Do you think email is the best way to sell your product or service? Some sales people seem to think it is. Here’s the simple truth: Many times relying upon email to sell isn’t your best approach. It is not a good idea to replace calls with emails when contacting a potential client. Quite a few people use email to sell products, to avoid the humiliation of rejection. Also the major disadvantage of taking this strategy is that there can be a chance of not getting an email while awaiting a transaction related to a sales process. It seems like the personal touch has been lost in sales today since more than seventy five percent of businesses have replaced phone calls with email. The main reason businesses do this is the fact that some people feel awkward facing rejection when talking directly to the customer. It hurts less to hear a no though an email. Quite a few people get sick and tired of hearing the voice mails repeatedly. They think it’s a better idea to switch to emails.
When attempting to sell products or services to a new client, it is not possible to gain a customer’s trust through an email, which makes the building blocks of a long-term relationship, weak. Some well to do firms, think that they’re recognized in the market but they forget that there are strict spam filters installed, these firms take the risk of sending introductory emails to a potential customer. There’s hardly any chance that this customer will receive the email and will read it. However when calling a potential customer, there is a higher probability of the customer receiving the phone call and all the resources invested is going to be put good use.
If the company still thinks that sending emails to clients is the best approach, a few points really should be covered. The introductory email contains an introduction about the company, brief information regarding the products and services they offer and information about the method of purchase and contact. All the information contained in the email should provide the impression to the reader that the company is interested in benefiting the customer rather than themselves.
The introductory email should sound like it’s attempting to solve the problems and attempt to develop a strong relationship with the prospective customer. For this the targeted people need to be thoroughly studied in order to understand their shortcomings and what benefits they would expect from a particular product. In this first email contact, do not mention that the company and the client are a good match for each other. Sales pitches really should be repelled completely. Don’t put the company’s name in the heading of the email. When the company’s name is included in the heading, the client gets the impression that profit of the company is its main concern and not the interest of the customer. It’s a good marketing strategy to include the name of the product for sale, top features of the product and how it could possibly solve the problem of the reader. The subject should tell all of it, and really should also catch the attention in the first glance itself.
Its wise to start emailing the client after the foundation of a strong long-term relationship is laid first. In the beginning the customers ought to be personally approached. Later when the customer’s trust is gained, further dealings can be carried out through emails. Emails should only act as a back up method of communicating. Be mindful that words like “we” should be avoided and replaced with the word “you”. The customer feels that he’s being directly referred too. There shouldn’t be negativity in the matter. This sets the mind of the customer in a negative mood and he will in reality get the opposite message. For example, rather than writing ‘We don’t sell poor products’, write ‘We sell high quality products’. Don’t condition the customer. This creates pressure within the customer and they’ll start to avoid any calls and emails from the company.
Emails can be used during difficult times. Suppose some soreness erupted involving the parties or at least from the side of the customer, emails written with polite and gentle words can melt the toughness and can start good terms again. The advisable thing is to stop using email as the only way of communicating, completely. Companies that directly reach out to clients reflect higher level of confidence and make a good impression on new clients.
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Tags: business, Email marketing, internet, Marketing
