So you’ve had a sales call or meeting, and the prospect is interested in what you’re offering. All you need to do is send over your proposal and close the deal.
You open your template, fill in the relevant details and fire it over with your standard email message of:
“Great to meet you today. As discussed, I have attached your proposal.
Any questions, give me a shout.
I’ll give you a call next week to follow up.”
Until they ghost you.
There’s nothing offensive in your email, so why on earth are they ignoring your follow-up messages and calls?
Well, maybe it’s not about what’s in your email, but more about what’s not in your email.
At the end of our meeting, I mention I’m going on holiday to Spain next week. We make small talk about it for five minutes, and then we wrap things up. An hour later, I get the above message. And the following week, you start sending your “I haven’t heard back from you” emails. While I’m on holiday.
How difficult would it have been for you to tweak the email to read:
“I know you’re on holiday next week, so I’ll check in with you the week after when you’re back.
Any questions in the meantime, give me a shout.
Have a lovely time in Spain”
Well, isn’t that much nicer? And you’ve remembered specific details about me, which tells me you were listening to me. I feel far more valued.
It might sound like such a minor detail, but those little personal touches can make all the difference.
“Hope it all went well at the dentist/vet/parent’s evening”
“Have fun at your son’s play tonight”
“Enjoy London this weekend”
A personal sign-off is going to leave the recipient of your email feeling like you are genuinely interested in them.
And it’s not just the sign-off – if they asked a question or raised a concern, readdress this in your proposal email.
Here’s a top tip for you: Write blog posts or articles that answer frequently asked questions or provide helpful information and then create PDF versions. You can then send the relevant PDFs along with your proposals when a client has asked a specific question or requested further information about something. If you don’t like writing blog posts, make some short videos and link to them in your email.
The more you can show you have listened to your potential client, the more confident they will feel about working with you.