Follow-up emails fail for lots of reasons. Here are four:
1. The prospect is busy and you aren’t their priority. (Seriously, it may be nothing more evil than that.)
2. The proposal you sent sucks. It wasn’t aligned with their vision, it didn’t create distinction, It’s a losing proposal.
3. They really aren’t interested in your offer.
4. You haven’t given them a compelling reason to respond.
What can you do to get action from your follow-up?
Stop writing inane stuff like:
Just checking in to see if you’ve reviewed the proposal yet? Thanks!
Circling back to see if you had a chance to talk to your stake holders about the proposal I sent last week?
Touching base with you to answer questions and concerns you have about the proposal! Please let me know if I’ve covered everything.
1. Keep them excited about saying yes.
Focus on their success, their needs,their key drivers.
2. Take control of the next step.
Tell them when you’ll call. Always remember the “when” so they know what to expect.
3. Create FOMO.
Fear of Missing Out is real! Be authentic. Use key words to highlight exclusivity and scarcity.
Use your follow-up email to help them see their vision instead of your want.
Often it isn’t the email that is the problem. It’s the proposal.
Ask: Does my proposal:
•focus on their key drivers?
•deliver on their desired business results?
Use every bit of proposal narrative to highlight how your offer will create the outcomes they need.
Then follow-up to show them again and again and again.
Before you go…
Are you looking for fresh, modern ideas to boost success at your next sales meeting or conference? SpeakerSue will energize your meeting, keep everyone engaged and provide the “kick” your team needs to create a cultural change in the way they communicate.
To use email more strategically and successfully, send an email to Sue@SpeakerSue.com or call (+1-480-575-9711) to check availability. You can count on fresh, practical content to convert more leads and drive revenue and profitability.
PS. Please forward this blog to others who can also benefit! Thank you!