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Avoid Salesy - Feel Good
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One non-salesy tip
Let's build a winning follow up email
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“Just following up” ranks among the worst sales emails ever.
- It provides no value
- It risks annoying your prospect
- And it’s all about something you want
It doesn’t even feel good sending it!
This isn't any fun!
While there are a lot of reasons you may find yourself in this unenviable position (that I won’t address here), here’s a few things to do instead of "Just following up..."
1. Understand the problem: understand that “indecision” may be at play – it’s a nasty little bugger effecting 87% of all deals to some degree (see The Jolt Effect study).
2. Be helpful: pestering people with zero-value follow up emails helps no one. Instead, help them make a decision, e.g., offer a suggestion, lower risk
3. Use multiple mediums: a follow up messaging strategy from multiple mediums – video, phone, email, LinkedIn – will be more effective than just an email cadence of “Checking in…”
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Here's example you can adapt to your context…
Subject: Hi Ted – a few considerations
Hi Ted –
There can be a few boxes to check in making a decision for (or against) our services.
To help, here are three considerations:
1. Option B fits your context best, allowing you to address x, y, and z - and it’s a personal favorite.
2. In case some of your team needs an overview, here’s a 1-page resource that others have found helpful at this stage.
3. If you do decide to work with us, the training, support, and resources that are included enable you to ensure the outcomes you’re after.
Would a conversation be helpful at this point, or should I stay out of your hair?
Thanks, Ted
Rep
PS – this could easily be a video
I hope this helps!
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One sales principle
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One 1-min vid
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One suggestion
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Get the book...
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PS - audiobook coming December, 2022
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Want to keep going?
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I'm moving my newsletter to make it easier to deliver great content to you - short video below. In short: re-sign up here - you won't miss a beat
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Simple Step to Help Prospects Trust You & Feel Heard
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Insert a recap into your sales convos - too often we jump right to solutions. A recap helps a prospect feel heard, appreciated, understood - short video...
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Does your prospect "feel" heard?
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Simple step to ensure your prospect feels heard: Insert a recap into your sales convos Ever chat with a boss, a friend, or peer—and they suddenly go, "Got it," and then zone out while you're still talking? Happens all the time. Happens in sales conversations too. Imagine a seller who thinks they've totally understood the prospect's needs and starts daydreaming about …
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This cold email ask gets sales convos started...
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Bad: Can I grab 15-mins on your cal? Better: Open to a convo…? Worth a chat? Pure gold: Is it worth a short email exchange to see if a convo even makes sense?
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What's going on with your buyer?
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I saw a recent ad (somewhere) that used the word "Permacrisis" to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we also need to think differently …
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