According to data from Referral Squirrel, 80% of sales are made on the fifth to twelfth contact with a prospect.
To me, this can mean one of two things:
- Sales reps are sending far too many useless follow up emails to prospects.
- Sales reps are maintaining healthy relationships with prospects before closing.
In either case, all of us in sales need to do a better job of connecting with our prospects in valuable ways. But if it's the former, I'm here to change this sad scenario.
We can't selfishly send "just checking-in" emails at completely arbitrary times hoping to get our buyers' attention. (By the way, "just checking in" isn't the only phrase that poisons follow-up emails.)
The anatomy of the dreadful follow up sales email many still use:
To avoid this horrible email -- even when you're strapped for time and desperate to hit quota -- I've found three unique ways to craft a valuable follow up email. I review these in the SlideShare below, and provide a templated example for each.
For instance, here's what I might use in lieu of the above:
Have you come across the "Information Security Community?"
Check the group out: [link].
From our last discussion, this group looks to be filled with your target prospects and could ensure you reach your Q4 sales targets. Some of the challenges expressed in the group are problems your team helps solve.
What's the best way to get on your calendar for 15 minutes tomorrow? I'll show you the playbook on how to drive revenue from this group.
How did I come up with such a customized "checking in" email? Find out in the SlideShare below. It only takes a few minutes to click through.