Mapping Calls vs. “Are We a Fit Calls”: Key Differences

We’ve seen SDRs spend a lot of time chasing prospects that will never buy. You can quickly determine with whom you should be speaking and whether or not your business is a good match for a prospect through mapping and “Are we a fit?” calls.. These two call strategies will enable you to successfully generate qualified, prospective clients for your business.

Mapping Calls

Otherwise known as discovery calls, mapping calls are exploratory in nature. They’re great for both building and creating contact lists, as well as training new sales reps of which are vital to your sales processes. A mapping call is  also the perfect time to practice phone conversation skills and to refine elevator pitches. Because this type of call forces you to explain your product or business in the most concise and simple way, there’s no room for jargon in successful mapping calls—they’re truly short and sweet.

The main goal of a mapping call is to essentially ‘map out’ a company and get an internal referral. However, when you go into the mapping call, have the expectation of setting up a meeting; for which a referral is the sole purpose.  Keep in mind you are not selling anything, but rather investigating, researching people, and trying to find a potential fit. Operating without an agenda or applying pressure will allow you to build trust and rapport with a prospect. Though it may at first feel counterintuitive, this strategy ends up landing you more meetings than you might expect.

One tactic on a mapping call:act like you’re lost and looking for help—call high into a company’s main phone line and ask for the president or executive team members. Tell them why you are calling and ask permission to chat. If you start with “Are we a fit?” questions, your chances of getting the desired contact information are higher.

In the event that nothing comes of the call, don’t give up. Try again another day. Reach out to another person or anyone else you have gained information about and continue to follow up.

For a more in-depth dive into mapping calls, watch this video: Predictable Revenue: “Mapping Calls” Guide (aka TTTRP Calls).

Are We A Fit (AWAF) Calls

AWAF“Are we a fit?” calls are qualification calls used for disqualifying prospects early on in the process and thereby saving both parties valuable time. They are also helpful  for building trust with prospects and educating them on the value of your products or services.

The main goal of AWAF calls is to determine quickly, at a high level, whether a new prospect is a fit of not. One tip: when on these calls, listen more than you speak. This will help you build trust and establish a positive relationship. Similar to mapping calls, you are also not selling anything—you are questioning and guiding the conversation to the next step in the sales process (granted there is a fit).

As far as timing, these calls can be as quick as five minutes but should not exceed 30 minutes. In terms of what you’re looking for, make sure you spend time talking to someone with authority. If they aren’t the right person, make sure you get to the right person that has power to make a decision. There also should be a need or pain point that you’re trying to solve. Once you have a prospect that’s the right fit, proceed with either of the following: Move the prospect on to a demo, or hand-off said prospect to another person (like an account executive).

Both mapping and AWAF calls are effective tools to successfully finding qualified  leads  for your business. With enough practice and perseverance, you’ll be able to turn your prospects into your customers quickly and confidently or find out that you’re not a good match and move on—it’s a win-win.

How to Craft and When to Send a Breakup Email

Just when you thought you felt a spark, now you’re not hearing back from a warm prospect. Was it something you said? Are they just not that into you? If you’re struggling to engage a prospect, it may be time to let them know that you’re walking away from them—in email terms anyway.

Also known as ‘breaking up via email’, this practice is much more acceptable in business than it is in real life. The breakup email, when used strategically, is one of the most effective ways to get the attention of a prospect who isn’t responding.

Example: high school. What was the best way to capture your crush’s attention? By not paying attention to them… at all. The moment your crush (or in this case, your prospective client) notices that you’re no longer pursuing them, they’ll scramble to win you back.

Why breakup emails work:

Breakup emails trigger an emotion —but only if the lead cared about you in the first place. If he never truly intended to work with you, he’ll ignore the email and you can both move on. If he does want to pursue a partnership but hasn’t taken action yet, a breakup email will likely trigger the reaction you’re looking for and help move him along the pipeline.

Think about it this way: with an inbound sales approach, each email you send offers valuable knowledge to your client, no matter their level of commitment. When you stop offering emails with value, the prospect may begin to realize exactly what he’s missing. Katharine Derum, a senior sales manager at HubSpot, says her team sees a 33% response rate on breakup emails, but only if that email is in a sequence that suggests the client cares about the relationship.

When to send a breakup email:

You’ll know it’s time to send a breakup email when you’ve made a solid attempt to contact a lead that’s elicited little to no response. You don’t want to send it too early! Before throwing in the towel and crafting a more direct note, tap other forms of contact (phone, LinkedIn, VM) as a final effort.

One thing to keep in mind is that your cadence should reflect the value of the account. If you really want to land it, try a more personalized approach before sending a breakup email. Your tone should also reflect the client’s activities; if she’s constantly clicking links or forwarding your note, don’t sent a breakup email. Send her something more personalized or call.

How to craft a breakup email

  • Politely remind the prospect that you’ve been trying to reach them. Explain why you’re contacting them (the value you want to offer) and what your call to action is (what you want them to do).
  • Explain that you don’t want to pester them, and will not continue to contact them if you don’t hear back.
  • Tease them with value. Let them know that all of the valuable information you’ve been sending them will no longer be sent to their inbox.
  • Be direct. Make it clear that you’ll stop all communication with the prospect unless he takes action. This will prompt him to add you to their to-do list or give you a signal that he’s not worth investing more time in.

Though they may sound harsh, breakup emails are an effective strategy to win back the attention of a potential prospect. This type of message highlights the value you’ve provided and helps prospects realize that they need to take action in order to continue to build the relationship. If they don’t respond— it’s not you, it’s them.

Never Use These 7 Words in Your Emails

When we look through our inboxes, we’re shocked at the poorly written emails we get. At their worst, some are riddled with spelling errors and typos and others are cut and paste cookie cutter templates at best. Whether you write for a living or are basically an email professional, being calculating with your words and phrasing is important. How often do you receive a vague email that doesn’t clearly state why it’s important? How often do you just fire off an email without a second thought about its effectiveness? Sending an email is as simple as clicking a button, so it’s easy to become lazy in your choice of words and phrasing.

When you consider all the emails you receive and read every day, you’ll realize that there are likely several little things about them that bug you. Whether it’s a word, a phrase or some expression that everyone under the sun uses, there are definitely things to avoid in your emails and other ways to write them more effectively.

Here are our top 7 words to cut from your email vocab to make your message more clear:

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Words to avoid in your writing

1. Just – When it’s used as a filler word, “just’ weakens your writing. Often used in the first sentence of an email (such as “I just wanted to follow-up”), it almost sounds like you’re apologizing for contacting a prospect when instead you should be making them feel excited. By removing it you tighten your sentence and add gravity to your words.

2. Really – Using this word when you write can make your emails sound too conversational. It’s something we use for emphasis when we talk (such as “that flower is really beautiful”) but when you use “really” in text, it’s feels informal and unnecessary. Try removing it—your email will deliver the same message and have more impact.

3. Very – Following the same principles as above, “very” is a filler word that can be cut to make sentences more succinct.

4. Quite – We use “quite” in a sentence when we want to say “a bit” or “completely” or “almost.” The problem with “quite” is that it’s often unnecessary. Whenever you want to use this word, ask yourself if it’s actually adding meaning to the sentence or just taking up space.

5. Amazing – This word is used too often and as a result it’s importance has become diluted. The original meaning conveys surprise or wonder but if you use it too much, it just feels dull and common. Cut it or find a more specific word to describe what you are feeling.

6. Literally – The only appropriate way to use “literally” is to clarify the meaning of something when it may otherwise be interpreted as metaphor or exaggeration. However, most people add it into a sentence when they don’t need to and end up sounding like a teenage girl. Avoid this one completely.

7. Stuff – “Stuff” (and on a similar note, “things”) is a word that can always be replaced. It’s too generic and does not help you specify what you’re offering a client or coworker. Find a word that is more direct so your point is clear and you’re communicating with meaning.

What to remember in your writing

  • Keep your language positive by removing “actually/but” – If you’re using emails to respond to people, always frame what you’re saying in a positive light. Words like “actually” and “but” can distract from a positive vibe. For example, the sentence “This was great, but can you change x?” has a subtle, different meaning from “This is great, let’s change x and it will be good to go.” Because the word “but” suggests a change of mind or a contradiction, it can feel like a criticism. Even though both sentences have the same overall meaning, removing the word “but” keeps things a bit lighter.
  • Be direct about tasks at hand by cutting out the word “etc.” – When you use the word “etc.” in your subject line or when describing possible options, it just makes your message vague. Instead of saying something like “Meeting to discuss projects etc.” say something like “Meeting to discuss projects from September and October.” Be specific so the recipient understands what you’re asking.
  • Remove the word “urgent” – If you’re under pressure and need something to get done, instead of emailing your coworker with the subject line “URGENT.” Instead, use the word “Today” or “Important.” The word “Urgent” only induces panic, which doesn’t help anyone get anything done. If something is truly urgent, speak to them in person. Otherwise use words that make it clear the task is a priority.

Regardless of how long you’ve been writing for, being aware of your word choices is important. Phrase your sentences carefully, keeping the point of your email clear. Remember, people are busy. If you make it easy for them to understand what you’re saying and asking for, it makes it easy for them to respond effectively. So start cutting out these seven filler words and be a more effective communicator.