Lightspring / Shutterstock.com Is your AI sales messaging your barrier to landing prospect meetings? If you’re a business leader, your inbox has become flooded with emails which look polished, have great grammar but say nothing to inspire action. Welcome to the era of AI-generated outreach. It is a lazy seller’s excuse to avoid doing the real work of creating authentic relationships with their most important prospects. Decision makers feel it and they don’t like it. In fact, executives report that if they receive outreach that looks like AI, even if it wasn’t generated by AI, they will not only dismiss it, but they will also consider it disrespectful. They explain that if the seller didn’t care enough about them to personally create a message that was meant for them, they are not interested in relationships that begin that way. They do not want to invest their precious time into someone who only sends out automated sequences written to fulfill a touchpoint KPI that some article said was the key to landing a meeting. AI is not the problem. In fact, it is a powerful tool for researching insights into a decision maker’s world and what might motivate them to take action. Remember, executives can get any information they want simply by going online. They don’t need emails from you that include information they can get for themselves. What they do need is help understanding how to apply that information to their worlds in ways that will make their lives better. That requires someone who cares, who can take the insights provided by AI to a very personal level. What decision makers are too often missing from outreach are the two things that actually open the doors. Relevance and authenticity. Sameness kills curiosity Executive decision makers are busy. Their calendars are packed. If you want them to knock three people off their calendars to make room for you, you better say or write something that is so valuable to them, they wouldn’t wait a single minute to speak with you. Does your AI generated sales messaging create this kind of impact? Most would say no. In addition, decision makers don’t read emails, they scan them. If they can’t quickly know you can make their lives better they will move on. If your “ask” is buried at the bottom of a five paragraph, dense with words email, they will ignore it. Here is where AI is creating an unintended barrier to landing prospect meetings. When everyone uses similar prompts, similar structures, and similar language patterns, the result is outreach that feels identical and identical means not for them. Here are a few examples: “Helping companies like yours achieve better results.” “Driving efficiency and growth.” “Would love to connect and learn more about your priorities.” These phrases do not inspire action. At Kopp Consulting, we teach that no call or email should ever be cold. You warm it up with meaningful language meant for the individual. In addition, our data shows that it takes on average 7.3 touchpoints before a meeting is booked. And that’s only if the messaging and delivery is spot on. If 18 enterprising Women SALES AND MARKETING by Caryn Kopp
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