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YOUR EMAILS – THE IMPRESSION YOU MAKE

YOUR EMAILS – THE IMPRESSION YOU MAKE

Today, e-mail is probably the most common way of communicating with clients. I continue to be amazed by the e-mails that I get to see that salespeople have sent to their clients.

A professor colleague of mine made me laugh when he got an e-mail from a student that was the last straw for him. He read it to me: “when’s the test?”

That affront got him to lay down the law to his student. He wouldn’t answer any e-mails that lacked a greeting, a tone of rapport, a clear, short message, a closing request, and a signature. Immediately the quality of e-mails improved.

Clients usually won’t make such edicts. If they don’t like an e-mail they simply delete it or make a mental note. Some may not even focus on the fact that the quality of communication is poor. But clients do notice when the quality is very good.

Make sure you’re not missing opportunities to reinforce your professionalism and differentiate yourself with every e-mail you send.

Certainly, based on the relationship, you can be formal or informal. But take a few seconds to check for tone and the message you are sending, not just in terms of facts, but the positioning of the message and how you are relating to your clients.

For example, if a client requests data do you:

• Send the data (“Below are the percentages you requested …”) or position it (“Below are the percentages you requested. As you can see this supports the … The slightly lower … is a factor of …”)?
• Assume the data meets the client’s needs or check (“Please let me know if you have any questions I can answer or if you’d like to speak with our specialist in …”)?
• Start directly by providing the data (Below is the data …) or introduce it with rapport and structure. (“Thanks for the call about the data. We’ve completed research you requested and are providing the summary in three segments: …”)

Read your e-mails before you send them. If you connect with rapport, position to be persuasive and show value, and check. Use e-mail after e-mail to show you are the professional you are.


Learn more about Richardson's sales training solutions by visiting http://www.richardson.com





YOUR EMAILS THE IMPRESSION YOU MAKE - To learn more about this author, visit Linda Richardson's Website.

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Kim Castle
With nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website

George Ludwig
George Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website


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Linda Richardson
(Visit Linda's Website) Linda Richardson is the Founder and Executive Chairwoman of Ri chardson, 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 sa les training and pe rformance improvement solutions at ht tp://www.richardson.com web

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