Email prospecting isn’t dead. But the way most producers do it? That’s another story.
They write like robots. They lead with bios. They chase with desperation. And then wonder why no one replies.
The truth? Email isn’t about selling—it’s about connecting.
It’s not your big sales pitch. It’s your handshake. It’s a door crack, not a battering ram.
Here’s how to prospect like a pro, Andy Neary-style:
Rule #1: Nobody Cares About You
Seriously. They don’t care where you work, how long you’ve been in the business, or that your agency has “superior service.”
They care about them.
Try this: “Businesses like yours are getting hammered by commercial property and fleet rate hikes. Are you seeing the same?”
Now you’re relevant. Now they might lean in.
Rule #2: Keep It Short
This isn’t a TED Talk. It’s a tap on the shoulder.
- 4–5 sentences max
- One pain point
- One CTA
If they need to scroll? You already lost.
Rule #3: Make It Personal
Mention their:
- Industry (which better be your niche)
- City or region (and that you are local, which equals trust)
- Recent LinkedIn post or company news they shared
Lazy prospecting gets ignored. Effort gets replies.
Rule #4: Ask for the Call
Don’t say: “Let me know what you think.”
Say: “Open to a quick 10-minute call next week to see if we can help?”
It’s easy to say yes. Or no. Either way, you win. You’re moving the conversation forward.
Now Add Andy Neary’s Secret Sauce: The Follow-Up
Here’s where most producers fail. They send one email... maybe two... then disappear.
Andy Neary says follow up 5 to 7 times—and not just by email. Be politely persistent. Deliver value in each message. Show up across channels.
Here’s your roadmap:
- Day 1 – Email: Personalized and relevant
- Day 3 – LinkedIn DM: Light touch referencing the email
- Day 6 – Email #2: Share a quick insight, story, or result
- Day 10 – LinkedIn comment or post engage
- Day 14 – Final email with soft close
You don’t need to be pushy. You just need to be present. And helpful.
The Real Deal
Your inbox is your frontline. Your LinkedIn? That’s your warm-up act.
So go back and:
- Find the LinkedIn connections that ghosted after connecting
- Send a short, helpful email that’s all about them
- Follow up with intention, value, and persistence
- Book the call. Start the convo. Build the relationship.
Prospect smarter. Follow up like Andy. Book more meetings.