Human email (cont’d) t Based t elopmen v oun c c art 9 A f Last ditch emails P The WHERE oSales De When nothing has worked over many attempts, you’ve got little to lose. Notes: It’s time for a Hail Mary pass to try one last time to shake the prospect • A bit of self-effacing humor into action. • Show that determination is a character trait The key to last ditch emails is to have fun with your desperation – but never make it their fault. An example: • Bring in something personal Subject: My Aunt Ethel said to try you one more time Hi Jon My Aunt Ethel was a remarkable woman. Six sons. Two husbands. Three hip operations. Kind of a hero. And there was one thing Aunt Ethel drilled into me over and over again as I was growing up: “Determination beats genius 99 times out of 100.” That’s great news because I’m no genius. But I AM 100% determined to have a five-minute chat with you about your lead scoring. Humor me. Prove Aunt Ethel was right. All it takes is one click. DK 73