Is An Email a Sales Call?

Good morning!

“Does an email count?”

That’s the question I get from weekly coaching clients when I discuss establishing daily sales activity goals with them. For reference, here are the rules I establish when it comes to counting calls:

“Calls that count are over the phone and in person to new and existing customers provided conversations with existing customers are about new business.”

“Does an email count?”

My standard answer is, “No. Not for the purpose of this program.” It’s not that I don’t value emails. I do. It’s just that I don’t want to see someone send out 10 emails and think that they’ve hit their activity goal for the day.

My belief is an effective prospecting process is made up of several different mediums spread out over several weeks. It’s a combination of communication methods and messages delivered with pleasant persistency that leads to success.

Regardless of the delivery vehicle (voicemail, email, letter, etc.), what you want to get across is:

• I bring value;
• I am different;
• I am consistent;
• I am not going away.

When you are trying to build your sales, think Geico. Warren Buffet’s company sells insurance, but they don’t use just one communication method or message. There are camels and cavemen. There is comedy and storytelling. They use print. They use social media. They use television. They use radio.

And they grow.

Mix it up. Stay on message. Be pleasantly persistent.

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Need sales? Bill Farquharson can be reached through BillFarquharson.com where you also find information on his books on print and digital/inkjet sales and his weekly coaching program.