November 27th, 2018 | by

Basho emails aren’t just alive and well – they’re thriving. They’re a critical part of personalized prospecting and account-based strategy.

But to crush cold email outreach, you have to do it right.

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email.

And we’ve got examples.

What is a BASHO email?

A “BASHO email” is a fancy-pants name for a very personalized B2B email, usually addressed to a decision maker at a high-value account.

“Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. Before writing your sales email, identify 2-3 key findings that you can mention and tie your value prop to.” – TOPO

 

Basho emails are really only appropriate for high-value accounts, because personalization is no joke. It takes time: time to research a prospect’s priorities and pain points, their background, and hopefully time to find an opportunity to create a personal connection.

Effective cold email outreach means find something your prospect values – and something you have in common.

So forget your product features and brush off the benefits, because you’re going to connect with your prospect on a (virtually) human level.

If a 60% response rate and 80% rate of engagement sound good, read on for a process-oriented approach you can use to get similar results.

It’s time to get personal.

When is cold email appropriate?

Which situations are appropriate for this type of prospecting?

1. When you’re using an account-based strategy

Hyper-personalized cold emails are a main tenant of account-based sales approach (related to Account-Based Marketing, or ABM.)

When you’re leaving voicemails, sending carefully timed emails, maybe even putting something in the mail to entice enterprise or high-value accounts, you’ll want to show that you have done your homework and understand your prospect.

2. When you can’t get your target on the phone

You want to call a prospect whom you know is a great fit, but you just can’t get them on the phone (ahem *the CMO* ahem). Even our customers – armed with direct-dial phone numbers – can struggle connecting.

What if your prospect doesn’t answer the phone?

3. When your prospect is a decision maker

It’s hard to get decision makers, department heads, and people of influence – the people you really want to reach – on the phone.

If you don’t have their direct-dial phone number, you could plan to spend a lot of time negotiating with admins and other gatekeepers, or pressing buttons to navigate the phone tree.

Or you could send them a clever BASHO email.

4. Your prospect doesn’t respond to social touches

If your prospect has a social presence that allows you to do sufficient research, but they haven’t responded to your social touches (reaching out on LinkedIn, or a Twitter @mention, for example), your prospect might be ripe for a cold email.

How to write a BASHO cold email (with tons of examples)

Like many B2B companies, DiscoverOrg has such a wide addressable market. It’s important to really understand the specific pain points of each company type, asking questions that uncover those pain points, and provide a relevant solution.

Specific and relevant are the operative words here.

Stick to the “Five by Five” method

The BASHO approach to account-based sales development takes valuable time researching specific target prospects – it can be a time-suck.

sales researchSDRs can easily fall into the trap of spending all their time researching a great prospect and too little time actually selling. (Because – let’s face it – Googling someone is more fun and less risk than actually reaching out!)

A best practice is called the “five-by-five” rule: Josh, our sales rep, spends five minutes researching, and five minutes crafting a message.

This is also referred to as the “3-by-3” and done in a shorter period of time.

You’ll quickly recognize when research is going to take longer than 5 minutes. In that case, walk away.

If you don’t see anything jump out on their LinkedIn within 20 – 30 seconds, or after a quick Google search, move on.

In this case, listening to a podcast was all it took:


how to write cold basho emails


Brevity and relevance closed the deal here.

Josh spoke to a specific issue (Kara’s need for organizational hierarchy) and a specific solution (the DiscoverOrg Salesforce app).

He didn’t try to fix everything or make sweeping promises.

The podcast reference was specific enough to demonstrate that he really did know who Kara was, and understood her position.

She was so impressed with the way he spoke directly to her individual situation, that she did the unexpected: She responded!


basho emails get replies


Sounds good to us!

Here are eight highly effective methods – packed with examples that worked – of cold BASHO emails:

  1. Understand your prospect’s pain points
  2. Use a personal hook
  3. Refer to events and common interests for context
  4. Use a time-based approach
  5. Leverage previous users or customers
  6. Quote a prospect in their own words
  7. Take a good-will approach
  8. Prioritize value over cadence for BASHO emails

Understand your prospect’s pain points

Take the example of selling into IT Staffing and Recruiting companies: Sometimes the open positions are filled within the IT department, and sometimes they are ran through the HR department. This can be cumbersome for anyone in the business development role, and the ability to go after both sides of the house is one of DiscoverOrg’s competitive advantages.

That’s the value proposition Josh needed to convey in his email.

But he also needed a hook.

In the case of this example, he noticed on LinkedIn and Twitter that his prospect went to Texas … and our SDR just happened to have attended the Texas vs. Duke game in Portland the a few days before.

That connection was just the “Trigger” he needed to provide a great reason to reach out!


deep prospect research makes basho emails effective


understand your prospect's pain points


It worked! They completed the meeting, Josh opened the opportunity, and we’re in the final stages of a relatively large deal.

Opportunity data helps inform the timing for sales outreach.

2. Use a personal hook

To keep it personal and relevant, our Sales Development Rep looks on social media for interests, like sports or traveling, to find a flash-point that the prospect will recognize, causing them to open the email.

This also serves as a point of connection – sometimes even the start of a relationship.

In this next example, Diego, an SDR, was a previous user of DiscoverOrg. Josh reached out to him on the phone several times to try and win him back, but was curtly rebuffed over and over again.

He couldn’t understand why the prospect didn’t see the value in our product!

A look at Diego’s Twitter feed showed that he followed only a handful of people – all Golden State Warriors players. Our rep reached out one last time, thinking of the last email exchange he’d had with Diego, where he said their current data provider was “good enough.”

The email subject line was: “Steph Curry was a free agent,” and the MBA analogy cinched the deal:


cold email basho email is effective


Signing off with WYSIM, “With Your Success In Mind,” a bit of wry humor, our sales rep bet that the sports-loving prospect might appreciate it.

It also showed that he was was paying attention and done his homework on the prospect.

Diego recognized that, and replied:


how to write effective cold emails


Diego was so impressed, he went on to use Josh’s email in training sessions (and offered him a job)! Our rep was able to schedule a demo that resulted in an ongoing opportunity, and we’re working to replace Diego’s current data provider.

3. Refer to events and common interests for context

In the next example, Rich was a contact at one of Josh’s top accounts, and he noticed that Rich had recently tweeted about wanting the Falcons (his favorite NFL team) to trade Matt Ryan, after a few poor performances in the middle part of the season.

A quick look at his Linkedin profile showed that Rich played a large part in a recent merger and acquisition – a company event that often marks a purchase opportunity.

As it happened, DiscoverOrg also went through an acquisition over the summer – a great mutual connection opportunity.

Go time.


Use personalization for cold email outreach in b2b sales

Rich’s reply came that same day.


well done great work on the basho email


In this case, we did not win the deal. Rich was the Senior VP of Business Development for channel partners – not the new business team.

However, this exchange opened other doors within the company as he shared Josh’s email with several other colleagues, and created the awareness needed to made DiscoverOrg a household name.

That’s OK – you can’t win them all. But everything creates awareness, which helps the next deal.

4. Use a time-based trigger

Business development reps use company “trigger” events, such as personnel moves or funding events, as an opportunity to reach out to previous users.

Referencing a specific, relevant event – along with a personal touch – is key. Bonus points if you can relate to the event yourself, creating an even more personal connection right out of the gate.

Here’s what our SDR did:

  1. Subscribed to a Scoops Alert in DiscoverOrg for director-level job changes in his target industry, to track companies where previous users ended up. One decision-maker at his target account, Matt, had recently changed jobs.
  2. Cross-checked Salesforce to see that Matt was involved with the purchasing decisions at his previous companies.
  3. He also checked the prospect’s Twitter feed and saw that he loved fly fishing.

 

That’s all he needed to know to reach out.


how to write a good cold email


how to write effective cold emails b2b sales


5. Leverage previous users or customers

Josh keeps it going:


how to write basho emails


Sometimes half the battle is keeping the conversation going:


how to b2b cold email outreach examples


… and going. Heather’s reply was not quite what our rep was hoping to hear … but any reply is promising:


any reply is promising


Heather didn’t reply, so the next day, he tried again.


cold email outreach b2b sales


Still no response from Heather. That’s OK. Sometimes you have to be persistent.


cold email examples


After 3 attempts to engage Heather, our sales rep turned his attention back to Matt.

Our SDR had recently read a quote from the company’s CEO about expanding their global footprint, so he knew mentioning it would get the prospect’s attention.


cold email outreach


At last!

Matt CC’d our SDR Josh on a one-word email forwarded to his colleague, Natasha … and that was all our SDR needed:


basho email examples


He did a few minutes’ research and learned that Natasha had worked with DiscoverOrg at her last job and was familiar with our value prop. Even better, she knew one of our Customer Success Managers.


more basho email examples


From here, we were able to get in front of the right people again and opened a legitimate opportunity.

6. Quote a prospect’s own words

We’ll just go ahead and say it: A little flattery never hurts.

In this next example, Josh was researching a target account and came across a video of the prospect accepting a new position at the company.

Our rep took a chance and quoted the prospect back to himself.

He also name-dropped a couple of the prospect’s competitors, thinking he might be interested to know that they were also using our product:


how to write a cold prospecting email for sales


Josh’s email caught Kyle’s attention with the reference to his speech, demonstrating that he was paying attention – and they had something in common.

Kyle couldn’t help but respond:



Once again, our rep was able to schedule a demo with Kyle, and we have an opportunity to make a great deal – all from a cold BASHO email!

7. Take a good-will approach

In this example, our SDR’s five minutes of research revealed that Josiah, the prospect, was an enthusiastic fan of Northwestern University.

Our rep used that to hook Josiah, and then closed by including screenshots of a feature of our product that would impact the prospect directly. Again, this showed that he understood the prospect’s industry – and therefore his needs.

Good BASHO emails are personalized and relevant. Great baso emails are also generous:


cold sales email outreach


Our SDR was trying to show his prospect that he wasn’t just a number for a quota.

He went to some trouble (in less than five minutes, of course) to research both the prospect – and the prospect’s prospects, to prove it.

Although Josiah wasn’t the right decision maker in this case, he was persuaded enough to refer our rep directly to the person who was.



As the marketing manager for a huge company, that connection has the potential to influence a large deal!

8. Prioritize value over cadence for BASHO emails

In this next example, our SDR is targeting Megan – a marketer.

That means he need to show that he understands challenges specific to marketing, and use appropriate language – and that means Account-Based Marketing, or ABM.

Our rep knew that marketing judges success based on responses and engagement. So he offered a targeted, marketing-specific value prop, along with hyper-personalized presentation.

First, he referenced the locally famous “PDX carpet” background she used in her LinkedIn profile:



No response.

So he tried the next day, this time making the email even more personal.

Our SDR wasn’t spamming Megan, because his email delivered value. (Here’s the difference between cold email and spam.) He emailed her three times in three business days, all without a response – and it was still not invasive, because he was personal and diligent.

From her LinkedIn profile, Josh noticed that Megan liked micro brews; he also referenced the weather, to further create a personal connection:



Finally, after three attempts, he got a response!



As it turned out, he knew someone else who worked in the business development team at Megan’s company, and they forwarded our rep an email that Megan had sent to his team:



Josh has had people tell him “no” – but no one has ever told him that he was bugging them, as long as he took the time to do a little research.

It is hard to stand from the crowd with an email.

But if you can find some common ground with your prospect and show that you really understand their pain points, people do respond.

Great BASHO emails really aren’t that hard to write. Being professional means being helpful, empathetic, and doing your homework.

Turns out, people really like that!

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