horrible follow up sales emails
DESCRIPTION
Every business needs to work on their client-business relationships in order to connect better with the prospects and turn them into customers. Gone are the spray-and-pray days when you could simply shoot off emails to your prospects at random times and expect one of them to coax them into buying. To avoid sending such horrible follow-up emails- and being strapped for time is not even an excuse – I present to you some unique strategies to come up with a valuable email that can be used with better results. Check out the following presentation to learn about these techniques. For more information, visit: http://www.markettantra.com/sales-follow-up-emails-that-are-so-bad-they-stinkTRANSCRIPT
We have all done it!
We’re desperate to hit quota.
We’re desperate to hit quota.
We’re pining for that extra commission.
We’re desperate to hit quota.
We’re pining for that extra commission.
We’re lost on how to reconnect prospects.
So we send the stinking “Just Checking In” email.
So we send the stinking “Just Checking In” email.
But this is selfish!
Let’s see why:
Just Checking In Emails:
Email Type1.Used by a sales representative who is trying to get in touch with a prospect and book a call.2.A desperate attempt to say, “Hey! I am still around in case you are still interested in doing some business with me
SynonymsLazy, asleep on the job, interruptive, disturbing, annoying
“Prospects have to be convinced that your company understands them and
their challenges and cares about addressing his concerns before they can
buy from you”
Let’s see why this email actually stinks and for
all purposes, is useless!
1
1Completely generic opening. No hint of personalization or relationship with the prospect.
1
1Completely generic opening. No hint of personalization or relationship with the prospect.
22
You clearly admit that you are checking in simply for the sake of checking-in and have no value to add!
1
1Completely generic opening. No hint of personalization or relationship with the prospect.
22
You clearly admit that you are checking in simply for the sake of checking-in and have no value to add!
33
You are asking the prospect for information rather than providing him with some useful information of your own.
1
1Completely generic opening. No hint of personalization or relationship with the prospect.
22
You clearly admit that you are checking in simply for the sake of checking-in and have no value to add!
33
You are asking the prospect for information rather than providing him with some useful information of your own.
44
You finally end with an all too generic Call-To-Action, rather than providing him with a specific next step.
So, what are you really supposed to do?
There are three ways in which you can improve the quality of these
mails
GOOGLE ALERTS LINKEDIN GROUPS EMAIL ALERTS - CRM
Set up a Google Alert
Set up a Google Alert
Set a custom Google Alert for your prospect's company name, competition, and industry keywords.
That way, Google will search the web and instantly email alert you when new content on the web matches your search.
You can then use this trigger event to customize your follow up email with a focus on the actual prospect.
Engage in LinkedIn Groups
Find a LinkedIn Group that discusses the industry your prospect is a part of.
You'll find niche groups sharing niche content for your prospect's niche industry.
That provides you with an actual reason to follow up with your prospect.
Engage in LinkedIn Groups
“Salespeople need to use their LinkedIn accounts as a resource, and not a resume.
Internally at LinkedIn, we call that 'Resume to Reputation.' It’s really about the transformation in
how you use your online persona, building your reputation and becoming that brand that draws
people in.”
Koka Sexton – Senior Social Marketing Manager, LinkedIN
Use An Email Tracker
Rather than checking-in arbitrarily, use a tool to track when your prospect is actually opening and/or clicking your email.
That way, if you see a prospect you talked to three weeks ago is suddenly clicking on the resources you sent, you can follow up with additional information relevant to what they're clicking on.
Use An Email Tracker
Alright!Let’s take a look at an improved
follow-up email now
1
1Personalized opening that is specific to the prospects interests. That gets him hooked on right away.
1
1Personalized opening that is specific to the prospects interests. That gets him hooked on right away.
22
A direct link to a valuable resource for the prospect to check out and learn more about.
1
1Personalized opening that is specific to the prospects interests. That gets him hooked on right away.
22
A direct link to a valuable resource for the prospect to check out and learn more about.
33
A clear reasoning for your email that is also tied to the prospect’s business goals.
1
1Personalized opening that is specific to the prospects interests. That gets him hooked on right away.
22
A direct link to a valuable resource for the prospect to check out and learn more about.
33
A clear reasoning for your email that is also tied to the prospect’s business goals.
4 4A clear next step that focuses on you helping the prospect and not the other way around.
Better, right?Try and think about every such
mail that you have been sending out and identify the
room for improvement
Thank You!