This post follows on from ‘The Amazing 9 Word Email”
Dean says he gets a lot of questions about 9-word emails.
And they usually go like this:
“What do I do after I send that initial 9-word email and get all these replies back?”
“What’s phase two?”
My answer is always the same: You have to look at it as a chess master. First, know where you’re going. Only then you’ll know what your phase two is going to be.
Remember the South Park “Underpants Gnomes” episode?
The Underpants Gnomes are small humanoid creatures that travel the world stealing underpants.
The reason for the thefts is apparently due to some sort of higher corporate plan. The plan was outlined thus:
Phase 1: Steal Underpants.Phase 2: ?Phase 3: Profit
Despite the Gnomes’ plan being somewhat lacking in certain areas, they are apparently very intelligent in regards to economics and business, teaching the boys about big corporations.
Step one – collect underwear.
Step two – ????
Step three – profits.
That’s exactly what I’m talking about here 🙂
You have to have your step three already figured out:
“What do I ultimately help people with? What’s the result that I’m creating for them?”
Once you have that, your phase two (“How do I take them there?”) will almost write itself.
Because here’s the thing:
What’s really going on in your “phase two” is… you’re determining if somebody is your 5-star prospect or not.
Are they willing to engage?
They are if they respond to the initial 9-word email.
Are they friendly and cooperative?
They are if they’re going to continue the conversation with you and reply when you say something back.
Do they know what they want?
They do, if they have a specific problem they want solved and they’re aware of it.
… and so on.
But you have to progress in stages.
It’s like the stage lighting at the drag races. You wait for the first light to come on… then the second light comes on… then the third light comes on… and then, when you get to the fifth light, you’re off!
The same is true here. You only move to the next step when you know the rest.
That first question you send out initially… the “are you still looking for x?” one… that’s really just a setup for what comes next.
Which means, by the time you send it out, the game has already been played. Because you already know where everything’s going.
Now it’s your turn
Will you accept the challenge?
Do write back and tell us won’t you
Chris and Susan
PS He’s as real as the come and he’s one person whose emails we always open
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