Pause to be a More Powerful Presenter. How to Write a Sales E-mail. A couple of weeks ago, I explained How to Write a Convincing E-mail.
That method works when you're asking somebody whom you already know (boss, co-worker, existing customer) to make a decision. Sales e-mails--the kind you send to prospects to see if they're interesting in a dialog--are quite different. Because you don't have a relationship with the recipients, you don't have the right to put much demand on their attention. My readers have sent me over a hundred real-life sales e-mails, usually with a complaint that they're not getting much of a response (as in less than 1 percent).
I'm never surprised, because most sales e-mails are way too complicated. What Doesn't Work and Why Based on my experience, almost every sales e-mail reads as follows: (Note: I've numbered each section to make it easier to critique; the numbers wouldn't be in the actually e-mail, of course.) Subject: AcmeHi [prospect name]! A Method that Actually Works Subject: [something relevant to the prospect]Dear [Mr. The True Definition of Selling. How To Qualify Clients In A Win Win Way. Here are a few thoughts on how to qualify clients… Gavin, you recently wrote an article Selling Pies Should Be Easy and you talked about not throwing up obstacles that make it difficult for our clients to buy from us.
I totally agree with this however in our business there are various criteria that we need to meet that, from the customers point of view, are often seen as obstacles. To be honest, the customer feels it just isn’t their problem. As you say, as a salesman I need to “smooth” this process and act as a go between “fluffing up” the communication and keeping the deal on track.I just wondered if you had any tips? Sales professional,Building engineering services industry What a great question! As a business person, sales professional or entrepreneur, we must decide who we want to work with.
As an example, I have a client who sells cars, high end cars. An elite service for elite clients and a (very) profitable one for my client. I know a lot of clients who operate in this way. Old School Cold Calling Tips For Reaching The DM. Have you ever made a call where you failed to get through to the decision maker whether cold call or warm call?
Have you ever had a gatekeeper be rude to you? Or maybe you have even had a gatekeeper put the phone down on you? Then you need to read these old school cold calling tips. When I run sales seminars the vast majority of delegates tell me that they find getting past gatekeepers a major frustration and something that they wish they could improve upon. They say that they find their cold calling sessions constantly derailed by their inability to reach decision makers. 1. When dealing with gatekeepers we must be polite but assumptive. Try, “If you could let John know that it’s Gavin, Gavin Ingham on the line for him.
The web's resource for sales leaders™ A Bold Email Template Designed to Get Client Response. Are you having a hard time getting clients and prospects to respond to your emails?
There is nothing more frustrating than when a good sales opportunity stalls because of no email response. If you let too much time elapse, so does energy and connection. If you’re too impatient, then the client feels pressured. This is when to bring out a good, strong, yet appropriate email template! One that’s designed to get a response so you can move forward or move on. In my last post I outlined the Prevention Strategy designed to avoid this from happening in the first place. Today’s lesson is the Responsive Strategy. The Rule of Three for Email Follow Up. How to Write Persuasive Emails for Sales Professionals. Intentional Selling : The Power of Intention for Accelerating Sales Results. Anyone who works with me and knows me has heard me rave about Intentional Selling: What does the word ‘intention’ mean to you?
How would you define it? And what does it have to do with selling anyway? In my Intentional Selling workshops one of the foundational concepts I establish right at the beginning is the power of intention. When I ask people what the word intention means to them, it invokes different and sometimes confusing responses in people. .. Step One: Engage with the right people. “Engage” means to interact in some kind of communication.
It can be face-to-face, over the phone, via email, or via a website. “Right people” means those people who have a need or interest in your product, and for whom the timing is right. If you don’t engage with the right people, you spend all of your time in the wrong place. Sort of like trying to plant carrot seeds on a cement sidewalk. You can do everything else right, but it won’t matter. This first and fundamental step in the process is composed of two sub-tasks that combine to make up this piece. 1. 2. The decisions you make about the identity of “right people” are crucial to your success. We have two sets of resources to help you with these decisions. First, consider our Sales Resource Center. Second, carefully consider the other resources listed on this page.
Canadian Management Centre.
Blog. How do you know when it’s time to start your actual sales presentation?
Wouldn’t it be nice if there was specific time such as 12 minutes into the conversation? You could set a timer on your phone to vibrate in your pocket when it’s time to move into the presentation. If only it were that simple. But it’s not. We’re selling our wares to people. Here’s a list of what I recommend. You’ve established a comfortable level of rapport with the potential clients. The last four items above are all part of an effective qualifying process. If you jump into your presentation before gaining this knowledge you may end up presenting a product or solution that’s just not right for the buyer. Copyright Tom Hopkins International, Inc. The Free Newsletter for Sales Professionals. Winning the Battle of Commodization Jill Konrath on Standing Out Above Your Competition The other day, I met with executives from two very different businesses.
One firm sells products that cost a couple thousand dollars; the other sells services costing hundreds of thousands annually. Yet both have one thing in common in today's marketplace, their clients view them as commodities. Differentiation is difficult because truthfully everyone is offering pretty much the same thing. 17 Rules For Powerful Sales Proposals. How To Write an Executive Summary. Meet thousands of sales recruiters on Sales Gravy. Sales Tips, Sales Advice, and Selling Strategies for Sales Professionals. Employee Recognition, Years of Service, Sales Performance, Training. Order Back Issues of Jeffrey's Weekly Sales Magazine - Sales Caffeine.