Ecommerce Growth Techniques

99% of AEs and SDRs believe the secret to cold email is to sharpen the message and desired outcome. They're wrong. Here's what the top 1% of cold emails do differently (3 examples in the video): 1. They agitate pain. Step 1 in a successful cold email is to describe the PAIN better than the prospect can say it. That's not the same thing as promising an outcome. Cold buyers aren't thinking about outcomes (yet). They're thinking about the thorn in their side. Capture that thorn, and you'll earn the right to have them read the next sentence. 2. They create a compelling "chain" of sentences. Write this one down - EVERY sentence your write in a cold email has one purpose: To get them to read the NEXT sentence. The only exception to this rule is the last sentence. If a sentence doesn't accomplish this, strike it. Pretend you get $100 for every word you remove. Get ruthless. 3. They read like a page in your buyer's journal. As the buy scans your email, the way you capture the pain should FEEL like a conversation they already have going on in their head. The "best of the best" cold emails get this response: "Damn, that puts words to something I've been struggling to articulate." If it could pass as a journal entry, you're bound to win. 4. They have an "easy to say YES to" call to action. The best cold emails are easy to say yes to. They don't ask for 30 minutes. That's hard to say yes to for any busy exec. They don't ask for time (explicitly). They simply reference the problem, and ask if it's worth having a conversation to explore fixing it. TAKEAWAY: Almost everyone gets cold email wrong. They either think it's ALL about outcomes and benefits. Or they think it's all about WHAT and HOW you do it (positioning). Cold email is about neither of those. It's about a describing your buyer's problem so well, it feels like you're peering into their soul. Tag an AE or SDR that would like these tips. P.S. Once you book the meeting, here's 39 questions that sell that generate urgency, uncover pain, and create momentum: https://go.pclub.io/list

Since 01/01/24, we’ve generated 23 meetings for a client (Serie A Fintech) 5 steps we followed 👇 My client's top 3 challenges: 1. They struggled with writing emails/messages that generated emotion 2. Thought cold calling was dead 3. The MQLs generated by marketing were often not qualitative enough #Step 1: Got clear on their ICP (Ideal Customer Profile): → Demographic / Psychographic information → Pain points and challenges → Goals and aspirations → Buying behaviour → Communication preferences → Value proposition alignment #Step 2: Mapped their ICP/Persona: → Know your ICP/Persona → Reflect that ICP/Persona into LinkedIn Sales Navigator / Apollo etc... → Extract it with valid emails/phone numbers #Step 3: Wrote Prospects’ centric cold emailing campaigns: Cold email framework that works: 1. Start with an observation. 2. Share a problem/insight you derive from the observation. 3. Add credibility to speak to them about that problem. 4. How do you solve that problem? 5. Interest-based CTA #Step 4: Got ready to take the phone: In cold call, you’ve 3-5 sec to make the best first impression and generate emotions 1. Understand the needs our client’s ICP have 2. Catch how our client’s solution can specifically solve that need (specificities of it etc…) 3. Grasp the FAQ (Frequently asked questions) 4. Write a few different scripts to help you catch the prospects’ attention (avoid stuttering, sounding hesitant) 5. Work on your ton of voice, speaking energetically with a smile #Step 5: Stated 14 days of outbound sprints: → Start sending out initial cold emails and messages. → Monitor metrics (The most important metric is the interest rate) → Monitor the sales-intent → Experiment with different subject lines, email copy variations, and call scripts. → Use this data to refine your approach. → Analyze what works best and optimize accordingly. 3 weeks performance: → 244 emails sent → 134 emails opened (Open Rate) → 15 meetings scheduled via messages → 8 meetings scheduled via cold calling All within trusting the process of outbound. Pretty nice, because in 2023, it was 0. TL;DR: #Step 1: Got clear on their ICP (Ideal Customer Profile) #Step 2: Mapped his ICP/Persona #Step 3: Wrote Prospects’ centric cold email/LinkedIn campaigns #Step 4: Got ready to take the phone #Step 5: Stated 14 days of outbound sprints This exact process is what we have used with every new client we started working with since May 2020 There’s no magic in it. Pure execution and iteration. -- PS: If you want similar start of the year results running multichannel campaigns (cold email/Linkedin/cold calling) in 2024 DM me “multichannel”. We'll have a quick chat and I'll get you details. Happy Friday. 🙂 Arnaud!

You can’t “prompt” your way out of bad targeting. Yes, AI is great, personalizing Cold Emails is awesome 🔥   But there’s a better hack:   Break your list into smaller targets.   Let me tell you a story 👇   A few months ago a client came to us asking to target: “Ecommerce founders.” That was the whole brief.   So, what do you do?   You ask questions. For example:   → Shopify or Amazon? → Fashion or supplements? → Funded or bootstrapped? → Do they grow through paid ads or organically? → Who’s handling growth?   Then you build the list:   → Shopify brands → Selling skincare → Based in the EU → Running Meta ads → Hiring but no Head of Growth → Founder posts 3x/week on LinkedIn   Now your Cold Email doesn’t need a clever opener. It’s already relevant.   This is how we build Outbound at SalesCaptain. We don’t stop at “industry.” We segment by:   📦 Category → Not just HR software → but compensation platforms, 100–300 headcount, scaling in LATAM, using Gusto   📡 Signal → Not just “growing teams” → Teams hiring SDRs, posting on LinkedIn, with no RevOps function in place   We use AI, but not to fake relevance. We use it to find signals that show who’s actually in-market.   Because in 2025: Signals > prompts Context > copy   The broader the list, the harder the message has to work. Shrink the list. Sharpen the context. Let relevance do the work. Have a nice weekend.   #b2bsales #coldemail #leadgen #gtm #personaliztion #aiinsales

We’ve sent over 100,000 cold emails and got a >25% response rate. Now, I’m giving away our secrets: Most cold emails go something like this: “Hey [First Name], I saw your company online and thought we should connect. We offer [Service]. Let’s hop on a call so I can explain more!” This is where your prospect stops reading. Why? Because it’s all about you, not them. This kind of email screams generic, lazy, and me-first. So, how do you fix it? Here’s a better approach to writing cold emails that actually get replies 👇 1. Personalization- Don’t just use their name, use something specific to them. Example: “Hey [First Name], I noticed your recent post on [Topic]. It got me thinking about how [specific insight].” 2. Value Upfront - Give them a reason to care. What problem are you solving? Example: “I specialize in helping [Industry] companies like [Their Company] increase [Key Metric]. I’ve helped [Client Name] achieve [Specific Result].” 3. Short & Concise - Get to the point. No one has time for fluff. Example: “If you’re looking to [Solution], I’d love to share how we helped [Client Name] boost their results.” 4. Clear Call-to-Action - Tell them exactly what you want them to do, without sounding pushy. Example: “Would you be open to a quick 10-minute chat next week?” For a better understanding, look at the graphic below. If you want to elevate your cold email game and start seeing replies, it’s time to ditch the lazy templates. Want a detailed breakdown? Click the link in the comments to grab our guide on the full cold email framework! #shambhavi_writes #coldemails #copywriting

I’ve trained hundreds of sales reps over my career. Here’s the exact framework I use to write good cold emails from start to finish: 1. Lead with the pain not the pitch The goal of a cold email is to start a conversation, not close the deal. It’s to reflect back a real pain your buyer is already feeling often before they’ve articulated it themselves. No one cares about your product. Especially not in the first touch. They care about themselves and their problems. The biggest mistake I see reps make is trying to close too early. They shove value props, case studies, feature sets, and “we help companies like…” I always come back to this: “No pain, no gain, no demo train.” You’re not here to educate. You’re here to trigger recognition. To make them nod and go: “Yeah, we’re feeling that.” 1. Write like a human The best cold emails don’t have long intros. No “hope this finds you well.” Just a clear, honest attempt to connect over something they care about. Let’s say we’re targeting agencies running 10+ client accounts. Here’s how I’d start: “Hey — I saw you’re managing multiple clients. Curious if you’ve had to deal with deliverability issues lately, especially with the new Google/Microsoft changes. Is this on your radar?” That’s it. No pitch. No product. Just a relevant question that hits a live pain. You don’t need clever. You need to be clear. 1. Structure matters (but keep it stupid simple) I’m not into formulas. You don’t need a 7-step framework to write a good email. You need to understand the buyer and speak to them like a peer. Think about it like this: Line 1: Show you’ve done your homework. Line 2: Bring up a real, relevant pain. Line 3: Ask a question that invites a reply — not “yes.” If your email looks like a blog post, you’re doing it wrong. The goal isn’t to explain. The goal is to start a conversation. 1. Use follow-ups to build narrative (not nag) Most follow-ups sound like this: “Just bumping this to the top of your inbox.” “Not sure if you saw my last message.” Useless. Instead, think of your cold email sequence as a way to diagnose pain over time. Email 1 brings up the initial problem. Email 2 digs into what happens if it doesn’t get solved. Email 3 introduces that you might have a solution, if they’re open to it. Each message earns attention and adds value. Follow-ups shouldn’t be annoying. TAKEAWAY Conversations > conversions. Relevancy always wins.

This is the way I approach email marketing today after working with over 100 brands to maximise revenue generation: 1. Email/SMS list growth (Audience) You need to capture as much traffic as possible to your website across all owned channels to scale performance. This requires: 🧲 Sign-up forms for first-time visitors 🧲 Sign-up forms for returning visitors (collect consent across multiple channels) 🧲 SMS consent at checkout 🧲 SMS capture within dedicated tracking pages (like Wonderment) 🧲 SMS incentives for back-in-stock notifications 🧲 Sweepstakes/giveaways/lead ads on social to pool towards master list After you've created a strategy to maximise list growth, move to phase 2. 2. Inbox Placement (distribution) Without a strong sending infrastructure your emails/texts can be routed to spam. 🧲 Set up dedicated sending domain/sub-domain 🧲 Authenticate Email (SPF, DKIM, DMARC) 🧲 Decide on shared VS dedicated IP 🧲 Set up ongoing monitoring (Google Postmaster/Inbox Monster) 🧲 Decided on toll-free or dedicated short code for SMS 🧲 Ensure compliance is up-to-date across website policy We're then ready to move to phase 3 and start the fun stuff. 3. Clicks, responses, opens (engagement) Focus on getting all of these strong and revenue will follow. 🧲 Email/SMS automation strategy 🧲 Regular Email/SMS campaign cadence 🧲 Auxilliary retention channels for winback campaigns (i.e. Direct Mail) 🧲 Constant ideation on what drives a positive customer experience in your communication ... Nail all these 3 in this order and improvement will be infinite as long as traffic through the top-of-the-funnel remains solid. #emailmarketing #klaviyo #ecommerce

Over the last 3 years, we’ve helped generate $100M+ across email & SMS for our $5M+/yr eCom clients. We don’t have a trump card. There isn’t “one thing” we do for our clients that has allowed us to generate this much. Instead, it’s a series of small things that’ve compounded over time. Here are 4x small things we do for our $5M-$50M/yr clients that make the most difference: 1. Testing new popups every 3 months Popups = capture customer’s email when they click on your website. We test new popups for our clients every quarter & we measure for 2x things:  - Signup rate to conversion (people that turn into buyers).  - Amount of zero party data gathered (personal info about customers). We avoid the gimmicky tactics like spin the wheel & giveaways to grow our client’s lists. They just attract freebie-seekers & non buyers. None of which are likely to turn into customers & instead will increase our ESP bill. Examples of new popup offers we test for clients:  - 10% off  - $x off with minimum purchase  - Free gift with purchase  - Free samples  - Free shipping 2. Setting up & monitoring core flows Get your core flows set up & firing as soon as possible. Ideally - you’re using zero party data from the popup to make them personal to your customers. Base flows to set up asap:  - Welcome  - Abandoned checkout  - Abandoned cart  - Replenishment  - Site abandoned  - Winback  - Post purchase Simple but so many $5M/yr half-do these flows or don’t do them at all. You’d be surprised at how many “big” brands I audit that don’t have these setup. Similar to popups, you want to be reviewing these flows every 2-3 months. Improve & monitor them regularly by:  - Personalizing the flows as you learn more about customers  - Testing frequency & volume of each flow  - Testing new visuals & copy 3. Send different email campaign styles. At minimum, send 1x-2x new campaigns per week to your list. Don’t just send sales emails - this will fatigue your list. Mix up your campaigns with:  - Informational emails  - Educational emails  - Social proof & customer reviews  - Unpacking the product (ingredients & use cases)  - UGC style emails We plan these 3x in advance for our clients. 4. Split testing Popup: → Test different offers → Test new design & copy → Test new data collection questions Flows:  → Focus on the flows with the most traffic flowing through them → This being the welcome flow & abandoned checkout flow → Focus less on testing flows with less traffic (winback flows etc) Campaigns: → Test new copy → Test design vs plain test → Test different sending frequencies Point being to collect as much data as possible so you know what to scale. Did I miss anything?

If cold email is dead for you, here is how to make it work in 2024. Cold email used to work for any company hiring 5 SDRs armed with Salesforce and Outreach. For most, this is not working anymore. Your sales team is not able to get results through outbound anymore? Don't give up on it just yet. The key is evolving your copy to align with modern buyer habits. Here are 8 tips to get you to a 20% reply rate: 1. Personalize every message - use the prospect's name, role, company etc. A lot of haters will tell you that personalization doesn’t work, it won’t solve a bad offer but it does make a difference. 2. Mention a problem that you know that your prospect is facing, and discuss their KPIs and priorities specifically - make it only about them. Never pitch yourself in the first email. 3. Niche down - e.g., help cat clothing stores in LA vs all e-com websites. 4. Craft intriguing subject lines - pose questions and incorporate their company name. 5. Demonstrate that you understand their goals and speak their language. Don't use generic messaging. Don’t talk to a CFO like you would talk to an SDR. 6. Include a relevant customer case study to make it tangible. Use real data, ”we increase sales by 257%” will discredit yourself in an instant.” 7. Use a soft CTA - ask to send something useful rather than demanding a meeting. 8. Keep. It. Short. - 10 secs max to read. This formula may require more upfront work than blasting templates. But that’s the price to pay to not get ignored like 99% of emails. Any other tip you would add to the list?

📲 I spent over 5 years in SMS marketing for eCommerce. After analyzing/working on dozens of programs... Here's how I'd approach it from the ground up if I were starting from zero👇 Phase 1: Build the shell 🐢 Set up core behavioral automation & list growth strategies to increase revenue. If you don't get these right, you'll never scale it. - Two-tap opt-in onsite + at checkout to capture subscribers - Welcome Series + set up day 1 two-way messaging expectations w/ subscribers - Abandoned Cart - Browse Abandonment - Post-Purchase ( Educational onboarding and reorder reminders) - Transactional Updates (97% of consumers want these & they are VERY low hanging fruit to drive engagement + revenue. I've seen brands drive $50k/mo from these messages) Phase 2: Add more fuel 🚀 Start leveling up your strategy - Start sending SMS campaigns as your retargeting list grows. Campaigns are great... but remember unsubscribe rates go up a lot and segmentation is your best friend🙂 - Begin behavioral segmentation inside of your automations to personalize messaging/increase relevancy. - Integrate your Customer Service platform to start handling replies (fast if you can)... These are often buying questions that can lead to more sales and happy customers - Test more list growth strategies like adding SMS opt-ins to your order tracking pages, interactive email, package inserts, and test paid ads/influencer funnels that go to SMS funnels Phase 3: Optimization & Conversational 🧪💬 Focus on 2% improvements... - A/B test EVERY automated flow with at least 2 variations per message. Test copy, timing, mms vs sms, personalization, etc... - A/B test your sign-up units. Whether it's behavioral or the look/feel of the sign-up unit... don't settle for one. Let the data tell you what is the top converting path. - A/B test your campaigns. Figure out the best send times for your respective segments, what voice works best for copy, mms vs sms, top converting offers, etc... Don't just test revenue here (think unsubscribe rates, click-through rates, etc...) - Implement 2-way conversational automation across key flows. Look for key moments to engage in more conversations with your customers to build relationships, collect more zero-party data, and deliver personalized content. My favorites are the welcome series and post-purchase... but I've seen cool examples even in places like the abandoned cart to handle objections (we built a whole business off of this at Tone). Bonus: If your vendor does human-powered texting like Concierge or Sales, this might be the time to consider it (only after everything else is in place!). 👉 Great SMS programs are not built overnight. The best programs are built in phases... with constant evaluation, testing, and optimization. Those 2% improvements over time compound and set you up for long-term success and growth. Hmm maybe we should name a podcast about that? 🤔 #smsmarketing #ecommerce

SMS marketing is overhyped. Most eCommerce brands try to capture SMS consent at the wrong time because they THINK it does more than it does. The problem is, the way they capture it kills their onsite conversion rates. For those who capture SMS, here is how 90% of businesses do it: They either ask for it at the same time they ask for email, or they ask for it as a second step in the opt-in process. It adds friction, preventing people from seeing the final step on your form When you go from a simple email-only form to asking for SMS in a second step, even with a “No thanks” option, form completion rates drop—hard. Result? Fewer people complete the form. Fewer people see the discount code. Fewer people convert. And your onsite revenue tanks. What To Do Instead Keep your signup form short and simple. Just ask for an email and some zero-party data as a second step. Once someone’s subscribed and they’ve been in your list for 3 days, then ask for SMS consent via a separate form. Here’s how we do it: Create a second form just for SMS. Offer exclusive restocks, launches, or sales. Target only people who subscribed to email 3+ days ago and haven’t opted into SMS yet. Why This Works You preserve your signup conversion rate, deliver the discount code via email, and still grow your SMS list, just with better timing. Now when do I actually like to use SMS? Sales Product launches Restocks That's it. It is worth capturing SMS, it's just a matter of when and what you are willing to trade for it. Don’t trade on site conversion rates for SMS list growth...That’s the trap.