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10 Sales Emails to Send When Your Prospect Goes MIA
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This was a major concern of yours and I’m glad to hear it can be resolved easily. When could we set up a brief phone call about getting started with (Company)? “Bonus points if you have a client who loves you so much they’re willing to speak directly to your prospects as a brand advocate, an introduction you can make in a separate email.” Super ShortMost likely your prospect is busy and reading emails on mobile.
Add value. “If I hadn’t heard from a prospect in some time, I would check their company social media accounts and let them know about a tool I’d learned about could help them attract more followers. I’d direct them to an article about new trends for stores just like theirs.” Of course I’d include a subtle call to action in the email, but 97% of the content would be beneficial to them. If what you sell can be hard to distinguish from its competitors or you’re selling in a crowded space, being the most helpful and valuable salesperson your prospects work with can be one of your greatest strengths and this email creates that perception.
If you’re in sales, you’ve probably Googled at least one of these phrases before. “Even after diligent phone calls and follow ups, carefully-written emails and a perfect demo, prospects can go MIA.” And, if you’re like me, there’s nothing worse than a prospect who goes MIA.
If I’d spoken with a client who mentioned customer loyalty was important to them, I’d introduce them to a partner who could provide an integrated loyalty program. If they needed branding, I introduced them to a graphic designer. If they wanted marketing help, I introduced them to an agency. “Your prospect may not want to be introduced to anyone and, if you get the sense they’re quite private, this email can simply be used to ask if they’d like an introduction.” Whichever method you choose, it shows you’re serious about their success and want them to do well. You’ve gone from just another salesperson to someone they can rely on, a trusted partner.
We want their time. We want their attention. We want their money. We want their signature. “And, if we’re capable salespeople, we should ask ourselves in each email we write: what’s in it for my customer? What do they get out of this?” Even an email in which all you need to do is get their signature to start their service, which on the surface benefits us most, we can spin it to be about them. Instead of asking for their signature, we have to explain why it matters to them. Perhaps, if we get their signature today, you can prioritize their onboarding or lock in the special offer that ends this week. What’s in it for them?