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James Iles

How to Perform Outbound Sales with Mike Robertson - Part 3: Contacting Prospective Buyers

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By James Iles, Mar 6, 2019
  1. James Iles

    James Iles NamePros Writer PRO Gold Account VIP Trusted Blogger

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    When contacting a prospective buyer via an outbound email, what exactly do you say? That is one of the many questions we're going to attempt to answer in the third installment of our outbound sales series. This series is being compiled with the generous help of @Mike Robertson, the Director of Business Development at Fabulous.com. Mike has a long history of closing domain sales including the $1 million BTC.com sale.

    Our series is designed to help educate you on the best practices for outbound sales emails so that you can produce sales from your portfolio that may not have been possible before. If you are finding this series helpful, please let us know.

    Previously, we've looked at details such as email set up, CRM's and finding buyers. In this installment, we carry on with the next logical step, which is to send your initial sales emails.


    What Do You Say?

    One of the most frequently asked questions about outbound domain sales is regarding the contents of your initial email to your targeted potential buyer. What should you say in that email, and how much information should you include? Is it best to put as much information in as possible, or should you keep it short and sweet? Mike's advice is:

    Mike makes a very good point regarding a prompt or a call to action for your potential buyer. Ending with a direct question can promote conversation, which could lead to an initial offer and eventually a sale.


    Personalizing Your Emails

    After using the methods outlined in part two of our series, you will have assembled a targeted list of companies that may benefit from owning your domain name. Would you stand a greater chance of a sale by personalizing your emails? According to Mike:
    sales.jpg

    Adding an Asking Price

    The obvious question from an interested party is "how much?", so should your outbound emails just cut to the chase and include an asking price? Mike Robertson says otherwise:

    What Other Information Should You Include In an Initial Email?

    We have established that the initial email should contain some personalized information to the buyer about the domain name and why you're contacting them, as well as a call to action, but is there any other information that is vital to include?


    Following Up

    After sending out your initial emails, you may get some feedback from potential buyers, perhaps asking for the price of the domain name. However, you may have zero responses, or you may have some potential buyers who haven't replied.

    This brings about the possibly contentious subject of following up with your prospects. Should following up be something to consider? According to Mike, a couple of follow-ups may be effective:

    --

    Thanks to @Mike Robertson for helping us so far in our series. In our final installment, which will be released in a few weeks, we will look at how you can react to an initial offer, and some negotiating tactics.
     
    The views expressed on this page by users and staff are their own, not those of NamePros.
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  4. James Iles

    About The Author — James Iles

    James is the lead writer for NamePros' Blog and founder of Iles Media, a domain name broker working on both acquisitions and outbound sales. For all inquiries relating to stories and interviews, please email: [email protected]

    This is James Iles's 629th blog post on NamePros. View all blog posts

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  5. Comments (23)

  6. Haykay2005

    Haykay2005 Top Member VIP

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  7. kandyan

    kandyan Established Member

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    Thanks James.
     
  8. AYORich

    AYORich Established Member

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    informative article..thanks
     
  9. barman

    barman Established Member

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    Good tips here James
     
  10. Domains - Wanted

    Domains - Wanted Top Member VIP

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    Great post, great series, thanks! (y)

    Looking forward to Part 4... you might ask @Mike Robertson about:

    - what's his tactic when a prospect doesn't bite and does not come back with an offer, but rather keeps asking: how much for the domain?
     
    Last edited: Mar 6, 2019
  11. topdom

    topdom Established Member

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    Question: Does asking a question (are you interested in buying?) really help?

    I don't ask questions, not to create a pressure. I prefer to help them make a correct decision, which is making an offer or requesting a price, or at least repying the message.

    Recently I turned a TM claim into a 4 figure sale. I wish I receive more TM claims, so I can at least discuss something with endusers. Normally they play 3 monkeys. Maybe I should just tell endusers that I have bad faith, so please udrp.
     
  12. BaileyUK

    BaileyUK Top Member VIP

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    That's a nice summary post there James , I shall have to catch-up with parts one and two
     
  13. ndeekay121

    ndeekay121 Established Member

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    Thanks for the article. Well written.
     
  14. Hardheolar

    Hardheolar Established Member

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    Do you introduce yourself as a domain investor or what?
     
  15. maxtra

    maxtra Let's make a deal Gold Account VIP

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    Thanks
     
  16. ASHUTOSH K

    ASHUTOSH K Established Member

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    Thanks for writing
     
  17. Rinkuji

    Rinkuji Top Member VIP

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    Excellent .. Thanks
     
  18. mawels

    mawels O1E

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    Thanks for sharing :xf.smile:
     
  19. AuctionBio

    AuctionBio Top Member VIP

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    nice info specially on the followup....!
     
  20. domains21

    domains21 Established Member

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    Great advice and tips that I will certainly take on board with my own communications.
     
  21. Rafael Novaes

    Rafael Novaes Established Member

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    This is gold!
     
  22. ndeekay121

    ndeekay121 Established Member

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    Thanks for the post. Great advice.
     
  23. Avijit Roy

    Avijit Roy Established Member

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    Thanks for sharing.
     
  24. briguy

    briguy Guru In Remission! VIP ★★★★★★★★★★

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    @James Iles just a suggestion, maybe include link to part 1 and 2 in the original posting..
     
  25. satyadeep singh

    satyadeep singh Established Member

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    if the prospect doesn't reply after 3 or 4th follow up what can i do?
     
  26. James Iles

    James Iles NamePros Writer PRO Gold Account VIP Trusted Blogger

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    Move on!
     
  27. Bob Hawkes

    Bob Hawkes formerly MetBob NameTalent Gold Account VIP

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    I had not noticed this when first posted. A really nice post! Thank you @James Iles and @Mike Robertson !

    I do essentially no outbound, but if I was going to this part especially resonated with me: "I like to keep it short, direct, informative and have an action point." I think short and ending with an action point, and as say later with multiple ways to contact you, superb advice.

    Thanks again,

    Bob
     
  28. Jimmysun

    Jimmysun Upgraded Member Blue Account

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    This is a really good posting, thanks so much! I had never sent out an email to a prospective buyer, wouldn't it potentially become evidence that telling them the domain belongs to their trademark?
    For example, if I send an email to promote my owned domain looking.xyz to a customer whose company is also called looking(they had registered as their trademark), will the email became evidence helping them to sue me and claiming that the domain belongs to them?
    I know the "looking" is just a general word but like I said when I sent out the email to a potential customer, would it look like a malicious register behavior?
     
    Last edited: Jul 26, 2019
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