The Email Barrier

CzechMaven VIP

The #1 challenge that I am facing right now is the communication barrier that exists... email! Once I saw it as a highly efficient tool. Now I see it as a crutch. More and more customers just want everything emailed.

I lot of customers I work with are 3+ hours away, so emailing a proposal is the only option. I also work with many customers who flat out refuse to pick up the phone and will only communicate by email.

How do you "sell" through email? How do you build that connection with your prospect or sell your value? Does anyone have examples or experience from other industries that are primarily transactional sales done over email?

3/22/1710:58 AM

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Jason HMaven VIP

I pretty much refuse to email proposals or talk about systems by email now.

i tell them that my experience is that when you buy your technology over one party, usually the customer gets the short end of the stick. Also, I tell them that if they are not willing to spend 10 minutes in a discussion on their technology needs they probably aren't a good fit for how we do business.

Not sure how to help you with the problem the clients are so far away but that's how I handle the email communication now.

3/22/1712:34 PM

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Art PostAdmin VIP

Net new business over email is kinda hard. One sales guy (copier) that I know is now using more join.me for appointments since many of his accounts are like yours, two and three hours away. He states he has had many good meetings via join.me.

I plan on doing more of these also to save me some time and travel.

3/25/1710:21 PM

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