Sales Person: “Hello, how’s it going today?”
Prospect: “Good, may I ask who’s calling?”
Sales Person: “This is Bob from Bob’s Branding Agency. I was just looking at your company’s website as I noticed that our newest product might be the perfect fit for your marketing strategy, do you have a few moments to review it?”
Sales Person: “Well our latest product places your website on the sidebars of the most common social media platforms, putting you in front of all of the best audiences for your products. It even has built-in software that also makes sure your brand is only seen by those who would be most interested in it. They’ll see your brand and be directed straight to your website so they can make a purchase.”
Prospect: “That sounds like an amazing product, but I’m just not quite ready to purchase it. Can you send me more information in an email so I can make a decision later?”
As a salesperson, the above scenario is typically the worst case scenario for you. When a prospect says they want more information so they can make a decision later, they’re most likely just being nice rather than telling you no directly.
When you send them the email, you have to make your product seem like something they can’t say no to, or they’ll either not reply or say no when they do reply. Once communication is broken, you have no chance of making a sale anymore, so it’s important to get them to respond to your email and maintain communication until they decide to make a purchase. Once they stop replying to your email, after they responded initially, they won’t purchase your product.
A recent blog post on Hubspot, “3 Sales Email Templates to Use When Prospects Aren’t Ready to Buy” says to send content on your brand, refer another company more fit for their needs, or suggest a different service or product you sell that would work better for them. By doing this, you send them information they can actually use, instead of just repeating what you said on the phone. When they read your email, they won’t be seeing what they just heard, and they’ll be more inclined to read what you have to say. Because of this, your email will be more likely to get a response, than it will be to end up in their junk box.