

While we are speaking of the differences between leads and sales prospects, it would also be worth your time to consider the difference between lead generation activities and sales prospecting activities.

Lead Generation vs. Sales Prospecting

Lead generation is a process that is typically driven more by marketing. Most lead generation activities start from a marketing campaign that is designed to attract potential customers. It represents both inbound and outbound efforts to find and secure leads who have expressed an interest in your product or service.

Almost all sales prospecting activities start once you have secured leads. All sales prospecting activities are directed towards converting your existing leads into paying customers. These activities include outbound calling and emailing leads and are typically conducted by salespeople.

At this point, it is worth considering just who the people involved in sales prospecting activities are.

Sales Prospecting — Who Is Responsible?

While it is true that in most cases, it is the salespeople who are involved in sales prospecting, it’s not always true. Ultimately, just who exactly is responsible for sales prospecting will depend on a business’ size, stage, and budget. There are three common, possible groups of people:

  1. Founders
  2. Sales Representatives
  3. Sales Development Representatives

1. Founders

The thing about most new businesses — that is, startups — is that they usually won’t have a seperate sales team. In these cases, the owners/founders of the business will have to take care of everything. Marketing, lead generation, lead nurturing, sales prospecting… Everything.

2. Sales Representatives

In the next stage, with small/growing companies, the people in charge of sales prospecting tend to be sales reps. These individuals are expected to be the jack-of-all-trades of the sales department and know the whole process inside out. In these cases, these sales reps will handle everything from lead generation to signing the deal. While this is quite easy on a business’s budget, they will be trading off efficiency for it.

3. Sales Development Representatives

Any big, profitable business needs a specialized sales team if it wants to continue its path of success. One key component of a specialized sales team is the sales development representative or SDR. SDRs are dedicated to finding and qualifying leads. That’s all they do. Their one and only goal is to ensure that your business has a reliable stream of new potential customers to focus their selling efforts on.

No matter who is in charge of the sales prospecting activities, they all need to have three key characteristics.

  1. Product Knowledge
  2. Customer Understanding
  3. Research Skills

Let’s take a closer look at these three characteristics and why they’re important.

1. Product Knowledge

It goes without saying anyone working at any business needs to know what they’re selling — whether it’s a product or a service. But this characteristic is especially important in people who are prospecting because they need to be able to identify people who can benefit from the product they sell.

To be an excellent sales prospector, it’s not enough to just know the core features. You must be intimately aware of all of the product/service’s strengths and weaknesses. This includes all potential uses, hidden features and upcoming features. This knowledge will enable you to truly sell their product to a qualified lead and convert them into a paying customer.

2. Customer Understanding

Just as it is important that a sales prospector needs to know what they’re selling, they also need to know who they are selling to. Knowing a potential customer’s needs and wants, pain points and problems means that you will be able to adapt your tactics to showcase how your product can help with the prospect’s problems or fulfill their needs.

Further, knowing what kind of customers need your product will also allow you to find new customers with ease. You will be able to pick out important details like which positions within a customer’s company are most likely to want your product, which industries have a growing need for your solution, and more.

3. Research Skills

In addition to helping out with identifying common factors between your customers, research skills will also have other uses for sales prospectors. A lot of the sales prospecting process involves research. You need to dig through websites, lead generation software, social media platforms, and a wide variety of other sources for customer data and information.

If you don’t know where to find the right information to get you started, you’ve already failed. A skilled sales prospector should be able to find customer data — buying history, business size, location, and industry — and use it to identify new potential leads to act on.

Now that we’ve looked at some of the basics, it’s time we dived into actual methods involved in sales prospecting.

Sales Prospecting — Popular Sales Prospecting Strategies

Outbound Prospecting

As we’ve already mentioned, outbound prospecting is the more traditional form of sales prospecting. This process involves creating a list of businesses and personnel in those businesses that you think will have some use for the product/service you’re selling, and calling those prospects to introduce them to your business and the product/service you’re selling.

Cold Calling

Cold calling is a classic sales activity that involves making unsolicited contact with potential leads. You literally just pick up the phone and call someone who you’ve never contacted before. All in an effort to sell your product or your service.

Cold Emailing

Similar to cold calling, cold emailing is sending unsolicited emails to potential leads. An effective sales email has the ability to capture the recipient’s attention in the subject line and opening sentence. If done right, you can use cold emailing to easily highlight the value your prospect can gain from the product/service you offer.

Social Media Prospecting

This is a relatively recent addition to sales prospecting strategies. With social media gaining prominence, more and more companies are realizing its potential use as more than a marketing tool. With the right social media platform — depending on your client base, of course — you can reach out to and communicate with potential prospects using social media.

Inbound Prospecting

Inbound prospecting takes an approach where you reach out to people who engage with your company. Anyone who visits your website, likes your Facebook post, shares your YouTube video, downloads your ebook — basically, anyone who interacts with your company in any way is fair game.

Warm Calling

Much like cold calling is a thing, so is warm calling. What’s the difference between the two? Here, the call is not so unsolicited as it is when you are cold calling. Otherwise, your goal and the process is much the same.

Warm Emailing

When a lead has already interacted with your business and expressed an interest, you can use warm emailing. In most cases, this interest will be in the form of them signing up to be on your mailing list or giving you their email address in return for something like an ebook. With warm emailing, you take the data they’ve given you and use it to send them a carefully crafted email.

Social Selling

This involves using social media and directly interacting with prospects. With 76% of buyers ready to talk to someone who can provide them what they want, social selling has quite a high success rate. Much like warm emails, you can introduce yourself, learn about the specific needs of the prospect and then help them in their journey to becoming a paying customer. Whether you use Facebook or Twitter or LinkedIn doesn’t matter. What does is that you pay attention to the customer and their needs.

Prospect Nurturing

Whether you use the outbound approach or the inbound approach, ultimately, you still need to nurture your prospects. Most prospects will require multiple interactions, several follow-ups, and many emails before they convert into a purchasing customer. So no matter who is doing the prospecting or what method they use, they should also take care to keep up communication and tend to their prospects. This process can involve email campaigns, phone calls, targeted offers and more.

Prospect nurturing is especially important when you are selling a product or service that is complex, has a relatively high price tag, or a long sales cycle.

Sales Prospecting — Is There A Recommended Approach?

There is nothing wrong with either of the sales prospecting approaches. Ultimately, it would be up to an individual business and it’s needs. But if you ask us, we take the stance that inbound prospecting should be prioritized. You should still continue outbound prospecting — cold calling, cold emailing and all that — but the main focus should be on inbound prospecting.

Think about it.

Whatever we’re buying, more often than not, we’ve already heard of it. Word-of-mouth from friends, colleagues, or peers. Social media is also a thing. We look at customer reviews, articles on the news and elsewhere, and industry reports and recommendations. All of this before we ever do anything to buy a product.

All of this means that before a salesperson ever has a chance to even consider prospecting, they are already part way through the sales process. We’re making the jobs easier for them. In this age of widespread awareness, cold calling is almost redundant. In fact, a study from Baylor University shows that experienced salespeople can expect to spend 7.5 hours of cold calling to get just one qualified appointment.

Outbound prospecting has a place in today’s world, sure. If your product is niche or you want to expand your reach, you’re going to have to do some cold calling and cold emailing. But otherwise, it’s time that businesses turned their focus more to inbound prospecting.

Sales Prospecting — 8 Tips That Can Help You Succeed

You might be great at sales prospecting or you might be a newbie. Or maybe you are an industry veteran just refreshing your memory. Whatever it is, it doesn’t hurt to learn some possible tips that can help your sales prospecting process become easier and more successful.

1. Research Your Prospects

Remember how we said research skills are important?

This is where you put those skills into work. Do proper research on any and all of your prospects. Take them one by one. Look at their histories, who they have partnered with, what business decisions they make, what kind of investments, who is funding them — any and every bit of information you can find.

Every little piece of data can be useful later on. Every little piece of information helps make your approach more personalized to the buyer.

In a Harvard Business Review article entitled The End of Solution Sales, the authors float the idea that selling is not necessarily always about how useful your product/service can be to the prospect. Instead, the article argues, that a business’ sales performance is dependent on how it can find the right people and guide them to buying. The article also states that any sales professional should be able to identify points where a potential customer can be guided toward a sale. This is only possible if you’ve done the research and know your targets well.

2. Have A Targeted Approach

You can always cast a wide net and hope for the best, but it won’t always work. You should make sure that you have created an ideal customer profile. If you’ve just started out, you’re going to have to build a profile more or less out of nothing. Or rather, based on who you want your customers to be like.

But if you’ve been in business for a while, this profile should be an amalgamation of your top ten customers or so. Look at their common traits like size of the company, location, who the decision makers are, how much they spend, type of product purchased, and compiled them into a profile.

When you get a potential lead, compare them to this ideal profile. This way, you can prioritize companies that are more likely to buy from you. The more targeted you can be when you are prospecting, the more chances you have of converting prospects into paying customers.

3. Send Well-Crafted Emails

Sending emails is of course a large part of sales prospecting — inbound or outbound. The thing, however, is that you need to send well-crafted emails that are guaranteed to get replies.

There are of course outlines and templates you can use, depending on the situation, but this is something you’ll need to get the hand of by actual practice. Send a few emails based on outlines or templates, see the response, adjust, and so on.

You aren’t going to get positive results 100% of the time, but the better your email is, the more successful you’ll find yourself being in your sales prospecting activities.

4. Use Customer Referrals

This is a given, especially when you are starting out. If you are clever about using customer referrals, you can decrease your customer acquisition cost and at the same time, find more qualified leads without expending much effort on your part.

Whatever your method of sales prospecting is — email, phone, social media, or perhaps in-person — make a habit of asking for referrals after you make a successful sale. This is the best time for it. Why? The customer has just made a new purchase that they’re happy about and they’re all the more likely to respond more positively to your referral request.

5. Connect With Your Prospects

This is perhaps one of the most important tips for sales prospecting. We know you’re running a business and are trying to make money, but never forget that whoever you are prospecting with is also a person. And as such, they will respond better to being treated like a person.

What do we mean?

If you’ve done your research, you should know the ins and outs of the business. If you’ve done good research, you might even know things about the person you’re dealing with. Use this information to connect with them on a personal level. Business talk is great and all, but actual conversation has a ton of great value. We don’t mean to waste your prospect’s time on talking about the weather and current global politics (of course, this depends on the individual prospect and what they respond well to) but rather, don’t make the whole conversation be about the business.

Show your prospects that you understand their needs, pain points, and goals. Empathize with them. If you can get a personal ‘in’ with a prospect on your first interaction, they’re more likely to respond better to you. They’ll listen to your pitch, see how your product/service can help them, and actually make the purchase.

Also, you might end up making a good friend or a peer. Who knows?

6. Call At The Right Time

You are going to be calling a lot. That’s for certain. But that doesn’t mean you call any company at any time, willy nilly. Your research should have given you opening hours for each business you’re going to be contacting.

Reach out to them during those hours.

If a potential prospect is in a different country — which can be the case if you’re selling software or a service on an international level — remember the time zone differences. You might be otherwise busy during those times, but that’s going to have to be put aside if you want to succeed in your business efforts.

A 2017 CallHippo study has the best data on this subject. Best day of the week to call? Wednesday, when everyone is settled into their work week. Best time to call a prospect? Between 4:00 p.m. and 5:00 p.m.. The second best time? Between 11:00 a.m and 12:00 p.m..

7. Follow Up

Following up is one of the two super-secret secrets to succeeding in sales prospecting. According to a Velocify study, the optimal number of call attempts is six and 95% of all converted leads are reached by the sixth call attempt. 80% of all sales require five follow-ups, at the very least, to close but 44% of sales reps give up after just one rejection.

What does this mean? If you’re not following up with your prospects at least five times (or more) after your initial contact, you’re literally impeding your own success. Check your list of contacts, see how many times you’ve contacted each of them, and if you haven’t followed up enough… do it.

8. Make It A Habit

If follow-up is one half of the super-secret secret of sales prospecting success, what is the other half? Making it a daily habit.

You need to realize that the job of a sales prospector is never done. You need to work every day on your prospecting activities. You need to keep your pipeline full of valid leads, ready to be qualified. That means that you need to be actively cold calling, cold emailing, social selling, and doing every other sales prospecting activity there is. Every day.

It doesn’t matter if you have a hundred leads and you don’t need anymore. 99 of those leads could turn out to be useless. (Probably not, but who knows?) So make daily prospecting a habit and keep at it.

Succeed At Sales Prospecting With OneMoreLead

Sales prospecting is key to your business and your success at it depends entirely on the quality of leads you have. One of the best tools to get leads — verified ones at that — is to use OneMoreLead. With a database of over 40+ million 100% verified B2B prospects to search from and contact, you are bound to find the perfect match for your product or service, no matter your industry.

We take the policy that sales prospecting should not be a difficult and complex process. With OneMoreLead, you can make it an easy, straightforward experience and cut down the time you have to invest in sales prospecting. Use the tips above and combine with OneMoreLead and you will find yourself right on the path to success.

Email Checker — What It Is And Why You Should Use It

If you’ve been conducting an email marketing campaign, you should already know that an email checker is one of the most valuable tools you can have at your side. Whether you’re an industry veteran or a fresh-faced newbie, an email checker will help you make sure that your email marketing campaign finds success.

In this post, we are going to take a look at what exactly an email checker is and why it is critical that you use one.

First, the big question:

Email Checker — What Is It? Is it Free?

An email checker pretty much refers to any and all tools that can be used to verify and validate an email address. Free Email Checker, for example, is a pretty straightforward version that allows you to enter an email address, hit ‘check’, and find out if the email address is real or not.

In essence, an email checker — like the one at — is just a simplified email validation tool.

How Does Email Validation Work?

Simple email checkers usually work by extracting the MX records from the email address and connecting to a mail server (over SMTP and also simulates sending a message) to make sure the mailbox really exists for that particular user/address. Of course, using a free tool, you can’t expect 100% accuracy as some mail servers may not cooperate with the email checker. In such cases, the result of the email checker might not be as accurate as you expect them to be.

If you are breaking it down further, you’ll find that there are three steps involved in all email checkers:

1. Syntax/Format Checking

This part ensures that the email meets certain basic criteria. For example, all emails should contain the ‘@’ sign. If any email doesn’t contain it, email checkers will count them as invalid.

2. Domain Checking

The domain name is the part that comes after the ‘@’ sign. In this step, email checkers see if the email address has a valid domain name and if the domain name is configured to accept the email.

3. Mailbox Checking

In the final step, email checkers check the part before the ‘@’ sign to see if they are a valid mailbox? Because even if the ‘@’ sign exists and the domain exists, there could be no valid mailbox present.

Let’s check with an example:

[email protected]

Feel free to check the email address using a free email checker and you’ll find that it’s not valid. Why?

  1. The ‘@’ sign is present,
  2. The domain name — — is valid,
  3. ...However, “razzmatazz1191” is not a valid email address.

Email Checker — Why You Should Use It

Anyone who has done any amount of email marketing campaigns can attest that the biggest issue they have faced is probably email bounce backs. These are instances where an email you send cannot be delivered to your intended recipient. The message simply bounces back to you.

email checker prevents bounce back messages

In fact, according to the latest statistics, 8.85% of the total emails sent got bounced. Seeing as how the benchmark for what an acceptable bounce rate is 2%, 8.85% is not a good number at all.

Email bounce backs occur when you are sending emails to mailboxes that don’t exist or are non-responsive for one reason or another. You may think “So what?” — After all, it doesn’t matter if some people don’t get back to you, right? The problem, however, is that email bounce backs will affect your campaign on a deeper level. A level that might make it harder for your campaign to recover and succeed.

What Exactly Will Happen If Your Bounce Rate Is Too High?

Good question. A high rate of email bounce backs will have a negative impact on your IP reputation, sender reputation, and deliverability. All these factors are based on data like how many emails you send, how many of them are actually delivered, how many are caught by the spam filter, how your recipients feel about your email, and more. Every bounce back or bad email that you send will result in your business getting a negative score.

Your sender reputation score is somewhat similar to your credit score. It will take a hit every time you send out an unwanted email or an email that bounces back. As you already know, it’s hard work building a positive credit score and incredibly easy to ruin it all. It’s much the same with your sender reputation score.

What’s worse is that if your bounces repeat, if your IP reputation or sender reputation gets too low… you could very well have your email account be suspended by your Email Service Provider (ESP). Every ESP has an allowance for spam, unnecessary emails and bounce backs. If you exceed the limit, you’re in big trouble.

All of this means that it is imperative that you make sure that you are sending your email marketing materials to the right, valid, existing addresses. An email checker can help you ensure your success in this regard.

In-Depth Email Verification And Validation

Sure, a simple email checker will be more than enough to help you out if you are running a relatively small campaign. However, when you start dealing with hundreds and thousands of emails in one campaign — as you most probably will — you’ll face some problems. Usually, most free email checkers you’ll find on the net simply are not equipped to deal with large scale email marketing campaigns.

This is where you need a fully dedicated email verification and validation platform.

An email validation service will do everything that an email checker does and more. It’ll make sure that there are no typographical errors, perform a formatting and syntax check, and do domain verification and mailbox verification. But it will go an extra step and check for spam traps and honey pots, which are put in place by government authorities and internet service providers to catch companies which are spamming or using old or outdated lists.

VerifyBee — Cutting Edge Email Verification Platform

If you intend to carry out a large scale email marketing campaign, you already know that you can’t rely on free email checkers. You need a reliable, modern email verification platform that will go above and beyond for you. That’s what you will get when you sign up for VerifyBee.

VerifyBee is the one tool you need to ensure that you need to make sure that every single email on your list is valid. Integrating with most major email marketing platforms to ensure that your workflow is never interrupted, VerifyBee provides a constantly evolving service at affordable prices.

Sign up now, take advantage of 100 Monthly Credits for free and improve your email marketing campaign today with VerifyBee.

B2B Sales: A Guide to Master B2B Sales in 2020

Whether a long time expert or a fresh-faced newbie, we all need to refresh our knowledge at times. In this article, we’ll go back to basics and look into what B2B Sales are and answer any questions you may have.

The Meaning of B2B Sales

In the simplest of terms, 'B2B sales' is short for business-to-business sales. It’s a process where one business makes a commercial transaction with another. This can occur in several circumstances. For instance:

  1. A business sourcing materials for their production process for output, for example, a food manufacturer purchasing salt.
  2. A business hiring the services of another for operational reasons. Say, a car showroom hiring an accountancy firm to audit their finances.
  3. A business re-selling goods and services produced by others, like a supermarket purchasing goods and reselling them.

B2B Sales is distinct and different from B2C sales — business-to-consumer sales — which are instances where businesses conduct transactions with individuals.

Comparing B2B Sales and B2C Sales

Market research company Forrester’s findings show the estimated total size of the US B2B sales market was around $9 trillion in 2018 with B2B eCommerce accounting for $1.1 trillion. They’ve also predicted that US B2B eCommerce will hit a whopping $1.8 Trillion by 2023. Similar statistics for US B2C sales show that US B2C eCommerce sales only added up to $512 billion in 2018—less than half the value of the B2B market.

There are, of course, similarities between the two, such as:

  1. Both B2B and B2C sales need unique sales processes with a well-defined strategy, regardless of their length.
  2. B2B and B2C sales both require strong and well-integrated marketing, without which both sides will see a loss of sales.
  3. Whether it’s B2B or B2C, customer service is vital and the customer should have the ability to reach the service team and are attended at the top level.

But for our purposes, we also need to look at why the B2B market is so large when compared to the B2C market and how the sales process differs between the two?

B2B vs. B2C: How the B2B Sales Process Differs from B2C

The B2B Sales Process

Loosely defined, the sales process is a series of steps — a journey, if you will — that a buyer goes through before they commit to making a purchase. In B2B or B2C sales, the salesperson’s job is to guide as many buyers as they can to the end of the sales process and complete a sale.

So, what does a B2B sales process look like?

b2b sales funnel
The typical sales funnel.

We can simplify the B2B sales process to look like the simple funnel above, which is pretty much exactly the same as a B2C sales funnel, except that the finer details of the steps are different.

All sales funnels describe the journey from awareness when a potential buyer is first made aware of a product or service, all the way to purchase when the transaction is completed. It’s the marketing team’s job to make prospects aware of the product/service and make sure that their interest is piqued. The sales team will take over from there and guide the buyers through the funnel and complete the purchase.

But while the sales funnel illustrates the buying process as a linear journey, it must be understood that it is a simplified model that does not always accurately portray real-life scenarios. Buyers can and will enter and leave the funnel at different stages; sometimes they make complete purchases directly after they become aware of it without ever speaking to a sales rep. What must be understood is that they can move between stages at will.

However, the funnel still remains an excellent method to visualize the steps a buyer takes to purchase, even though it is not as inflexible as it used to be several decades ago. Which leads to our next question:

How has the B2B Sales Process changed?

The biggest change in the B2B sales process over the last decades is easily the fact that buyers are taking more control of the sales process than they ever did before. In fact, the millennial generation and Generation Z that follow them are very involved and carry out a lot of initial research before committing to a purchase.

These digital natives have become integrated into the decision-making process at their companies and the data from Forrester shows that about 68% of B2B buyers prefer to do their research independently online, using social media and review sites as their primary source of information, which can reduce the effectiveness of old-school marketing and sales tactics.

After they conduct their own research, the buyers will identify the companies they wish to reach out to, visit these companies’ websites and move along the sales funnel at their pace. Which leads to the biggest question that needs to be asked, how can B2B sales reps still have an actual impact in the modern version of the buyer’s journey?

B2B Sales Strategies and Tactics for a Modern Era

Cold calling isn’t quite dead. However, it might be getting there soon because it is not anywhere near as effective as it used to be. As buyers have become savvier, businesses have to adapt their strategies for both B2B and B2C sales. New and more subtle ways to connect with potential buyers include methods such as:

Strategic Selling

Introduced by the Miller Heiman Group, strategic selling is a tactic that focuses on helping businesses win complex deals with an insights-driven, scalable approach. The core of this approach lies in being able to identify different points of contact at the buyer’s company and estimating their influence on the sales process. Then the salesperson can adjust how they approach each point of contact and communicate with them to ensure that the final sale goes through smoothly.

Solution Selling

Solution selling focuses more on the needs of the prospect more than it does on the actual product or service being sold. In this strategy, the salesperson needs to identify and diagnose the needs of the potential buyer, their challenges, and goals and recommend products or services that can help them overcome these challenges and meet their goals.

Account-based Selling

Global research and advisory firm Gartner predicted that account-based selling would be adopted by 75% of B2B businesses by 2019. This strategy is focused on treating every single account as a market of one. Salespeople select target accounts, investigate and identify their needs, craft an approach that promotes personalized values of the product or service being sold and reaching out.

Social Selling

As previously stated, Forrester’s statistics show that 68% of B2B customers research on search engines and social media before making a purchase. Social selling focuses on social media to identify and engage with prospects. The goal of social selling is to build a relationship with prospect companies as the first step of selling and understanding their needs. In today’s market, this approach involves using social media platforms like LinkedIn, Twitter, Facebook, and others to share relevant content in order to engage potential buyers or nurture existing ones.

B2B Sales Tools

As many tactics as there might be, B2B salespeople, don’t need to go about doing all of their jobs on their own. With more and more buyers conducting research independently, sales reps need to be more competent at identifying these buyers and selling to them. While this might sound like an impossible task, it doesn’t have to be.

There are many tools and services that exist that can help B2B sales teams deal with the modern market by generating sales leads from anonymous website visitors. These tools work by utilizing website visitor identification software to let sales reps see the visitors who browse their website, identify key decision-makers and proactively make contact.

OneMoreLead is one such service.


It is a fact that the people who visit a website are more likely to make a purchase than someone who has never heard of the company, which means that every single visitor should be important to the sales team. With OneMoreLead’s help, businesses can ensure that they don’t let ready-to-buy leads escape.

OneMoreLead can give sales teams valid, useful data that can allow companies to reach out to the right contacts and beat their competitors to the sale. In fact, with OneMoreLead, sales teams can expect up to 147% faster conversion to sales. With more than 40+ million 100% verified B2B prospects to search from, any sales team is bound to find the perfect match for their product or service.

In Conclusion…

B2B sales is something that has evolved a lot and is still undergoing a lot of change. Technology is the biggest disrupter and it has given a lot of power to the consumers — which is not a bad thing by any measure, but it does mean that sales teams and sales reps also need to stay on their feet and up-to-date with modern methods. Fortunately, that is not hard, what with specialized tools and technology available for use by sales teams. Using these tools, such as OneMoreLead, sales teams can take initiative while still providing a valuable experience to their prospective buyers and see their efforts succeed.