There's been a lot of talk about the use of email when prospecting, especially in the world of tele-sales. After all, it's a big change, and you want to make sure it's used effectively in unison with your calls. Today tele-sales expert Art Sobczak explains how to use email in conjunction with your calls to increase sales and remain productive.
I regularly get questions about how to use email effectively in sales/telesales. Of course as with all general questions the answers can vary depending on a number of variables such as complexity of sale, source of lead, industry, etc.
In general, here's how I typically answer:
If a sales rep is spending the bulk of his/her time writing and sending introductory emails instead of calling, that is likely "call avoidance." Here are great times to send emails:
1. Right after a call, summarizing the details of the call, their interest, and what is to happen next.
2. Right before the next call, perhaps the day before, or maybe a few hours before. Let them know you look forward to speaking with them, remind them of what they were to do, what you did, and bring something new to the table of value, perhaps some new information.
This gives you two "touches" between calls, and provides a better chance that they will do what they committed to on the previous call.
Art Sobczak, President of Business by Phone, Inc., specializes in one area only: working with business-to-business salespeople - both inside and outside - designing and delivering content-rich programs that begin showing results from the very next time participants get on the phone. Learn more at www.businessbyphone.com
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