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Wednesday, 13 September 2017

Follow up emails to send instead of just "checking-in"


The action of performing sales places people in front of the task of convincing another person that the offer being presented is going to improve their current situation. Notice how sales is described as "a task of convincing another person...". Often sales people forget that behind the email that they're sending out they are in actuality trying to reach out to someone that they have not before in an attempt to request that they act on something you're selling to them. Take a moment and think this through, it's already a long shot to get a friend to do something for you, and it's even tougher to get someone that does not know you to do anything you ask of them.

Described here involves the "checking-in" scenario when the person you're trying to reach out to does not respond in a favorable manner. The secret to it is to always remember, you're talking to a human being and sending out emails "just checking in..." is like a virtual nudge that not many people like to receive.

Scenario: If they have never responded


(1) Bring up a common challenge that your buyers face and ask if they're currently facing it. 

Example: 

Hi Nurul,

The clients I worked with are often struggling to find creative low cost ways of engaging with their local communities.

If so I have several ideas that may help -- like [idea]. If you'd like to discuss more I'm free for a call on [date at time] or [date at time].


(2) Bump your email up using the buried email technique. 


Example: 

Hi Mohammad,

Just wanted to follow up in case this email got buried.

(3) Call attention to what they're competitor is doing and ask how they'll resolve it.

Example:

Hi Lee,

I saw that [competitor] has been doing well in [area] lately. Do you have any plans in place for addressing it?

I have some ideas -- if you want to hear them. Let's schedule a call.

Scenario: If you lost the deal


(1) Check how things are going after implementing a competitor's product.

Example:

Hi Tan,

It's been a [time period] you signed on with [competitor]. How are things going?

-----

Often salespeople get caught up in sending standard touching base message often because of time. With some of these examples, sending a thoughtful email message takes mere minutes -- with an increased chance of converting into a large payoff.

Try reaching out to customers using unique channels. Get they're attention through SMS, it's cheap and is guaranteed to reach the target recipient. Find out more here.

 
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