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Quick Sales Tips -- "Why Don't They Read My Email?"

  • RSC Administrator
    • 1373 posts
    October 7, 2010 5:36 PM PDT
    Quick Sales Tips -- "Why Don't They Read my Email?"  (whine!)

    Written by Renee Walkup--Author, Speaker, Sales Expert, Email Lover/Hater

    Many of our clients ask us to include exceptional e-mail communication information in our training sessions. In this newsletter, learn how to:

    • Sound professional in your email communication
    • Get your customer's attention with your email
    • Receive responses from your customers
    • Ask for action and get commitments!

    To help you remember the ideas outlined, I'll use the acronym EMAIL. Read on.

     

    E = EXHIBIT professionalism in your email message. Make sure you use a salutation. Examples include: "Hi, Joe," "Hello, Melinda," "Greetings Henry."  Just as you would never answer your telephone without saying "hello," you should never begin your email with just text. This is rude. Stick to a professional approach. I promise, it only takes you two seconds to type a greeting.

     

    M = MAKE the subject matter compelling to read. Remember, all of us are bombarded with email messages. You want to share with your customer why you are contacting them. For example, if you are emailing a lead, use the referral name IN the subject section of the mail. If you are sending an agreement, tell the customer that. Be careful not to make too much of a claim
    in your subject box. We are all too inundated with SPAM to pay attention to
    those.

     

    A = ASK for action from your customer to get a response at the end.  Examples include: "When can we set up a phone call this week?" or "What is the best time to reach you tomorrow?" or "Let's meet for coffee. Does Tuesday or Wednesday sound better with your schedule?"

     

    I = INCLUDE benefit statements when you are bringing in features about your company and products.  For example, if you make a comment
    such as: "We've been supplying our customers with outstanding service for 17 years." The customer may think,  "so what?" Tell your customers the benefit of helping your customers for 17 years. You might say: "We've been around for 17 years with low prices, and that means you will benefit by our long time experience, saving you money in the long run."

     

    L =  LEAVE the email with a professional signature line. If you just sign it "Ralph," the recipient may not remember your last name, company, etc. Make it easy for the customer to remember you with your last name, company, and phone number. Include a link to your website, LinkedIn, Twitter or Facebook page--making it convenient for the customer to learn more about  you/your company. Your customers are busy. Don't make them work too hard by having to analyze the return email address, subtle codes, and more.


    © Renée Walkup, Author/Speaker, SalesPEAK, Inc. 678 587-9911  walkup@salespeak.com  www.salespeak.com
  • Roger Burke
    • 53 posts
    October 8, 2010 10:41 AM PDT
    This is great stuff. Much of what I do day to day is chase people down. There are many who I have sent a few emails to, and called, yet they do not respond with so much as an, "I'm sorry, too busy, call next week." People, I conclude are not trying to be rude.,Furthermore they have no idea how many people I am chasing after in a given day. But, when I am exasperated by the chase, and need to summon this prospect or client NOW, I use a question in the Subject Line that works, (I am not kidding, everytime). Naturally I caution this only be used when you have tried everything else. Also,use sparingly or it'll lose it's power. Here it is:
    "Are you there?"
    Almost anything else you write in the main body is of little to no importance. In fact, it is probably best to either write nothing else, or very little. With this in the Subject LIne your email is like a Role Call, and the "pursued" can do nothing less than respond, "I'm here." Instant contact. Try it, you'll be surprised.
    Roger
  • RSC Administrator
    • 1373 posts
    October 8, 2010 10:56 AM PDT
    Roger, Thanks very much for sharing your tip! I'm definitely going to file it for future reference. :-) It reminds me a bit of Chris Lytle's "Magic Email," which consists of making "Quick Question" (and nothing else) the subject line, and then in the body of the email, "John/Jane, I have you on my waiting for list of people I'm expecting to hear back from. Am I still on your radar?" That's it. I have used this email many times, and more often than not, it nets me a speedy response, which, regardless of whether it's a yes or no, is always appreciated. ~ Rebecca
  • Roger Burke
    • 53 posts
    October 8, 2010 11:01 AM PDT
    Hi Rebecca, I love Chris Lytle, and either forgot about his "Magic Email" or never learned. Thanks for sharing. I think I like this approach even better in certain instances.
    Roger