Back in the day, sales people were taught to manipulate buyers by saying something like “Will Tuesday at 2pm or Thursday at 4pm be better for our call?”*

And though it’s still being taught, don’t use this approach in email. Ever.

To create a call-to-action your buyers want to respond to, leave the old-school approach behind.

You get much better results by treating your future client with respect.

Give them control while maintaining control and making the next step easy.

“I’ll call you early next week, unless another time frame is better for you.”

“I’ll plan to phone tomorrow afternoon, or if another day is better, I’ll follow up as you suggest.”

“I’ll phone Monday at 4pm, unless you prefer another time.”

By taking control of the next step yet respecting your buyer’s schedule, you add ease, trust and likeability to the relationship.

You also get to call as promised and they don’t have to do a thing!

If you do hear back from them – ta da! You’ve received a buying signal and can delight them by following up as they request.

When you’re talking and comparing calendars, you might offer two different times to your buyer. It’s an easy back and forth conversation and you’re simply negotiating choices.

But applying now or now in email does not work.

Not only is it rude, it’s a stupid selling strategy because it requires buyers to work! You email them the choice and they have to get back to you with an answer. You simply can’t call them at either time because you haven’t received their preference.

Smart salespeople don’t sit on your hands and wait.

Extend your hand. Make the next step simple and pleasant.

The sweeter the buying journey, the more likely they’ll buy from you.

For information on a customized email sales writing workshop for your group, please email or complete our quick Interest form to check Sue’s availability. Count on boosting productivity, professionalism and profits!

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