We have the secret to dealing with almost any sales situation that requires follow through. We have also added some advice on when to send these, as your timing is often as important as the message. By tweaking, adapting and learning from these templates, you can dramatically increase your close rate.
One of the greatest lessons every salesperson needs to learn is that customers will buy when they are ready to buy. All salespeople love a hot lead, the kind that buys immediately and takes the least amount of effort, but hot leads will always be a small percentage of your total number of prospects. Real sales happen with warm or cool leads. While point one and three above are fairly straightforward, many companies struggle with point number two.
While marketing is usually tasked with generating leads and sales with closing them, follow-up can be confusing. Whose job is warming up the leads? We would suggest a system that uses some well-structured teamwork. Make sure that marketing and sales work together to warm up leads and keep the following in mind at all times.
It pays to remember, while your prospects are in your mind every day, the same does not apply in reverse. You need to make sure that you remind your prospects about your product or service at regular, well-thought-out and planned intervals. One or two days is ideal. Remind the prospect of who you are and what you discussed and propose or request a next step.
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The trick lies further down the line. Do you know the cycle of purchase followed by prospective clients? Perhaps you have some inside information on expiring deals they have with one of your competitors? Make sure you thoroughly plot out these events. Many deals have been struck months or even years after the initial presentation through good timing and persistence.
You met with the prospect and went through your sales pitch. The key here is to move the conversation forward and provide a concrete reason for a response. While it is important to give prospects as much info as possible initially, it is a great boost to follow-up if there was a question that remained unanswered or that needed consultation on your part.
It may even be worth creating this situation in your sales pitch. This is one of the easiest follow-ups to write, but many people still get it wrong by trying to stuff all the information into the body of the email. I really enjoyed chatting with you earlier today and learning more about how you and [their company].
I promised you some more info and here it is. Please let me know when you have had a chance to take a look at this info and would like me to give you a call to discuss. Feel free to call me at [your number] any time. Got one? If your analytics show that a prospect opened your previous email, clicked on a link and visited your site, you definitely need to strike while the lead is hot.
There are two options and which one you use will depend on your sales style and personality. Have you given any additional thought to my proposal? I think this will be a very good time for us to take the conversation further. Please let me know when I can schedule time to come and see you and take you through my plan on how we could work together. It will often be the case that the person you met with initially is not the final decision maker and needs to go away and consult with colleagues or their boss.
You want to give them enough time to do so, but also keep the lead nicely warmed up and maybe even nudge them towards the follow-up. We suggest giving it about working days before firing off the following. You mentioned that you would need to consult with [Person] before making a decision. I am really eager to hear what they thought of my proposal. Trade shows and conferences are great places to gather leads. This is a great opportunity to give them some more information and background on your product or service. What a great show. I hope you enjoyed it and would like to thank you for your interest in [company].
Just let me know if you have any questions or would like to have a more in-depth conversation. Voicemail and email go together like bacon and eggs. The impact of following one with the other will often work in your favor. The secret here is to be quick. Send the email within minutes after leaving the voicemail to generate the full effect of this classic double act.
Please give me a call back on [number] or let me know when it would be convenient to give you a ring again. Sometimes finding the right person to talk to is half the battle. I sent you an email a few days ago about [company or product] and it was only afterwards that it struck me that I might be barking up the wrong tree.
Are you the right person to speak to regarding this? If not, could you help me find the relevant decision maker? This is where it gets interesting and tricky. This is where your preparation and planning will pay off. Remember when we mentioned earlier on that you needed to develop interesting pieces of information that you could drip-feed to prospects? Now is the time to pull those out of storage and set them loose.
I sent you an email a while ago about [company name] and how I think we could be a great fit for you and [company]. I would happily spend 30 mins telling you everything you need to know. Give your prospect something they can share with their colleagues or staff. I know how busy you must be managing your team and helping them increase [job function]. I sent you some information about [product or service] a while ago and I thought this might be a good time to give you a practical demonstration.
Feel free to share these with your staff and colleagues. I would really like to have 30 mins of your time as I feel we can really add value to your [area of operations]. When we last spoke, you seemed very interested in [objective of product or service].
Follow Up Email Subject Lines
I realize that you are most likely incredibly busy, so I am happy to schedule a call with you at any time, even if it falls outside regular office hours or on a weekend if that makes it easier for you. If you do any form of content marketing like blogging or publishing, you have a great excuse to send a follow-up email. When I saw that our publishing team had put together [blog or article name plus hyperlink] I immediately thought that you would enjoy reading it.
Sometimes the best way to get a response is to threaten to end the relationship. At worst, this email allows you to do a nice clear-out of your pipeline and let go of deals that are simply not happening. Sometimes it is better to lose a deal than to keep flogging a dead horse.
My boss has asked me to clear out my sales pipeline and I thought it would be good manners to let you know that your name is on my delete list. Therefore, the purpose of your initial pitch is to set the foundation and start the discovery process. This means learning who else is involved with the buying process along with how they make decisions. Why does this matter? Timing can have a huge effect on whether or not your subscribers open and click your emails, so think carefully about what time and day you send your emails out.
But, no single day won hands down. However, when they looked deeper, they discovered that the type of content being sent had a significant effect on the peak time , as well as the location, age, and occupation of the recipient. The bottom line on email send time is this: imagine a day in the life of your particular audience. What are they doing in the morning, afternoon, and evening? What does their workday look like? How late do they stay up at night? How early do they rise in the morning? All of these questions will help you decide on the best time to send your emails.
When it comes to email open and click rates, your subject lines are everything. Your job is to make your subject lines stand out. You need to understand their problems, their desires, their values, their likes, and their dislikes. If you are having trouble with this, send out an email asking for a quick five-minute chat. Spending a day or two talking with your subscribers will be time well spent because it will help you so much: not only with your messaging but also with creating or improving your products and services. When writing your emails, put your corporate hat to the side and write like a friend.
This is the only way to really appeal to your subscribers and get them to open and click your emails. Remember: in this age of information, everyone is looking for a reason to ignore your emails. However, the actual content of your email also plays an important role in your open rate. They may even begin to eagerly anticipate your emails. So how do you make sure your subscribers are happy with your email content? Simple: make it awesome.
Link to incredibly valuable resources, like a free eBook, an epic blog post , or a webinar. Every single time you email your list, you need to deliver something of real value.
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The higher the value of every email you write, the more loyal your subscribers will become, and your open rates will increase. Humor has a way of making a strong, instant connection with people. That can be super tricky. If you know their likes and dislikes, it will be so much easier to pull off a joke or make a tongue-in-cheek comment. Let me know if:. You can also insert funny animated GIFs into your emails, or a funny video. Make sure your email is responsive with easily loadable media.
Also consider the fact that mobile screens are smaller, so long subject lines may get cut off on mobile devices. Email marketing is an art and science, so give yourself some wiggle room to experiment and find what tactics work best for your business and your subscribers. If you need more help with increasing your email open rates, check out our tricks for writing better emails. Congratulations on making it to the 5th and final section of this definitive guide! Now you are ready to automate the process and turn your campaigns into money-making machines! It helps you to successfully engage your email list, build relationships, and turn prospects into buyers.
An autoresponder is a sequence of emails that are automatically sent to a segment of people on your email list and is triggered by a specific event, such as joining your list, a certain browsing behavior, cart abandonment , downloading a PDF, or buying a product. The content of an email autoresponder series is created in advance and set up to send at the appropriate time with the help of your email marketing software.
They nurture your leads by providing valuable information and insights, as well as teaching them how to make better decisions through an automated onboarding process. There are many different goals you could have for your autoresponder, but here are the 4 most common. Choose one or a combination of the below goals for your autoresponder series before you create it.
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In this step, you will draft an outline for your sequence. How many days? How many emails? There is no universal rule when it comes to exactly how many emails you need to have in your email sequence. Your sequence should be long enough to help you accomplish your goals, no more, no less.
It depends entirely on the goal for your sequence which is why you chose that in Step 1. This helps you keep your list from getting burnt out. Next, write an outline of your sequence from start to finish, describing what topic s each email will cover and the call-to-action for each email. Your call-to-action could be to click on a link, share your blog post on social media, reply to your email, or buy your product. This helps build the demand for your product. This builds credibility, and you start helping people in advance. Email 4: Explain how exactly to solve the problem in more details.
Email 5: Launch your product. Tell your list that your product is live and can be purchased in the next few days. Email 6: Remind your subscribers about the product. Share how many people bought it so far, what other people think about it and how many seats are left. Email 7: Last day before closing, first email. Email 8: Last day before closing, second email.
Transition more into scarcity and that there are only a few hours left. Email 9: Two hours before closing. This is where you go full scarcity and focus on the change people want to make in their lives. Email Cart closed.
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Send an email to explain to users the product is no longer available. Share figures about how many people got into your program. Thank everybody for their support. Writing the actual emails of your autoresponder series might be the hardest part of this job. You may even want to outsource it to a professional copywriter. Although it is mostly hands-off, an email autoresponder series is not something that you should create one day and then completely forget about the next.
To get the best results, monitor the performance of your emails to identify areas that need improvement. Now that you can automate and target each of your email marketing campaigns, you can turn those campaigns into a sales machine! As you are building your email list, make sure that you are using these 14 high converting places to add email signup forms. And make sure to keep your email copy on point to engage subscribers and keep them engaged and reading.
Here are some of the most frequently asked questions about email marketing. Some of this info has been covered in this very article but is presented here for those of us who want a quick reference. This guide is a great way to build an email marketing strategy and we encourage you to follow it! We also have a great post on how to run a successful email marketing campaign that you should definitely check out.
Timing is another one that can vary widely depending on your list. Our advice is to experiment with this and see what gives you the best results for your subscribers. You can check out Google Analytics to find out when your subscribers are most active and send your emails at that time. For more info and tips, see our guide on double opt-in vs. Email marketing is a very cost-effective way for brands to communicate with their customers and email newsletters are an essential piece of any email marketing strategy.
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