Use Email to Create More Sales Opportunities.
These days, sending a company newsletter via email won’t dramatically increase your sales. But using email in a different way will.
During the course of a year, you will encounter many prospects face to face that might not be ready to engage in a sales sequence right that moment. Use email to keep them engaged and interested so when they get ready to buy, they think of you first.
1. Lead nurturing. Lead nurturing simply means to send a prospect a series of pre-written emails over a specific time frame. These emails are designed to increase the level of trust with your prospect. The easier you are to trust, the easier you are to do business with.
2. Trade show follow up. Leads you get from exhibiting at a trade show are rarely handled well. Often by the time your sales reps get around to contacting these leads, the lead has gone from hot to cold. Build a lead nurturing program specifically for this application and stand out from your competition.
3. Cold calling follow up. If you do any cold calling often the last thing you say is “Thanks and Goodbye.” Instead, ask “Do you mind if I add you to our email list?” Many will say yes and then lead nurturing can do its thing.
4. White paper offer on website. On your website make sure you offer a good white paper or free report in exchange for an email address. If the information is valuable and the offer is well written, you will build a list of interested prospects.
5. Business card free report offer. On the back of your business card, make sure you have a web address to a page which contains a white paper or free report. Combine this with lead nurturing and your networking efforts will go into overdrive.
Email is much more than just a way to send newsletters. Start using these methods before your competitors do.
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