Call Me - How Not to End a Client Letter/eMail

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Testing the follow-up on great content-marketing campaigns: Most companies fall flat - By Richardson

End your follow-up sales letters or e-mails with your next step. Don\\\'t say: Please call me if you are interested. Please call me if you have any questions. Contact me if... Call me if... When you are pitching it is your responsibility to follow-up. Conclude your follow-up letters or e-mails with an action step on your part.

Make it specific and tickler it in your calendar so you follow-up as promised. The follow-up in and of itself will help distinguish you in your client\\\'s eyes. Say, \\\"I will follow-up with you on _______.\\\" Don\\\'t forget a \\\"thank you\\\" and \\\"I look forward to...\\\" In sales correspondence, don\\\'t place the follow-up in the client\\\'s court. Sure there are situations when that is appropriate, but that should be the exception to the rule.

A loose, reactive close will cost you time and money. Be proactive, not reactive. Make the follow-up step clear and keep it in your control. Touch base often. If positive action is what you are after, don\\\'t say \\\"call me\\\" - you may have a long wait.

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Testing the follow-up on great content-marketing campaigns: Most companies fall flat - By Richardson

About the Author: Richardson

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Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web
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