They Replied, Now What? A Better Sales Email Follow Up
Help them qualify themselves in a way that screams, “I don't want to pitch you ... yet ... so let's talk about you first.”
Like this: “Lisa, I don't want to waste your time. Before I provide details will you kindly tell me …?”
Make your email about them — honoring their time and asking for a little more information about why they opened the door for you.
Whether you're trying to provoke a discussion from cold — or continue one — you're not selling. You're facilitating: facilitating a conversation about change.
Make Sure Prospects are Worth Your Time
When potential buyers respond to your first email don't over-react. It may not be as fantastic as you think. You've been invited to reply. Great. But is this going to be an actual conversation? If so, will it be a good one?
Sharon Drew Morgen's Buying Facilitation® model can help. Her methodology transcends sales prospecting, yet, her principles drive effective email and telephone conversations.
Especially if your prospect has yet to invest time in the decision-making process.
Here's what Sharon Drew taught me — that creates mutually-beneficial conversations for me and my students.
Once you've been invited to have a dialogue, it's time to structure your messages. Consider the desired outcomes and ask questions that help the client reveal where they are in the purchase decision process (are they in it at all?!).
Sharon Drew says this model involves both the buyer and the seller being equally served. Sellers help buyers gain control over private change management issues — thereby helping buyers become ready to buy and helping you close more deals.
Ask Facilitative Questions
Sharon Drew calls the consultative facet of her process "Facilitative Questioning." It's part of her Buying Facilitation® process — a change management model.
In an outbound prospecting or inbound lead follow up context, the concept is extremely useful. It helps train us slow down — think less about questions we need answered, more about questions prospects need answered.