War On Email Prospecting

I am declaring war on all of the salespeople/business owners who are using email to prospect. Those of you who have heard me speak about sales know that one of my HUGE Don'ts is using email to prospect.

In the past couple of days I have received more than 3 email solicitations from complete strangers. I'd like to know just how these people think they are going to gain business. They are reaching out to people who don't know them and trying to convince these consumers to buy their product or service. This is one of the worst sales methods today.

When you email someone you are telegraphing a lot of things you don't want to be.

1. You are lazy

2. You are afraid to really reach out to prospects

3. You don't care whether you do business with me or not

4. You are just fishing

5. You have not done any homework on your prospects. Instead you are blanketing a huge field and hoping to grab some low hanging fruit.

If you are one of those people using email to prospect and you bristled when you read this, GOOD! It may sound unkind when really this is the best thing I can do for you. Someone has to tell you that you are making a big mistake. You are sending the wrong messages and hurting your reputation.

Listen, ask yourself what you hope to accomplish. What do you want? How many clients do you need/want? What do they look like? Where are they? Then go out and get in front of them in a problem solving, relationship building sort of way. You will do wonderful things for your business this way.

And please, please, please, STOP using email to prospect.


csnell said...

Hi Diane,

Your title certainly caught my attention - that's a good one!

I do have to respectfully disagree with you, though. I certainly don't think that emailing is the ONLY way to reach out to prospects, but it is a very effective tool for sales reps/teleprospectors to get in front of them. I do not think that utilizing email makes one lazy or fearful to reach out to prospects. I would venture to say that, and this is only speaking from my experience, most prospects would prefer to respond to an email from me rather than a phone call.

I can tell you that at my organization, we've passed many more sales qualified leads from a returned email rather than a returned phone call. There have been many more SQL's passed from phone conversations, but in this case, I'm talking about strictly returned email vs. returned phone calls.

Maybe I've misinterpreted what you've written?

Diane said...

Thank you so much for your comments. The question that comes to mind is this - are these prospects you researched and qualified as at least prospects before you reached out to them? Did you have something in your email directed right to them?

The email solicitations I've been getting are completely blind. The salespeople have no idea who I am, what my business is, or what my needs are. They are operating strictly from a position that they have something they want to sell.

I don't think you misinterpreted what I've written. As a matter of fact, I think you got it exactly! And I truly appreciate your input - gives me another way of looking at things. I am very interested in getting the answers to your question above because I think they will help me better frame where I stand on the issue.

I look forward to your response.

簡單 said...

Man proposes, God disposes...................................................