I sat in a sales meeting a couple of weeks ago and heard a great idea practiced by a rainmaker. His approach to prospecting generates interest and increases his email response rate. It also qualifies prospects without talking to someone.
If you are waiting for people to return your email or voicemail messages you might consider using them as a one-two punch, rather than stand alone messages. This approach is not to be used for every message, but should be used when dealing with busy people that you’re prospecting. It’s very simple and here is how it works.
When leaving a voicemail, market or promote your email. Here is an example: “Hi Liz, this is Rene with Sales Manager Now. Rather than worrying about calling me back or me leaving a long message I sent you an email that includes links to client testimonials, links to our services and a short message on the return you will realize while working with us. I believe you will find it worth your time. I look forward to corresponding with you. Take care.”
Notice the voicemail refers to other information through links. This allows you to include a lot of content (through links) without overwhelming your reader with text. You can then focus your email on concise messages that target your prospect. I have seen too many wordy emails hit my inbox to only be deleted due to the fatigue I experienced trying to read them.
Why does this work?
1. Email is easier for most people to respond to and eliminates telephone tag.
2. By “Marketing” your email through voicemail you elevate your email message on the prospects priority list.
3. Concise emails with information links allow the reader to be in control of how much they want to learn, instead of being pitched by a run away message.
In your email include a question for them to answer. Keep it simple so you can begin a dialogue. Any dialogue with a cold prospect is good, as you are now warming them up so when you do speak with them, they are listening.
Final Tips:
- » Test your links to make sure they work before sending.
- » Practice your verbal messages to make sure you are clear.
If you want me to critique your voicemail or email messages call or send them over to me and I would be glad to help. rene@salesmanagernow.com
My clients and I have a motto, “Don’t Be Denied.” What a great time for the cream to rise to the top. When weaker sales people are worried about the economy and the negative effects it will have on their business, Champions rise to the challenge. You have to decide if you are a Champion or not.
I have sold through the recession in the 80’s, been through the dot.com bust, started a new business September 2001 and have seen the same thing happen. The best sales people get it done because they know what to do and “Do It”. There is no time to worry about the economy. The economy will take care of itself and the focus is still the same; find people who want your product and service and prove to them why they should buy from you.
Here are some reminders to consider for this year:
- » There might be fewer deals so make sure you are focusing on larger business.
- » The best companies will be buying which are the companies that are more fun to work with.
- » While we don’t have to worry about the economy, we do need to understand it. Assess which industries will be hit less with cash shortfalls and work these.
- » Work your referral networks diligently.
- » Focus on growing all contacts and marketing yourself to someone new everyday.
- » Don’t let excellent service go unrewarded. Ask for the referral once you shine with a customer.
- » Find your best ambassadors in your office to funnel leads to you.
- » Maintain a high value position with customers.
- » Don’t take budgets for granted. Make sure you know what they have to spend and how much wiggle room they have before presenting your proposal.
- » Don’t spend time listening to other reps whining about the economy.
- » Re-work data bases from those reps that fall away. There is business to be found that was not allowed to surface.
- » Get creative with finance packages you can offer. Little tweaks can make or break the deal.
Anyone can have a great year when the economy is growing but true champions find a way to win when circumstances are less favorable. In 2009 Don’t Be Denied.