Key Takeaways
- Emailing prospects before calling is a less intrusive and more efficient way to reach decision-makers, leading to higher appointment bookings.
- Emailing allows you to carefully craft your message, reducing the risk of errors and facilitating a paradigm shift from a buyer/seller relationship to a doctor/patient dynamic.
- To maximize the effectiveness of your emails, send two personalized emails with valuable information, avoiding addressing failed call attempts.
Imagine this: you’re a busy decision-maker, engrossed in an important task. Suddenly, the phone rings, interrupting your flow. It’s a cold call from a salesperson you don’t know. How do you feel? Annoyed? Frustrated? Most people would say yes.
Cold Calls: The Dreaded Interruption
According to a Salesforce study, 80% of decision-makers prefer not to receive unsolicited phone calls. That’s because cold calls are often perceived as intrusive and disruptive.
Email: A Less Intrusive Approach
Email, on the other hand, offers a less intrusive way to reach prospects. They can read and respond to your message at their convenience, without feeling pressured or interrupted.
Busy Decision-Makers Prioritize Emails
Busy decision-makers often screen their calls, prioritizing emails instead. A HubSpot study found that 90% of decision-makers prefer to receive business-related emails.
Emailing is More Efficient
Emailing prospects before calling is more efficient than making multiple phone calls. You can quickly craft and send personalized emails to a large number of prospects, saving you time and effort.
Higher Appointment Bookings
Email open and reply rates are typically higher than cold call answer rates. By emailing prospects first, you increase the chances of getting a response and booking an appointment.
Reduced Risk of Errors
Emails give you more time to carefully craft your message and minimize the potential for errors. This is especially important when communicating with high-level decision-makers.
Facilitates a Paradigm Shift
Emailing before calling can help transition the sales conversation from a buyer/seller relationship to a doctor/patient dynamic. By providing valuable information and insights via email, you position yourself as a trusted advisor rather than a pushy salesperson.
Calling Remains Important
It’s important to note that emailing prospects before calling does not eliminate the need for phone calls. However, it can significantly improve your efficiency and meeting success.
Tips for Emailing Before Calling
To maximize the effectiveness of your emails, follow these tips:
- Send two emails before calling.
- Personalize your emails with the prospect’s name and company.
- Provide valuable information and insights that are relevant to the prospect’s business.
- Avoid addressing failed call attempts in your emails.
Bonus: Remember, the key to sales success is building relationships. By emailing prospects before calling, you demonstrate that you respect their time and value their input. This approach can help you establish trust and create lasting connections.
Conclusion:
In today’s digital age, emailing prospects before calling is a smart and effective strategy. By embracing this approach, you can increase your chances of reaching decision-makers, booking appointments, and closing deals.
Frequently Asked Questions:
Why should I email prospects before calling?
Emailing prospects before calling is less intrusive, more efficient, and can lead to higher appointment bookings.
How many emails should I send before calling?
It’s recommended to send two emails before calling.
What should I include in my emails?
Your emails should be personalized, provide valuable information, and avoid addressing failed call attempts.
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