2 Simple Ways to Stand Out in Sales

Recently I read a rant from one of my colleagues who was tired of people not responding to e-mail. I know exactly what he means. It happens so often that it seems now to be acceptable and perhaps even fashionable to not reply to an email – even between client and company, or family members, or friends.

Before you get as mad as my colleague did, (which I don’t blame him for) – if you are a seller or other business professional making a living building relationships through communication, stop and think about a couple of things first.

1. Most people are reading their e-mail via smartphone or other mobile device. As we all know, e-mail messages come in chronological order – and as more come in, they scroll down to the black abyss. Yon are out on the road, see an email from someone you mean to reply to, but you are about to go into a meeting. The meeting happens, time elapses, the message goes toward the abyss.

SOLVE THIS ISSUE BY ASSIGNING EMAIL TO FOLDERS, dealing with that email daily, and CLEARING OUT YOUR INBOX EVERYDAY. No can do? Find A WAY to not lose important messages that need to be responded to in order for you to be seen as professional. It is a MUST DO. Your professional reputation is on the line. Follow through on every email.

Deals have been lost because of poor email communication – and certainly business relationships are lost daily because of it.

2. Use a device first created in 1876 – the phone – to reach your future customers, current customers, strategic partners, and vendors. By leaving a voice mail, you leave your message via your voice, which adds a dimension and is more apt to make an impact than just an email. Plus, every day, people are still NOT receiving all the email that is sent. E-mail goes into SPAM folders and it gets tossed in with hundreds of other messages. To be safe, with an important message, first send an e-mail then leave a voice mail. (or vice versa)

If you are a sales professional – don’t get angry – get even. Instead of feeling like people will reply to you only when they want something – knock them off their homeostasis and double up your messaging – there will be no excuse on their part that they didn’t get it – and it will help you continue conversations better.

Do your part to build and grow relationships – and be professional. Follow up on all the e-mail coming to you, plus reach out in bigger, more unique ways to get conversations further along – ultimately to a win for all parties.

Lori Richardson speaks, writes, and trains on sales strategies for B2B mid-market technology front-line sales teams. Why not sign up for our twice-monthly newsletter, “Sales Ideas In A Minute” or the award-winning blog rss feed?

Robert Terson

How about we all take the responsibility to make our emails–voicemails, cold calls, all our contacts–so memorable, so unique and appealing, that they’re irresistible. You can do that if the quality of your effort matters to you; if your intent is to WOW ‘em, not just toss some generic stuff at ‘em and hope some of it sticks. Success is a byproduct of preparation and execution. Can you imagine the time Shakespeare would have taken before clicking on the SEND button. Make it memorable and they’ll respond–I guarantee it.
http://69.195.124.93/~scoremo1 Lori Richardson

Bob – you bring up a great point. I used to have a sales manager who would say, “It takes work to be mediocre” – if you’re going to do something, why not take the tiny extra effort and do it memorably? Totally agree – but in addition, even if they DON’T respond – keep following up, assuming your product or service or request has real value for the other party.
http://69.195.124.93/~scoremo1/ Peter

excellence only happens when you care to do your very best. Bob’s point is a great one – give the customer, prospect, colleague, etc. a great reason to return your call, email, etc.
Rob C

ah yes the TELEPHONE! While others have given up for the summer months it’s the best time to get a prospect live on the PHONE.
http://69.195.124.93/~scoremo1 Lori Richardson

Right, Rob! We find so many people who DO pick up their phone, and despite common folklore, do NOT feel that we’ve interrupted them because we always have something of value to talk about. Now is the time to be calling!
http://www.leadsandappointments.com/ Anika Davis

Agree Lori.

Your inbox is the most precious thing you ever had. It’s where business happens. As much as possible we want to read all the emails sent to us but sometimes we can’t avoid some crappy stuff getting into our inbox. Because of this, we sometimes overlook those emails that are more important resulting to lost sales. A big hassle indeed. Getting everything in order is the key I guess.