Your prospecting email broke through the clutter. Instead of radio silence or “no thanks” as a response, this prospect is eager to learn more.

Now what?

Will you move it forward, stall it or lose it?

You’re most likely to move it forward if you do not – that is DO NOT – use your response email to rush to ask for a meeting. Yes, of course, if the buyer said something like, “What is our next step to move forward?” or “Please call me” or “How do I get on your calendar?” you ask for that meeting, or full commitment.

Do not do these things either:
Respond with a generic email
Respond listing and clarifying every feature and benefit any buyer could possibly want
Presume you got the deal
Send answers to their questions only
Ignore any of their questions
Try to outsmart them

All of those email sales behaviors will stall or lose this deal and depending on how much you annoy them, may eliminate the possibility of any future opportunity.

Move it forward by:
Clicking on their website. Learn something about them. Personalize your response.
Choose words that help them feel safe and smart taking the next logical step
Create excitement, desire, distinction
Include emotional outcomes
Answer every question they ask
Ask if it would save them time to discuss over zoom.

Many sales professionals think of follow-up as an opportunity to pursue or investigate – discovery! – further. They’re wrong.

Instead, top sales performers (leaders, too) nurture, cultivate, develop, encourage.
What words would you use to nurture or encourage versus follow-up and pursue?

It’s easy to move it forward when your email shows them you care, you respect their needs and you want them to be at their best with you and your product or service.

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!

Check availability for a fully customized on-site sales training workshop or virtual training series. Visit Sue’s website, email or call +1-480-575-9711 for possibilities.


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