Welcome to the “Deadzone”. This is the point where your sales reps have just finished a demo with a prospect… 2 weeks has elapsed, and your sales reps haven’t heard from the prospect. This chess-match waiting game is agonizing, and forces your sales reps to send multiple follow-up emails. (Most of these emails add little value to the buyer’s life).
The idea of a read-receipt on an Outlook email is so 2003. One of the biggest challenges your sales reps have right now is the need for traceability of emails. Your sales reps are dying to use the read-receipt (to determine if the prospect read their email), but they know how disruptive & annoying the message is. The message also screams “ guess what Mrs. Prospect, I don’t trust that you’re going to read my email”. Are your sales reps going to be bold enough to send a read-receipt, knowing they could piss off the prospect?
Your sales reps would dream to send their emails via marketing automation (as these tools have analytics showing buyer behavior like reading an email) – but this is very impractical. The value of marketing automation is best suited for a group email to 1,000’s of prospects, but useless for a highly customized, individual email.
In comes ContactMonkey – leaving a micro-dot of HTML embedded into every email you send. This email is 100% text base in appearance & delivery, but has the added bonus of being traceable. Send your emails no different than you would have with Outlook, but look at what you’ll get in return:
- 1. Who opened the email
- 2. How many times
- 3. When did they open it (each time)
- 4. Where were they when they opened it
- 5. Using which device (mobile) versus laptop
- 6. Did they forward on the information
All of the sudden, your sales reps are 100% empowered again using simple Outlook emails. Eliminate the DeadZone – after sending a prospect a proposal, track when/where it was opened. After 3-4 days, if the email hasn’t been opened, you don’t need to call and ask “So… did you read my proposal”. You now can use other conversation starters like Social Content to add value to a conversation.
The best part… its DIRT CHEAP! I believe its $50/user/year – I just signed up a week ago, and I can tell you it’s highly addictive. No more hiding from me, I know you've opened my email.
The Bottom Line
If you don’t want to be left behind the 8 ball – you really need to start to take action. The following blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out 42 LinkedIn Tips
Click Here to book a time in my calendar to explore further!