Find out Who You’re Waiting for a Reply From

If you do sales or outreach, you probably send a lot of email.  You know it can take a few emails to get your contact to take action.  Even if you are tagging contacts for follow up regularly, you may forget some.

With the “Waiting for Reply” section in your dashboard, you can instantly see every email conversation you’ve started in the past 30 days that has not been tagged for follow up and where your contact hasn’t replied.

This provides you with a quick way to find anyone that could require a follow up from you because they haven’t replied to your call to action.

Like our other dashboards built with the idea of helping you engage and touch base with your acquaintances more easily, this dashboard offers you the ability to set a follow up cadence on your contact right from the dashboard.  You can also click on the subject to directly open up that email thread in your GMail or Google Apps email account in order to follow up right away with him/her.

In the Weekly Suggestions email you receive, there is a section that includes these contacts but only for the past week.  This dashboard gives you the ability to see everyone for the past month.  It can be very helpful in making sure that important conversations don’t fall off your radar.

 

Your Email Heatmap

Included with TouchingBase.io is the ability to visualize your past emails and contacts.  From your account page, go to Last Year’s Contacts where you’ll see a page similar to the following.


You’ll see a list of all your contacts over the past year where you’ve engaged with the other person (this leaves out subscribed email and spam unless you happened to respond to that Nigerian Prince).  These contacts are sorted by our system in order of most likely needing follow up to keep the relationship alive.

With the middle columns in the table you can see the name or email address of your acquaintance, the subject of the last email you corresponded with them and the last date of contact.  The subject is a link which will open your Gmail to the last email thread between you and your contact for further context.

On the right-hand side, you’ll see the heatmap for that individual.  It’s the same as the heatmap in your Weekly Suggestions Email but here you can hover your mouse over the individual bars to see the number of emails that were sent during a particular week.  The darker colour means more emails were sent between you and the lighter colour means fewer emails were sent.  Grey means there were no emails sent during that time period.

On the left hand side you have the ability to either set a follow up reminder for the person or ignore them.  If you set a follow up label, the label will be set in your Gmail account as well and you’ll see your Follow Up Draft at the top of your Inbox when that amount of time has passed between contact.

If you click Ignore, you’ll tell the system that this contact is not important to you and they will fall down to the bottom of the list.

What can you use the heatmap for?

If you’re serious about growing your network in a systematic way, it could be a good idea to take a look at the heatmap every month or so.  The heatmap is designed to easily jog your memory so you can remember why you were in touch with them.  It’s amazing how many people we are in touch with over the course of a year but most people fall off our radar.  This is natural but there may be cases where you don’t want that to occur naturally.  This is where your follow up system like TouchingBase.io can help you out to keep track of your contacts.

Stay in touch with our Weekly Suggestions Email

TouchingBase makes it easy to keep in touch with the people you’ve tagged for follow up. But what about people you’ve forgotten to label? You can be the most diligent person but there can still be times you forget to label someone for follow up. There are many things that happen during the work day that could make you lose your train of thought.

Even if we’re diligent about using a follow up system, some people will slip through the cracks. We’re human and that’s why we need systems to help us out. At TouchingBase we realise you may forget to label an important person for follow up. That’s why every week we send you a Suggestions email that provides you with a personalized list of people that are of interest to you.

Here is an example:

In the email you receive 1) a short blurb about your follow up stats for the past week.  If you’re interested in tracking your progress with follow ups, you can use this as motivation or a way to know if you’re achieving your goals.

2) The Last week section provides you with a list of all email threads from the past week which haven’t received a reply from the other person and you haven’t labeled them for follow up.  You probably don’t need to follow up with everyone from these threads – after all, there’s a lot of email sent that doesn’t need a reply.  If you’re doing sales or outreach, however, this list could give you a good reminder that maybe there is someone who you are waiting for a reply from.  You can easily set a follow up label on the thread right from your email by clicking on the time interval you’d like to set them under.  The labels presented are the same ones you have available in your Gmail account.

In the 3) People section, you’ll get a list of 5-10 people who you haven’t marked for follow up but our algorithms have identified as being possibly interesting.  You can see from the example that this person is Aaron.  On the far right you can see  that it’s been 10 months + 1 week since I was last in touch with him on Aug. 26, 2016.  You also have his email address and the subject line of the last correspondence (identified here as Re:).  Since it’s been a while with no contact, the subject line can be used to help jog your memory as to what you talked about.  The subject line is a link.  If you click on it, it will open up your Gmail account to that last conversation so you can read through it to get a better understanding of what you talked about.

The vertical bar is our email analysis heatmap:The bar represents one year of time broken up into 2 week segments.  The grey sections mean there was no communication during that time.  The green sections represent communication with darken greens representing more communication and lighter greens representing less communication.

From this example you can see that since my last contact with Aaron was over 10 months ago, the green sections are to the far left of the heatmap.  It looks like I was in touch with Aaron over a period of around a couple months and there was a time in the middle that had more communication.  This could have been a discussion or trying to schedule something.  You can see after the period with more communication there was a break and then a lighter discussion.  This could represent a waiting period and then final communication to wrap up the topic we were talking about.

If you’re using TouchingBase for sales and relationship building, the heatmap can give you insight into how your communication works and you can try to identify patterns to help you in the future.

In my experience, around the 6-9 month mark is where someone starts to slip out of my memory.  Our algorithm uses this as a guideline to suggest relevant people to you when it’s the right amount of time for a possible check-in email.

You’ll receive the email once a week but if it’s too frequent you can change the settings by replying to it and letting us know that you’d like to update it.

By looking over our Weekly Suggestions Email you’ll be able to make sure you’ve followed up with everyone recently and you’ll also be reminded about contacts from the past with whom it might be a good idea to reach out to again to make sure you stay on their radar.

011 The Success of Jim Henson

Learn about two things Jim Henson did to make it possible for him to achieve success…

Transcript

I still remember when Jim Henson died. I was 8 years old and I felt devastated when my parents told me. Growing Up, Sesame Street and The Muppet Show were a big part of my life and my favorite toy was a stuffed Kermit the frog that I would always carry around.

The next day after he died, the Toronto Star newspaper had a big picture of Jim Henson surrounded by his muppets on the front page, and I clipped that out and kept that for a long time on my bulletin board. It’s amazing when you can grow up and find out things about a person that makes them even seem more remarkable, and in this case Jim Henson definitely fits the bill. If you hear from his colleagues and co-workers, you’ll often hear how soft-spoken he was. Oftentimes at meetings, people would have to lean in because he would barely speak about but whisper.

And when it comes to sales, we often don’t think of salespeople as being very soft-spoken. But Jim Henson was able to sell his Muppet Show, Sesame Street and characters to a wide variety of buyers.

There’s a couple of reasons from reading about Jim Henson that I think were why he was able to succeed without being the stereotypical salesperson. First one was that he definitely believed in what he was doing. He was a very strong visionary and he was also very good at his craft, the puppeteerian.

The Muppet Show was rejected for, I think, 9 years before it was finally picked up and that’s a long time to keep going with hope that there will be light at the end of the tunnel. In fact, one of the networks that rejected him is known for saying, “Why would adults want to watch puppets?” I know in my own life that if I don’t believe in what I’m doing, it’s definitely a lot more difficult to keep going.

I remember at one job I was working at, I’ve been working there about 6 months and when I started, I was pretty excited about starting because it was a new start-up and the founders had previously launched and sold a big business in Victoria, where I was living at the time. So I was excited to work for them, but it turned out that the work that I was doing was just not interesting for me. They were just wanting to make silly quizzes for Facebook and basically advertising supported sites that were tricking people into clicking on ads, or deceptively trying to get money from them.

And I remember sitting at breakfast table one morning and completely not interested in going to work. I sat there for maybe 20 or 30 minutes, thinking, “I just do not want to go to work today.” It was the only time in my career that I can recall being that down about work, and luckily I quit about a week later and felt much, much better about it.

The second thing that Jim Henson had going for him was his huge network of support around him. He’s known for having a famous manager, Bernie Brillstein, in Hollywood, who very much complimented Jim and would very much support him throughout his career. I think they worked together for over 20 or 30 years, which is remarkable partnership for a Hollywood star.

In my own life, I’m lucky and grateful to have the support of my wife. I know I had started on projects. Before getting married, I’d started and attempted a few projects that didn’t really go anywhere. In fact, I always regretted that I gave up a little too early and didn’t stick with them enough. Because after shutting them down, sometimes I would be talking with people about them and they would say, “Oh, that sounded like a great idea, it sounded interesting.” Whenever someone would say that, I would always feel this twinge of regret that maybe I gave up a little too early.

But since getting married, I’ve been lucky to have the support of my wife where she’ll say stuff like, “Well, you know, if this doesn’t work just try something new and keep going until you get success,” or even the fact that I’m currently taking 6 months off to work on touching base, thought I’ll go full-time.

And I think for when it comes back to Jim Henson, the support that he was able to surround himself with is no more evident than at his memorial service after his death, where thousands of people turned up and in one of the final acts of the memorial service, all of the puppeteers come on stage and sing a final song as a tribute to Jim Henson.

[music]

If just one person believes in you,
Deep enough, and strong enough, believes in you,
Hard enough, and long enough,
Before you knew it, someone else would think,
“If he can do it, I can do it.”

Making it, two whole people who believe in you,
Deep enough, and strong enough, believe in you,
Hard enough, and long enough,
There’s bound to be some other person who believes in making it a threesome,
Making it three…
People you can say, believe in me.

And if three whole people,
Why not four?
And if four whole people,
Why not more,
And more, and more…

And when all those people believe in you,
Deep enough, and strong enough, believe in you,
Hard enough, and long enough,
It stands to reason you yourself will start to see what everybody sees in you…

And maybe even you, maybe even you…
Can believe in you…too.

010 Yasmine Khater: Overcoming My Mental Blocks to get More Repeat Clients

Yasmine Khater talks about overcoming her mental blocks to get more repeat clients and the ONE question she asks that leads to an 80% closing rate.

Yasmine Khater is an award-winning entrepreneur, world traveler, speaker and the creator of Earn 5K. She’s known for whipping business owners into shape through her Earn $5K program, Sell Out Service, Fearless Sales Intensive and Fearless Luxury Sales Retreats.

Since quitting the corporate world, Yasmine has coached dozens of service based business owners to scale their six and seven figure small businesses through building trust-based marketing & sales funnels, developing airtight systems and a fearless mindset.

Follow her on Twitter or Take her FREE 10 Day Sales Confidence Challenge

Continue reading 010 Yasmine Khater: Overcoming My Mental Blocks to get More Repeat Clients

009 Tim Conley: BIG Money, Small Clients

Looking to make BIG money from consulting?  Special guest Tim Conley tells his story from humble beginnings and what he did to start earning big money.

Tim Conley has been serving entrepreneurs as a marketer, mentor, and executive coach for over 16 years and has worked directly with well over 400 founders.  He is the creator of the Founder to Leader Transformation (FLT) Program where he trains entrepreneurs on the capabilities they need to become the CEO their company needs.  You can learn more about what it takes to lead your company at TimConley.co.  Opt in to get the same leadership lessons his clients receive.

Follow Tim on Twitter

Continue reading 009 Tim Conley: BIG Money, Small Clients

005 What is Sales Copy?

 

Sales copy. The dream. Somebody comes to your website, reads your copy, and bam, instant customer giving you thousands of dollars. In episode two, we talked about “What is selling?”

Basically, selling is the positioning of your product or service in a way that meets the motivations of the buyer. It’s that intersect between where what you offer and what the buyer’s looking for overlaps. Sales copy is an extension of that. Of course, with sales copy, you don’t have the advantages of a direct face-to-face conversation where the buyer can ask questions and you can have some back-and-forth dialog to get clear on what it is the buyer is looking for and what you offer.

Continue reading 005 What is Sales Copy?