horrible follow up sales emails

We have all done it!

We’re desperate to hit quota.

We’re desperate to hit quota.

We’re pining for that extra commission.

We’re desperate to hit quota.

We’re pining for that extra commission.

We’re lost on how to reconnect prospects.

So we send the stinking “Just Checking In” email.

So we send the stinking “Just Checking In” email.

But this is selfish!

Let’s see why:

Just Checking In Emails:

Email Type1.Used by a sales representative who is trying to get in touch with a prospect and book a call.2.A desperate attempt to say, “Hey! I am still around in case you are still interested in doing some business with me

SynonymsLazy, asleep on the job, interruptive, disturbing, annoying

“Prospects have to be convinced that your company understands them and

their challenges and cares about addressing his concerns before they can

buy from you”

Let’s see why this email actually stinks and for

all purposes, is useless!

1

1Completely generic opening. No hint of personalization or relationship with the prospect.

1

1Completely generic opening. No hint of personalization or relationship with the prospect.

22

You clearly admit that you are checking in simply for the sake of checking-in and have no value to add!

1

1Completely generic opening. No hint of personalization or relationship with the prospect.

22

You clearly admit that you are checking in simply for the sake of checking-in and have no value to add!

33

You are asking the prospect for information rather than providing him with some useful information of your own.

1

1Completely generic opening. No hint of personalization or relationship with the prospect.

22

You clearly admit that you are checking in simply for the sake of checking-in and have no value to add!

33

You are asking the prospect for information rather than providing him with some useful information of your own.

44

You finally end with an all too generic Call-To-Action, rather than providing him with a specific next step.

So, what are you really supposed to do?

There are three ways in which you can improve the quality of these

mails

GOOGLE ALERTS LINKEDIN GROUPS EMAIL ALERTS - CRM

Set up a Google Alert

Set up a Google Alert

Set a custom Google Alert for your prospect's company name, competition, and industry keywords.

That way, Google will search the web and instantly email alert you when new content on the web matches your search.

You can then use this trigger event to customize your follow up email with a focus on the actual prospect. 

Engage in LinkedIn Groups

Find a LinkedIn Group that discusses the industry your prospect is a part of.

You'll find niche groups sharing niche content for your prospect's niche industry.

That provides you with an actual reason to follow up with your prospect.

Engage in LinkedIn Groups

“Salespeople need to use their LinkedIn accounts as a resource, and not a resume.

Internally at LinkedIn, we call that 'Resume to Reputation.' It’s really about the transformation in

how you use your online persona, building your reputation and becoming that brand that draws

people in.”

Koka Sexton – Senior Social Marketing Manager, LinkedIN

Use An Email Tracker

Rather than checking-in arbitrarily, use a tool to track when your prospect is actually opening and/or clicking your email.

That way, if you see a prospect you talked to three weeks ago is suddenly clicking on the resources you sent, you can follow up with additional information relevant to what they're clicking on.

Use An Email Tracker

Alright!Let’s take a look at an improved

follow-up email now

1

1Personalized opening that is specific to the prospects interests. That gets him hooked on right away.

1

1Personalized opening that is specific to the prospects interests. That gets him hooked on right away.

22

A direct link to a valuable resource for the prospect to check out and learn more about.

1

1Personalized opening that is specific to the prospects interests. That gets him hooked on right away.

22

A direct link to a valuable resource for the prospect to check out and learn more about.

33

A clear reasoning for your email that is also tied to the prospect’s business goals.

1

1Personalized opening that is specific to the prospects interests. That gets him hooked on right away.

22

A direct link to a valuable resource for the prospect to check out and learn more about.

33

A clear reasoning for your email that is also tied to the prospect’s business goals.

4 4A clear next step that focuses on you helping the prospect and not the other way around.

Better, right?Try and think about every such

mail that you have been sending out and identify the

room for improvement

Thank You!