Woo-hoo!! You have (at least) a warm one! You just had a conversation with the prospect and they are eager for more information, or maybe they asked for you to follow-up next quarter. Either way, they took time to provide you with a few insights; you definitely know more now than you did before the call. They need what you offer and you can nurture and close this.
And then you blow it.
You blow it because you send an email that seems like you never had a conversation.
You blow it because your email talks all about your service or product instead of what they just told you.
You blow it because you didn’t continue the conversation and instead revert to some outdated email template that may have worked for you at one time.
Most people are savvy enough to mention the call:
Thank you for your time today.
It was great to connect with you both over the phone today!
But then what? Are you rehashing your key points instead of theirs? Are you putting them at ease? Are you emailing in the same voice as you used in your conversation?
Here is an email example of what to do when you’ve just spoken with a previous contact:
What a great call and such awesome news about your X! Congratulations on your expanded adventures!
It sounds like you’re super busy so as promised, I’ll connect again after Y.
No, “By the way, we are a fully staffed” whatever. No, “As discussed, we can paint the moon —”. No, “You may recall—”.
If you treat them like you didn’t make a connection, you won’t have a connection. It’s that simple.
Before you go—
The whirlwind is behind us and the future is bright! With two-thirds of buyers preferring remote interactions – digital and virtual – polishing your email selling skills is key to dramatically improving sales.
It’s time to stop sending email after email only to be ignored! You can write quick, strategic, smart messages that get results and drive sales!