Often times, the waiting is the hardest part. You've made calls and sent emails, and now you're waiting. Ugh! Thankfully, sales trainer Mike Brooks has some ideas that will definitely shorten that waiting period. Read on and let us know what you think!
Last week I spoke at the first Los Angeles chapter meeting of the AA-ISP (American Association of Inside Sales Professionals), and it was great. What I especially liked about it was that it gave me and all those in attendance the chance to share current techniques and skills that are working in today's business environment. Networking in this way with other professionals who are struggling with and overcoming the same problems as you is how you come up with new and fresh ideas that not only work, but that make you better in the process.
The topic I spoke on was how to leave voicemails that get returned, and after my talk we had a discussion on what was working for people. This voicemail discussion led to what was working for emails as well, and I think we all got some really valuable ideas on what gets the most responses. Here they are:
Voicemail:
The most effective voice mail message was a short, somewhat vague one, but the person who shared it said she gets the most amount of call backs from it. It goes like this:
"Hi _________, I saw your profile on LinkedIn and I think it might make sense for us to talk - please give me a call back when you get this. My name is ______ _______ and my number is (your number)."
That's it! We all agreed that the reason this works so well is that it gets people's curiosity up. People wonder what it could be about and then call back. You would, wouldn't you?
The next is an email message that was shared and it had a great subject line and a good message that gets a smile. The person who shared this said that she uses it for prospects she's already sent her information too and for some reason they aren't responding to her calls. Here's what she does that almost always gets a response:
Subject line of her email is: "Should I stay or should I go?"
Great subject line from the title song by The Clash - you probably know it and are already singing the song in your head... And here's the body of the email:
"_________ I haven't heard back from you and that tells me one of three things:
1) You've already chosen another company for this and if that's the case please let me know so can I stop bothering you,
2) You're still interested but haven't had the time to get back to me yet.
3) You've fallen and can't get up and in that case please let me know and I'll call 911 for you...
Please let me know which one it is because I'm starting to worry... Thanks in advance and I look forward to hearing back from you."
Are you smiling again? It's no wonder that people respond to this. Besides making someone smile, what I like about this is it gives prospects a way out. It lets them know that it's OK if they aren't going to move forward with you, and as I've written before, it's better to know in advance than to keep chasing and begging.
Also, in some cases people really are still interested and using this approach will get them to let you know that, too.
Mike Brooks, MrInsideSales.com, is creator and publisher of the "Top 20% Inside Sales Tips" weekly Ezine. If you're ready to Double Your Income Selling Over the Phone, then sign up to receive your FREE tips now at: www.MrInsideSales.com.
Showing posts with label email. Show all posts
Showing posts with label email. Show all posts
Tuesday, August 3, 2010
Thursday, March 4, 2010
Are You Hiding Behind Email?
Email is a wonderful convenience for salespeople today - but it could be costing you sales if you're using it as your sole means of communication. Branch out and get a little more personal - pick up the phone! Read on for more from sales trainer Mark Hunter.
If you have a doubt about something (an order, a customer need, etc.) and you need clarification, pick up the phone and call. Don't hide behind an email.
Why is it so hard to pick up the phone and call? We're in sales and yet for some reason, too many salespeople have come to believe that using a telephone to talk to someone is not necessary to be successful. What concerns me the most is when salespeople believe there's a problem of some sort with the customer or they might be a little difficult to handle on the phone, so instead of calling, they send an email.
Don't hide behind an email. Make the phone call. I prefer this for a couple of reasons. First, it shows initiative and that you're willing to be pro-active. Second, if you do reach the person on the phone, you may just find out some very important information that will help you a lot. Finally, even if you do reach their voice mail, you can leave them a message that you tried to reach out to them. Again, this shows initiative.
Sometimes, the best thing you can do is pick up the phone and call. The more you use this technique appropriately, the more you will gain the confidence of your customers.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
If you have a doubt about something (an order, a customer need, etc.) and you need clarification, pick up the phone and call. Don't hide behind an email.
Why is it so hard to pick up the phone and call? We're in sales and yet for some reason, too many salespeople have come to believe that using a telephone to talk to someone is not necessary to be successful. What concerns me the most is when salespeople believe there's a problem of some sort with the customer or they might be a little difficult to handle on the phone, so instead of calling, they send an email.
Don't hide behind an email. Make the phone call. I prefer this for a couple of reasons. First, it shows initiative and that you're willing to be pro-active. Second, if you do reach the person on the phone, you may just find out some very important information that will help you a lot. Finally, even if you do reach their voice mail, you can leave them a message that you tried to reach out to them. Again, this shows initiative.
Sometimes, the best thing you can do is pick up the phone and call. The more you use this technique appropriately, the more you will gain the confidence of your customers.
Mark Hunter, "The Sales Hunter", is a sales expert who speaks to thousands each year on how to increase their sales profitability. For more information, to receive a free weekly email sales tip, or to read his Sales Motivation Blog, visit www.TheSalesHunter.com
Thursday, October 15, 2009
Email Strategies That Reach Your Prospect
Have you been firing off emails left and right, with no real response to your efforts? You may be making one of these mistakes sales expert Wendy Weiss warns against. Read on to make sure you're not including any of these in your e-correspondence.
1. Create an attention-grabbing subject line. If your prospect does not open your email or worse still, deletes your email you are nowhere. Make sure that you have an attention-grabbing subject line. Go to the newsstand and look at magazine headlines. Use magazine headlines as a model. You are looking for a formula to follow. The topic is, of course, different.
2. Subject lines that use the prospects name and/or subject lines that ask questions frequently work well. If you have a referral put that referral's name in the subject line, "Jane Jones recommended that I contact you."
3. Keep your email short and to the point. No more than one screen in length. Remember that your prospect may be reading on their desktop or they may be reading on their Blackberry.
4. Just like a voice mail message, make sure that your email focuses on a benefit or result that you/your company/your product or service achieves for customers.
5. Make sure that your message includes a call to action. What action do you want your prospect to take? If you want a phone call you must say, "Please call me." Don't expect that your prospect will guess. It's your job to ask.
6. No attachments. Remember that your prospect may be reading on their desktop or they may be reading on their Blackberry. In addition, attachments will frequently get caught in spam filters, which means that your email will not be delivered at all.
7. No HTML or fancy graphics. Remember that your prospect may be reading on their desktop or they may be reading on their Blackberry. In addition, some graphics can get caught in spam filters, which means that your email will not be delivered at all.
Wendy Weiss is known as "The Queen of Cold Calling." She's written a bestselling e-book called "101 Cold Calling Tips for Developing New Business in a Downturn." Find out how it can help you sell more by phone here.
1. Create an attention-grabbing subject line. If your prospect does not open your email or worse still, deletes your email you are nowhere. Make sure that you have an attention-grabbing subject line. Go to the newsstand and look at magazine headlines. Use magazine headlines as a model. You are looking for a formula to follow. The topic is, of course, different.
2. Subject lines that use the prospects name and/or subject lines that ask questions frequently work well. If you have a referral put that referral's name in the subject line, "Jane Jones recommended that I contact you."
3. Keep your email short and to the point. No more than one screen in length. Remember that your prospect may be reading on their desktop or they may be reading on their Blackberry.
4. Just like a voice mail message, make sure that your email focuses on a benefit or result that you/your company/your product or service achieves for customers.
5. Make sure that your message includes a call to action. What action do you want your prospect to take? If you want a phone call you must say, "Please call me." Don't expect that your prospect will guess. It's your job to ask.
6. No attachments. Remember that your prospect may be reading on their desktop or they may be reading on their Blackberry. In addition, attachments will frequently get caught in spam filters, which means that your email will not be delivered at all.
7. No HTML or fancy graphics. Remember that your prospect may be reading on their desktop or they may be reading on their Blackberry. In addition, some graphics can get caught in spam filters, which means that your email will not be delivered at all.
Wendy Weiss is known as "The Queen of Cold Calling." She's written a bestselling e-book called "101 Cold Calling Tips for Developing New Business in a Downturn." Find out how it can help you sell more by phone here.
Wednesday, August 5, 2009
Getting Past the Emailed Quote
Sales trainer Joe Guertin often answers salespeople's questions on his blog, and I thought his most recent answer was very appropriate and advice we could all use. A recent reader asked "My customers are busy and can't take time to meet face-to-face. They want prices e-mailed. But then...NOTHING HAPPENS! Help! What can I do?"
"I get asked that a lot," says Guertin. "And it's a chronic problem. Busy buyers just want quotes, and then make their decisions on their own criteria (which, for the most part, include who they feel the most comfortable buying from)."
I don't like e-mailed quotes. Unless it's going to a current customer with whom you have an on-going relationship, e-mailed quotes take the selling out of sales.
But, in those cases where you absolutely have no choice, add these two steps and you'll see those all-important 'connections' grow (and get a better closing ratio):
Call Ahead
"I'm about to send that quote and just wanted to confirm one thing."
Ask a question about one of the specifications, about their timetable, etc. Thank them again for the opportunity, tell them you'll "follow up shortly," and let 'er rip.
Follow Up
Did they say it'll take a week or two to get an answer? Did they say they'd let you know? Did I say stop there? Especially if this is a new customer, FOLLOW-UP. The key is to have a specific reason for following up...as you don't want to sound like a lap dog who says "didja getit...didja getit...didja getit?" (Of course they got it.)
Make a strategic call that includes these elements:
"I know it'll be a week before you make a decision" (set aside THAT debate)
"but I just wanted to make sure we've got everything covered."
This could elicit responses from "I haven't looked yet" to "looks good."
Now, reconfirm their next step, thank them for the opportunity. Be sure to fire out a brief thank you letter, too.
P.S...Personal visits should be proportionate to dollar amounts. Larger, more detailed quotations have "I need face time" written all over them!
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
"I get asked that a lot," says Guertin. "And it's a chronic problem. Busy buyers just want quotes, and then make their decisions on their own criteria (which, for the most part, include who they feel the most comfortable buying from)."
I don't like e-mailed quotes. Unless it's going to a current customer with whom you have an on-going relationship, e-mailed quotes take the selling out of sales.
But, in those cases where you absolutely have no choice, add these two steps and you'll see those all-important 'connections' grow (and get a better closing ratio):
Call Ahead
"I'm about to send that quote and just wanted to confirm one thing."
Ask a question about one of the specifications, about their timetable, etc. Thank them again for the opportunity, tell them you'll "follow up shortly," and let 'er rip.
Follow Up
Did they say it'll take a week or two to get an answer? Did they say they'd let you know? Did I say stop there? Especially if this is a new customer, FOLLOW-UP. The key is to have a specific reason for following up...as you don't want to sound like a lap dog who says "didja getit...didja getit...didja getit?" (Of course they got it.)
Make a strategic call that includes these elements:
"I know it'll be a week before you make a decision" (set aside THAT debate)
"but I just wanted to make sure we've got everything covered."
This could elicit responses from "I haven't looked yet" to "looks good."
Now, reconfirm their next step, thank them for the opportunity. Be sure to fire out a brief thank you letter, too.
P.S...Personal visits should be proportionate to dollar amounts. Larger, more detailed quotations have "I need face time" written all over them!
Joe Guertin is an advertising sales trainer, speaker and coach. His programs have informed and entertained sales professionals nationwide. Visit his Sales Resource Center at www.StreetFighterSelling.com
Friday, December 19, 2008
How to Write an Introductory E-mail That Doesn't Get Deleted
Sales trainer Steve Martinez recently relayed a story of bad introductory emails and gave some advice to make sure you don't commit the same offense. Read on to make sure your email is read, and not sent directly to the trashcan!
"Today I received an introductory email from a company that wanted to tell me how great they are and why they want to do business with me. There were about 232 words in the message. I know, because I counted them. Plus, I had to read the message four times to get the gist of what the author wanted me to know."
We are all busy and when you write a business letter or an email, here are a few tips:
--Make the letter personal and use first and last names instead of being formal like you are talking to my father. I don't really like being referred to as Mr. Martinez. When you do this, it makes me feel old and puts me off right away.
--Remember, if you want someone's attention, we are a society that is "ME" centered. This means that it isn't about you - we don't care how great you or your company is. Tell us how your service will impact us and maybe we will take a shine to what you offer.
--Close with an incentive or a call to action that gets us excited to consider doing business with you. If you want us to do something, spell it out clearly and if there is a time frame for action, make that clear too.
--Add a picture and logo to your message to help us remember you. We are only human and it really helps to put a name to a face because we will remember a face or a logo better than the words you write.
When writing a letter or an email, try to write it as a friend to a friend. Keeping your message simple and short is also important.
Steve Martinez is a leading authority on automating and systemizing the selling process. His company, Selling Magic, LLC teaches businesses how to simplify, balance and automate the complex selling process. Learn more at www.sellingmagic.com
"Today I received an introductory email from a company that wanted to tell me how great they are and why they want to do business with me. There were about 232 words in the message. I know, because I counted them. Plus, I had to read the message four times to get the gist of what the author wanted me to know."
We are all busy and when you write a business letter or an email, here are a few tips:
--Make the letter personal and use first and last names instead of being formal like you are talking to my father. I don't really like being referred to as Mr. Martinez. When you do this, it makes me feel old and puts me off right away.
--Remember, if you want someone's attention, we are a society that is "ME" centered. This means that it isn't about you - we don't care how great you or your company is. Tell us how your service will impact us and maybe we will take a shine to what you offer.
--Close with an incentive or a call to action that gets us excited to consider doing business with you. If you want us to do something, spell it out clearly and if there is a time frame for action, make that clear too.
--Add a picture and logo to your message to help us remember you. We are only human and it really helps to put a name to a face because we will remember a face or a logo better than the words you write.
When writing a letter or an email, try to write it as a friend to a friend. Keeping your message simple and short is also important.
Steve Martinez is a leading authority on automating and systemizing the selling process. His company, Selling Magic, LLC teaches businesses how to simplify, balance and automate the complex selling process. Learn more at www.sellingmagic.com
Wednesday, November 28, 2007
The 5 Secrets of Winning Emails
How would you like to harness the power of email to connect with customers? Here are five secrets of winning emails from Mike Brooks, Mr. Inside Sales, to set your email apart from everyone else's.
Use the prospect's first name in the subject line. Putting your prospect's first name in the subject line will automatically distinguish your email from the hundreds of others your prospect gets. In addition, we're all partial to our own name, and this will draw your prospect's eyes like a magnet.
Customize the first few lines of your email as much as possible. Many people preview emails by reading the first paragraph in Outlook. So the beginning better be short and have immediate value to your prospect. Example:
"Hi Barbara, Mike Brooks here with MHS Software. I've got some ideas about your networking issues for your new office that's opening in Houston next month. We've helped a lot of companies in this area, and I think you'll find it useful if we talk."
Keep your email short and easy to read! Nothing will turn your prospect off more than long, information packed paragraphs. Break up your sentences into different paragraphs if possible, to make them easy to read and accessible - no more than three sentences per paragraph.
Ask for a return response - whether they're interested or not. This is a great way to end your email and a good way to get a response. Simply thank them in advance for their consideration and say you're looking forward to their response.
Promise to follow up by phone if they don't respond. Let them know that you understand they are busy, and that out of consideration, if you don't hear from them you'll follow up with a call in a day or two. This really increases your response rate - and be happy if you get a "not interested" response. These prospects just disqualified themselves and saved you a lot of time and energy.
Try out these email secrets from Mr. Inside Sales, Mike Brooks, and watch your response rate go up! If you've got an email secret to add to the list, let us know!
Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm
Use the prospect's first name in the subject line. Putting your prospect's first name in the subject line will automatically distinguish your email from the hundreds of others your prospect gets. In addition, we're all partial to our own name, and this will draw your prospect's eyes like a magnet.
Customize the first few lines of your email as much as possible. Many people preview emails by reading the first paragraph in Outlook. So the beginning better be short and have immediate value to your prospect. Example:
"Hi Barbara, Mike Brooks here with MHS Software. I've got some ideas about your networking issues for your new office that's opening in Houston next month. We've helped a lot of companies in this area, and I think you'll find it useful if we talk."
Keep your email short and easy to read! Nothing will turn your prospect off more than long, information packed paragraphs. Break up your sentences into different paragraphs if possible, to make them easy to read and accessible - no more than three sentences per paragraph.
Ask for a return response - whether they're interested or not. This is a great way to end your email and a good way to get a response. Simply thank them in advance for their consideration and say you're looking forward to their response.
Promise to follow up by phone if they don't respond. Let them know that you understand they are busy, and that out of consideration, if you don't hear from them you'll follow up with a call in a day or two. This really increases your response rate - and be happy if you get a "not interested" response. These prospects just disqualified themselves and saved you a lot of time and energy.
Try out these email secrets from Mr. Inside Sales, Mike Brooks, and watch your response rate go up! If you've got an email secret to add to the list, let us know!
Mike Brooks, Mr. Inside Sales, specializes in helping sales reps avoid rejection and make more money. Check out his free ezine at http://www.mrinsidesales.com/ezine.htm
Wednesday, October 17, 2007
A Magic Two-sentence Email that Gets Stalled Sales Back on Track
Here's an interesting tip from sales trainer Chris Lytle to help you get a stalled prospect back in sales motion:
When a customer didn't call me back, I sent this e-mail:
"Cliff, I still have you on my 'waiting for' list of people I'm expecting to hear from. Am I still on your radar? Chris"
His response:
"You are good. Let's talk this morning if you are available. I'm out of town but can be reached on my cell phone."
Result: Before I could call him, he called me from the road and we scheduled our next meeting. My two-sentence e-mail worked (I believe) because I really do have a "waiting for" list and keep track of people who owe me a call, an e-mail, or a contract - and because the "radar" question lets the customer opt in or out without pressure.
Chris Lytle, CSP, time releases immediately applicable sales advice via the MAX-ATM Automatic Training Machine website. Check it out at www.max-atm.com.
When a customer didn't call me back, I sent this e-mail:
"Cliff, I still have you on my 'waiting for' list of people I'm expecting to hear from. Am I still on your radar? Chris"
His response:
"You are good. Let's talk this morning if you are available. I'm out of town but can be reached on my cell phone."
Result: Before I could call him, he called me from the road and we scheduled our next meeting. My two-sentence e-mail worked (I believe) because I really do have a "waiting for" list and keep track of people who owe me a call, an e-mail, or a contract - and because the "radar" question lets the customer opt in or out without pressure.
Chris Lytle, CSP, time releases immediately applicable sales advice via the MAX-ATM Automatic Training Machine website. Check it out at www.max-atm.com.
Subscribe to:
Posts (Atom)