Sunday Sales Blast 12/2/18

Phone Call or Email? How to Choose the Right Sales Outreach Approach.
Making the right choice is key to achieving the best response from a prospect.

When you want to send someone a message, what’s your go-to method of communication? For me, as someone who's constantly on the go, I love being able to shoot off a few emails wherever I am.

In fact, for many people, email is the preferred communication method: According to Radicati, the number of worldwide email users is expected to reach over 3.8 billion by the end of 2018.

Regardless of that fact, there are situations where a phone call is still absolutely necessary, especially in sales. Cold calls can be the bane of a sales rep’s existence, but there is a time and place for them as well as email. Make no mistake, the phone should be used throughout the sales process. You can’t rely on email alone.

The case for phone calls
Unlike email, a phone call allows you to have a real, human interaction with a prospect. It enables you to build trust, show authenticity and establish a connection with the person. That's where the telephone comes in; you should make a phone call when you want to have a larger conversation with a prospect. Choose this method when:

  • You’re trying to build the relationship.

  • You have something complicated to explain.

  • You need to make an apology or deliver some bad news.

  • You need an answer fast or a quick turnaround.

  • You’re looking to close the deal.

The case for emails
As a busy sales rep with lots of clients, you can’t expect to be calling up equally busy prospects for every little thing. Email can help you save time and get more done. It’s a convenient method of communication that allows you to have more control over the conversation. You should send an email when you have something simple or quick to say. Choose email when:

  • You’re following up.

  • You need to have something in writing.

  • You have a quick question.

  • You need to send a message to multiple people.

For the full article here is the link:

This last week I have been traveling in Costa Rica and we did a tour of a coffee plantation way up in the hills. Before the tour the owner proudly said that anyone who need to use the bathroom or baño, it was right up the hill. He said he had cleaned it up. I must admit it was one of the cleanest outhouse I have used.

Just for the record it was the best coffee I have had in a long time. The owners dedication to the coffee was just as good as the cleaning of the baño.

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Have a great day and an even better sales week!

Scott Jarden