By Jeff Beals
Many salespeople struggle daily with a quandary common to their profession:
What is better – to call a prospect on the phone first or send an email first?
Some sales pros say you should always email first to warm up a prospect. Others claim that emailing first is a waste of time, and even worse, might make you look like a “typical salesman,” blindly following a step-by-step selling template.
A similar quandary happens when you substitute “marketing” for “email.” In other words, which is better – call first or wait for the marketing team to “soften the target?”
People on both sides of this debate can be passionate in arguing their beliefs.
So who’s right? What’s the best approach? Should you just pick up the phone and get to it or should you take some marketing steps first?
It depends. The answer varies based on your personal style and your company’s policy. Either way is right as long as you practice good sales techniques.
If the only reason you like to email first is because you’re afraid to pick up the phone or dread talking to cranky prospects who don’t want to be bothered, then emailing first is the wrong choice.
Whether you call first or email first, selling fundamentals remain the same. Salespeople are successful when they research their prospects and find out everything they can about the problems they face each day.
When you are armed with detailed background information about a prospect and are prepared to show how your product or service provides genuine value to them, then the communication channel you choose is not terribly relevant.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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