![]() ![]() If you have captured consumers or decision makers who have opted in or who are already in a satisfactory relationship with you, then you need to nurture them. Don’t waste hot prospectsĬreating a prospect database that includes the email addresses of people offering authentic sales potential is the lifeblood of any business. Your emails need to justify their existence and get the attention of your targets in a way that’s impossible to ignore. Just the very fact you exist and you are “checking in” is not an incentive to buy again, or pop back in your store. If you haven’t heard from your prospects for a while, you have to give them a reason to get back in touch. The ones which seek to re-establish contact with leads that are going cold over time can sound blatantly desperate. If you have recently made a purchase or connected with the company represented in the “check-in” email, such a lightweight form of communication can appear mildly superfluous. Good manners? Good practice? Little gentle nudges? Possibly, but some would argue that they can be at best ineffectual, and at worst counterproductive. “It’s been six months since you bought our goods, so we hope you are still happy.” “We’ve not heard from you for a while, so just to remind you what we do…” “Just checking in to see if you are pleased with your recent transaction….” You had some sort of connection with a company, and soon after you receive a perky communication to say “hi” and remind you what they do. You’ve probably received a few “check-in” emails yourself. This makes them very easy to irritate and disenfranchise. So, if you find yourself itching to whizz out a quick “check-in” email, you might want to read this guide first.Ĭonsumers and decision makers are bombarded with information these days – a tsunami of marketing messages hits them from all angles, including their email inboxes. In fact, the least effective and the blatantly unnecessary ones are the easiest to write. That isn’t an excuse to use them with ill-conceived abandon. Focus on helping people buy instead of fulfilling your quota.Emails represent a great mass communication tool for sales, marketing, and engagement, at little or no cost. There are dozens of ways to reach out and stay connected to buyers without being about “me, me, me!”īe creative, be helpful, be knowledgeable and deliver meaningful messages.ĭemonstrate that you’re more interested in being of value than closing the deal. Invite him to come into your business to observe how your solutions work.Suggest LinkedIn groups or forums or websites that might provide resources to help her make decisions or evaluate options.Engage in discussions in his LinkedIn groups.Comment about a recent event or news story about their company or competitors and how it affects her decision.Deliver a testimonial from a client with their insight about working with you and your team.Invite her to a webinar where your team reviews their seamless implementation process.Introduce a key team member with unique insight into the implementation or execution of your product or service.Send a case study with relevance to his problem and solution.So, what can you do to be valuable to buyers instead of sending selfish and empty follow-up messages? Here are 8 meaningful alternatives to the “Just Checking In” email: “Just Checking In” is only self-serving and doesn’t add value to the buyers’ decision-making process. In sales coaching sessions, I ask my teams to raise their hands and pledge with me to “ NEVER send another Just Checking In email ever again.”īecause there are better ways to follow up, be visible, and most importantly, move the relationship forward. “74% of buyers choose the company that was FIRST to add value.” – Corporate Visions This email is empty of value and worse yet, it doesn’t deliver any insight but it asks that Bill be the one to provide information.īecause that is what you’re charged with doing now as a seller: Adding Value and Insight to help the customer make better buying decisions. It really is, “lame” in that it is a feeble and limp attempt to sell. At the very worst, it lets him know you’re desperate and need a sale. Please give me a call and we can set up a meeting at your convenience.Īt its very best, it’s a reminder to Bill that you exist. I’d love to meet to see if there’s anything else I can help you with. I’m just checking in to see if you’re ready to make a decision or need more information on our product. ![]()
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