The official blog of AG Salesworks, Sales Prospecting Perspectives will give readers an insight to the challenges of managing a targeted outbound Sales Prospecting effort and team.
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With all of that being said, there are some obvious benefits to email. Let's put yourself into the mind of the prospect: if you had the choice of either calling a sales guy back, or responding to his email, what would you prefer? Your timing could be uncanny and you may, on occasion, stumble upon an active project. It doesn't happen often, but cold calling is a numbers game so you are bound to get lucky at some stage. Even at that point they are generally more inclined to respond via email regarding the project, and the reason being is that no one wants to get caught up talking to a sales guy unless it's on their terms. Bottom line is email allows the prospect to feel they have control of the interaction.
So now that we know a prospect is more inclined to respond to an email, here are a few suggestions on how to craft your message in a way that will capture their attention:
Now that we have understanding of how to craft an effective message, the next step is coming up with a plan to execute. Next week I want to discuss the importance of a focused call plan and a few tips on reducing the time/dials it takes to find your target audience.
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