Stop Using Email In Your Sales Process
Ari Galper
World's #1 Authority On Trust-Based Selling | Founder of AriAI - The Only AI-Driven Trust Intelligence System | Author of "The Trust Economy"
In your sales process, it’s so easy to make assumptions.?
One of the most common ones is emailing a prospect a plan, analysis or proposal, assuming they’ll read it and hoping for a reply back that says:?
“Looks good, we’re ready to move forward with you and to transfer our funds”.?
You know what I mean right??
You have a great initial meeting with a new prospect, they agree to an analysis of their financial situation. ?
You conduct the analysis (typically for free) and you do a brilliant job making your recommendations into a plan, then you email it to them, then crickets, no word back.?
You then attempt to follow-up with them, but keep getting their voicemail.?
Radio silence.?
This is a common road block that happens to most advisors.?
How do you break this pattern once and for all??
You don’t email them the plan.?
In fact, you shouldn’t be using email at all in between the steps in your sales process.?
Crazy you say?!!?
Consider this instead…?
Create a “Calendar-Relationship” with your prospects.?
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What that means is, you schedule your next conversation with them at the end of the last conversation…they stay on your calendar all the way through the process.?
So in this scenario, if they agree to you doing their analysis, you schedule the next session to do that.?
Then at the end of that session, you schedule your next session to review the plan with them by saying: “Let’s go ahead and schedule our next meeting together, where I’ll be walking you through the details of your plan, and we can adjust and change it as needed to meet your exact needs.”?
If they are the right fit for you, they’ll happily agree to meeting with you again, because it’s common sense to review the plan with them.?
Do not send them the plan for them to review, because once they have it, then they may feel they don’t need you anymore.?
Why is a calendar relationship so key to your sales process??
It protects your authority (hard to get shopped).?
It separates you from the pack (you don’t operate like other advisors).?
And it underscores your prospect’s need of a relationship with you (insights get delivered when they interact directly with you, that they could never get any other way).??
It also greatly simplifies your sales process by getting straight to the truth.?
No more hiding behind email.?
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Co-Founder || Generative AI for Sales
2 年I can understand that as a sales rep, you want to keep the communication going after you put in significant time for that document. You would hope that the customer would do that automatically. But setting up meetings instead of emailing them sounds a bit like gate-keeping, snd is not very customer-centric. It should be up to the customer to decide whether they want to meet for discussion, even if it is to the detriment of the seller.
??????♂?Manufacturing & Construction Lead Generation Systems & Consulting on Marketing Strategy????????
2 年Great stuff, Ari. I get really annoyed with how unreliable email is anyway. Even if they are genuinely interested in receiving your emails! You’d think legit stuff would stop going to spam & vice versa already. We’re nearly into 2023, for crying out loud.
World's #1 Authority On Trust-Based Selling | Founder of AriAI - The Only AI-Driven Trust Intelligence System | Author of "The Trust Economy"
2 年Here is the link: https://www.dhirubhai.net/pulse/stop-using-email-your-sales-process-ari-galper/?trackingId=XN5DuIdLxLfmzB6xmHh2BQ%3D%3D