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7 Pitfalls of Using Email to Sell - Articles Surfing
Are you sending e-mails to prospects instead of calling them?
Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls?
Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward?
Sad but true, these days most people who sell for a living spend 80% of their time trying to communicate with prospects via e-mail instead of actually picking up the phone and speaking with them. Are you one of those people? If so, you aren't alone...but do you understand why you've turned to e-mail instead of personal contact? I think there are 2 core reasons that underlie this unfortunate trend:
However, when you try to use e-mail to offer your product or service to someone who doesn't know you, you can't possibly establish the natural dialogue between two people that allows the trust level to reach the level necessary for a healthy, long-term relationship.
We all know how much everyone hates e-mail spam, but even so, many salespeople are still sending introductory e-mails to decisionmakers. They feel that, because they're from a credible organization, they won't be associated with the negative image of a spam solicitor.
However, these introductory e-mails typically contain the traditional three-part sales pitch -- the introduction, a mini-presentation about the products and services being offered, and a call to action -- and this traditional selling approach instantly tells the recipient of the e-mail that your only goal is to sell your product or service so you can attain your goals, and not theirs.
If you're still using email to sell, watch out for these 7 pitfalls:
For all these reasons, you should think of e-mail as your last resort. If you can learn to pick up the phone without fear, start a trusting conversation with a gatekeeper, learn how to go beyond voice mail and find your decisionmakers, you'll join the thousands of people who have made the Unlock The Game* breakthrough the most natural and efficient way of generating sales opportunities.
Copyright © 1995 - Photius Coutsoukis (All Rights Reserved).
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