An Email Tactic To Use After You Call A Prospect

So there you are cold calling away.

Somewhere between the voicemails, and the “Not interesteds”, are a handful of calls that actually went well but;

Didn’t result in an appointment.

What happens next?

For most sales reps, it’s just an alarm set in their CRM to call back again.

There’s something more immediate and impactful you should be doing after that call.

Send an embedded video email!

This is when you shoot a short video, less than a minute, and embed it right into the body of the email.

I use the Vidyard app for this. It’s easy to use and it’s free.

During this short video, you should thank the prospect and;

Reiterate an important point from your research, from the discussion, etc.

Why?

Because;

Nobody Does This!

Why else?

Because it allows the prospect to step back and reconsider your “ask”.

How?

Let’s say that I spoke with Tina about my sales training programs.

During that call, she told me how several of her reps aren’t making quota but the call resulted in a stall and not an appointment.

My video to her could go something like this;

Hey Tina,

Thanks for taking the time to talk with me today.

I share your concern about reps not making their quota, in fact, that’s a huge reason why companies typically turn to me for help.

Based on our conversation, I put together a few ideas that might help.

I’m going to give you a call on May 6th at 10:45 am to share them with you.

Thanks again and I look forward to speaking with you on the 6th!

This video accomplishes several things;

It brings her concern and the possibility of a solution, front and center; something that was lost the moment she hung up the phone.
I use a “potato chip” (“put together a few ideas that might help”) to make her “hungry” for the call I promised to make.
I just positioned myself for a second chance.
I’ve humanized the experience by including the video. It’s a bit harder to say no to someone when you’re looking into their eyes. My dog could teach a master class on this.
When I call her I’ve removed some of the “cold” from the call and now I can say “I’m calling you like I promised I would”.
Did I mention no one else does this? I’m pretty confident that Tina isn’t going to say “Lovely video Paul, I’ll just put it in the pile of all the other videos I received this week!”

So there you have it;

Something completely useless until;

You get off your ass and apply it!

One more thing . . .

Consider downloading my Emails That ROCK resource.

I highlight 20 different emails that will not only help you get in front of opportunities;

They will help you throughout your sales cycle.

I also share Covid-19 appropriate templates, subject lines, calls to action, and even some gentle psychology you can apply in your cadence!

Here’s a sample of the emails we’re going to discuss;

The email my clients have been using that gets high response rates during the pandemic.
The one type of email 99% of your competitors aren’t sending and yet your prospects need it to put them at ease during uncertain times.
The one type of email you absolutely MUST send regularly, especially when someone ISN’T giving you the time of day.
The 2 emails I send that create anticipation, establish expertise, and reduce no-shows.
The “stay in touch” email campaign my clients are leveraging to stay top of mind between meetings!
The pre-close email I’ve been sending since the pandemic began.
2 emails you can use if you’ve been “ghosted”.

When?

Download it instantly and then go at your own pace!

What do you get?

(1) 90 minute prerecorded training session

20 Covid-19 appropriate email templates with subject lines

10 Covid-19 appropriate call to actions

How much?

$99

Please click HERE to download this resource!

If you’re ready to seriously kick your email skills up a notch, you won’t want to miss this important training!

Paul Castain's Blog