How many times have you left a potential corporate client an email or left them a voice mail and they never responded? My guess is that it happens frequently, if not always!
It’s likely because you are not communicating in a way that is effective and non-salesy. Keeping in mind how insanely busy professionals are in Corporate America and how often they are prospected, you must get their attention to keep your messages from getting deleted and to get them to respond.
Follow these tips to create powerful emails and voice mails that get you closer to YES:
1. Do not begin by talking about yourself or your company. This a surefire way to get deleted because it causes your prospect’s “this is a salesperson” atennas to shoot up. It is far better to begin by discussing something timely and relevant to their organization or job responsibility. For example, try this: “I noticed in your recent press release that you are focusing on a new initiative,” or “Many HR directors report that they are frequently challenged with…..” Only after you begin by speaking to their needs do you earn the right to discuss who you are or what you offer. If you are not aware of what IS timely and relevant for them–do more research until you know. This is the best way to create a great first impression and be sure not to waste their time OR your time.
2. Stop trying to sell during your initial points of contact. Your objective with your emails and phone calls should solely be to set up a time to chat so you can ask more questions about what they need and want. Assuming during your first points of contact what product or service is right for them is a huge no-no. Rather, say” “I have some ideas that I would like to share that may be of interest to you. Is Tuesday or Wednesday at 9:00 am best for your schedule to chat for 15-20 minutes?”
3. Follow up consistently and persistently. Most small business owners do not follow up after the second or third time, but statistics prove that most action or response does not occur until after the fifth to seventh point of contact. It is appropriate to contact your potential clients once per week until you reach them.
4. Come from a place of value. Every point of contact should not be to wave the red flag that you’re still there and still have something they need. Let some of your points of contact to be to add value to your potential client. Great ways to accomplish this is to send an interesting article, send an invitation to a webinar or event you may speaking at or to reveal study or research results. Not only do these strategies get the response you’re looking for but it’s also a great way to build relationships.
Incorporate these tips into your next email or voice mail and watch your response rate go through the roof!