Asynchronous selling is just as important as synchronous selling. This means that the follow up email you send between meetings is more critical than ever.
Follow up emails are one of the top selling best practices, but not many people get them right. Here are best ways to make sure you nail your follow up, every single time.
Start With a Catchy Subject Line
Some of the most perfectly crafted email messages are never read because the subject line falls short. The fact is that your potential client receives hundreds of emails each day. Yours needs to stand out amongst the sea of words and emojis.
So what’s the best way to increase your open rates? It starts with a catchy subject line.
Use the recipient’s first name and find a way to tap into their curiosity. Something as simple as “John, looks like we're good to go!” or “Anita, one more thing before I forget...” can seal the deal.
It’s also important to keep your subject no longer than nine words or 60 characters. Think mobile optimization. Can you read the subject line from your phone? If so, you’re good to go.
Email With a Purpose
In creating a good follow-up email, determine the objective of the message. What do you want to achieve?
- Need to request another meeting?
- Need more information from the client to continue a sale?
- Looking to continue a conversation from earlier in the week?
The purpose of your email will shape the tone and structure. It will also make it easier for the prospective buyer to respond.
Get the Timing Down
As in life, timing is everything. Getting the timing right is one of the most important factors in sending an effective follow-up email.
The best day and time to follow up with a potential lead is highly dependent on who you’re contacting. However, you can send a follow-up email every 3-4 days without feeling like you’re spamming the prospect’s inbox.
In fact, research has found that 80% of sales require at least five follow-ups. So, stay persistent but don’t go overboard!
We’ve found that after your first meeting, it’s critical to send a follow-up within 3 hours of your meeting. You can use templates from your crm, email client or engagement tool to give you something to work off of to speed up the process.
Follow Through by Following Up
Successful virtual selling and B2B sales all comes down to following through. If you want to surpass your sales goals, you must know the ins and outs of crafting the perfect follow up email.
When sending follow-up emails, be sure to use these tips and tricks so that you can nail your sales every time.