Studies show that practically 80% of sales leads need in any event 5 subsequent meet-ups after the underlying sales meeting. However, almost 44% of salesmen surrender after only 1 development, or neglect to follow-up out altogether.
So what gives? Why do only 44% of salespeople follow-up? in this blog, email reading: How to to get people to read your third email, gives 3 reasons you are wasting your time:
1. Follow-up #1 – You are trying to do too much.
Most salespeople think that if they follow-up with their leads weekly, they are meeting their lead’s needs. Unfortunately this is not the case. Most salespeople only meet their leads once a week. Some salespeople meet their leads monthly, but most salespeople meet their leads quarterly.
The reason is that most people prefer to have enough time to themselves to finish their sales process and have a break. Studies indicate that most salespeople will only need to spend 5 minutes with their leads in order to close the sale. This is not enough time, as most people prefer to finish their sales process after 20 minutes of browsing and socializing, instead of after 15 minutes of sales pitches.
To make matters worse, most salespeople believe that they need to be more like a coach or counselor than a salesperson. Most salespeople want to be more friend than salesperson, which is why they meet their sales process at least once a week, and only need to spend 5 minutes with their leads.
2. Follow-up #2 – You don’t make the effort.
Most salespeople try to sell with every email they send out. This is a big mistake. If you try to sell with every email you send out, you will fail. Instead, you should write emails that give valuable content to your leads and then recommend products to them. In your email content you can promote a product, tell a story, talk about an experience, sing your religion’s praises, talk about your accomplishments, or even endorse another product.
One of the things you must do is write the emails as if you were talking to someone one on one. This is important because most people are not familiar with your style and would not consider you a real threat and would not recommend a better salesperson instead. Instead, they would think of you as someone who would spam them with a myriad of products and products. You could promote this way, but you could also promote this way and compliment another product and the salesperson, instead. This is the difference between being too polite and too aggressive. Instead, you could be the most salesman person you could be, but the salesperson just wouldn’t have the desired effect.
3. Follow-up #3 – You are a negative influence.
You want your product to sell, of course, but you don’t want to scare off the people who were interested in the first two emails. You need to be positive and enthusiastic about the product, but you must maintain a good demeanor and not make the following emails sound like you are pressuring them. When you do this, they will not be motivated to get your product because they will associate you with your negative tone. You want them to look to the third email to see if they like the product enough to buy it, and if you have been in contact enough that they trust you to recommend it. This is possible when you are positive and enthusiastic about your product and you give people a reason to buy it.
4. Follow-up #4 – You don’t give them a reason to buy it.
The main goal of the third email is to make the salesperson and the product look like they have a strong relationship and that you are really their friend. If you are enthusiastic about the product you are recommending and make it sound like they are a good guy, then you will get a better response than if you just gave them a reason to buy it. But even if you are enthusiastic about the product, the product’s sales are still dependent upon the response you get from the first two emails.
Without the third email, the sales person is just another salesman in the lot. If the product sales are poor, then the company is still in bad shape. Even if they are doing well overall, they will still have a poorer time selling the product. This is the truth that you need to understand as you plan your third email. It is also important to realize that, after the product is purchased, it will still take some time before you can expect to get full sales response. And the time between your first two emails will give your sales person time to build up their relationship with the customer so that they can promote it again. And even if you have great content for the third email, the company has likely learned some of what you have given them so that they can promote it again. So if you aren’t selling the product in your third email, then you really are just another sales person in the lot.
Kindly leave you thought below.