High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results by Mark Hunter

Author:Mark Hunter
Language: eng
Format: mobi
Publisher: AMACOM
Published: 2016-09-19T14:00:00+00:00

You Mean You Didn’t Read My Email?

First, you need to accept that your prospect may not even have seen your email, because their spam filter may have blocked it. This often is the direct result of a salesperson who thinks they will reach a person by sending a blitz of emails over a short period of time. Sending more than three or four emails to the same person in a thirty-day period when they don’t even know you is asking the spam/junk filters to exile you forever.

Second, just because you wrote your email on your computer doesn’t mean the prospect is going to see it on a computer. Chances are they’ll view it on their smartphone. And even if they do that, whether they read it or delete it will be based on the subject line.

Today there are as many barriers to reaching someone via email as there are barriers to reaching someone on the phone; it’s just that we don’t see the email barriers. I’ll dig into this more later, but I want you to begin embracing the concept that email works as a prospecting tool when the message is tight, short, and beneficial to the person receiving it. Your objective is to assess the role email plays in your prospecting process and use it wisely as one of your tools, not the only tool.

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