“People aren’t even setting up their voicemail anymore”
“Prospects don’t pick up the phone”
“One of my customers told me he never listens to voicemail”
All three of those are reasons… I mean excuses!… I was given in the past week for NOT picking up the phone and choosing email instead.
This is not a post on email being evil. This is a post about knowing what tool to choose vs. defaulting to the EASIEST one to use.
Easy doesn’t always mean most effective.
Easy doesn’t always mean most efficient.
Inside sales is a world where we have to work hard to convey what it will be like to do business together. That means using all the tools in your inside sales tool box!
> the phone
1. convey your personality through tone, inflection, etc
2. to get your prospect/customer’s reaction vs. a though through response
3. when you know answering one question will bring up three more
4. to give the best answer, you need a lot more pieces of information
> video (Skype, WebEx, etc OR a cool tool like Vidyard)
1. show who you are
2. virtually be with them
3. see them when you share
> the mail
1. get something in front of them
2. say thank you
3. give a resource to a “paper person”
> a package
1. show them what the product feels like
2. send something special
3. grab their attention
> and YES email
1. confirm what you spoke about
2. provide additional resources
3. share valuable information
Stop defaulting to what is easiest for you, and begin using the most effective communication tool in your toolbox!
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