We all know what it's like to send a qualified prospect our most converted sales pitch, only to receive total radio silence in return. We wonder why our prospect hasn't responded, what's happened since the last time we spoke, and what we should say next. In fact, losing contact with a prospect is so common that many of us have already established a protocol for sending a follow-up email after no response. But are you giving your follow-up emails as much care and consideration as you should? A personalized follow-up email can improve customer relationships and help you reach your sales goals. To help you get started, we've teamed up with top sales teams to bring you six expert tips for crafting the perfect follow-up email after no response. Let's dive! 6 expert tips for writing the perfect follow-up emailIf you want to re-engage and win back a prospect, you need to send a personalized, value-based follow-up email. Simply apply the following six tips from top sales experts to ensure your follow-ups generate responses from your prospects. 1. Follow up within three days of your last message or interaction. The longer you wait to send a follow-up email, the greater the chance your prospect will completely forget about you. Sending prompt and timely messages will ensure that you and your product remain at the forefront of your prospect's mind. Top sales experts say you should follow up with a prospect within three days of your last message or interaction, at most. That said, the sooner you follow up, the less likely your prospect is to be swayed by a competitor. Just as “Sales King” Jeffrey Gitomer says, “If you haven't followed up within three days…your competitors have”.
When you send a follow-up email, your chances of getting a response are also affected. Schedule your follow-up email to arrive in your prospect's inbox when you know they'll have time to read and respond. To find the right time, consider your target customer's typical working hours and when you've successfully connected with prospects in the past. Send emails quickly at times that fit your prospects' schedules and you'll be more likely to see their replies in your inbox. 2. Expect to send up to six follow-up emails. Even if a prospect doesn't respond to more than one follow-up email, that doesn't mean your prospect is lost. In fact, a study by Iko System showed an increase in prospect response rate after a sales rep's sixth follow-up email. response rate chart Vasconcelos also found that at least 5-6 follow-up emails after no response were needed to close the sale: "We normally send 5-6 follow-up emails in our email campaigns," Vasconcelos said. . “Obviously we've had prospects complaining about being awkward, but we can't suit everyone, and that's proven to work! It can seem desperate to industry email list spend time writing follow-up emails to a prospect who doesn't respond. But remember, it can take up to six attempts to get a response, and unless your prospect explicitly tells you they're not interested, there's still a chance the sale will happen. 3. Offer something valuable with every follow-up email. Your prospect won't respond to your follow-up email if there's nothing for them. Expert sales consultant Ian Brodie's advice for ensuring your prospects respond is to "make every interaction value-added." While it may seem like a daunting task, delivering something valuable in every follow-up email doesn't have to be a daunting task. It can be as simple as offering your prospect a free demo of your product; send them a helpful resource, like a blog post; or offering to discuss their issues with them by jumping on a 15-minute call. Always look for ways to add value in your follow-up emails. If prospects see that you have their best interests in mind, they're likely to respond. 4. Be patient with your prospects.
The fastest way to irritate a prospect is to send them quick emails several times a day. Give prospects time to read each email before sending another. Maria Siewierska, Lead Generation Writer at Woodpecker.co, strongly advises against being pushy with prospects. Your prospects are human beings with their own problems and deadlines to manage. They don't sit around waiting for someone to email them. They are not waiting for your message. They don't even know you. Sometimes it takes more than a day to respond to emails that are not "priority". Be patient and give them time to react before sending them another follow-up. Be patient with your leads. Give them the same time you would need to discover, read, and respond to an unexpected email. 5. Keep your emails short and sweet. The more information you ask your prospects to digest in a single follow-up email, the less likely they are to read it. A Boomerang survey found that the emails with the highest response rates were brief, at 50-125 words. Avoid overloading your prospect with information. Instead of covering a huge number of ideas, just use your email to walk your prospect through the next steps. For example, your email might focus on offering a product demo to the potential customer. After all, your goal is to engage in a two-way conversation with your prospect. No more no less. As Jeffrey Gitomer once said, “ It's just a tool for meeting face to face or phone to phone. Remember to keep it simple.
The less you ask your prospect in a follow-up email, the more likely they are to respond. 6. Personalize subject lines. The subject line of your follow-up email is your prospect's first impression of what's to come from your email. This impacts whether your prospect opens the message, deletes it, or worse, marks it as spam. Encourage prospects to open your messages by personalizing subject lines. According to data presented by Yes Lifecycle Marketing, personalization can “increase open rates by 50% and lead to 58% higher open click-through rates.”There are several ways for a rep to personalize the subject line of a follow-up email, such as including your prospect's name or referencing something specific they've told you before. a previous conversation. Here are some ideas from Adam Chalker of Black Briefcase:“10 times the traction of [prospect's business] in 10 minutes. »“I found you through [reference name]. » “We have [insert fact] in common. » "Nice to meet you, [Prospect]!" » Additionally, if you use a CRM system such as Sell to send your follow-up emails, you can easily monitor the effectiveness of your subject lines by seeing if your emails have been opened/'viewed'. Follow-up email after no response As you can see in the photo above, Sell's dashboard lets you see if your prospects have actually opened your follow-up email. If you find that many emails are not being read, you can adjust your subject lines. You can't expect a prospect to respond to your message if it feels like another generic email blast. Avoid this pitfall by showing prospects that you value them individually by using personalized subject lines
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