Clients ask whether or not they should combine email with their phone prospecting.
My response is always: YES…Effective Emails are a Powerful Tool to Get More Appointments.
One of my clients asked me to review an email they were using with little success. The revised version doubled their open rate and increased the number of meetings they set by 33%.
Remember, prospecting is NOT selling. Prospecting is the part of the sales process where we seek to transition from an interruption to a scheduled conversation. Whether you send emails from Outlook or use LinkedIn InMails, effective emails are an important tool to secure more meetings with your prospects.
In case you haven’t noticed, email has morphed from a communication medium to a ‘stream’ medium. If that statement is not intuitively obvious, please let me explain.
Email used to be a means of communication. I send you an email and then you respond…every time. These days, we delete (or just ignore) emails from people we know – not surprising given the overwhelming volume we deal with every day.
Email has become like Twitter or Facebook where stuff appears in our stream briefly and then disappears into the black hole of “get to that later.”
Think about it this way: IF something makes it past your SPAM filter, it falls into one of three categories.
- Deal with later
- Deal with now
We have all used the excuse: “Oh man, I just found your email in my SPAM filter”
Your challenge (and only hope) is to get make sure your message gets dealt with NOW because “deal with later” and “delete” are pretty much the same thing.