Writing is a big part of your job as a sales rep. It is a big part of your day to day in prospecting and in your follow up on opportunities you are working.
The more emails, sequences, templates, inmails, tweets that I write I realize how important being a good writer is to my role in sales.
As a sales rep we do a lot of writing. There is an art to writing so we need to get better at it.
If I could have had a crystal ball in high school and in college I would have looked into that magic ball and seen my future career in sales. It would have told me the skills I would need in the future to be great at sales. One of those skills would be improving and working on my writing and communication skills.
I would have seen the importance of better grammar, knowing more words and of becoming a better writer. I would have seen the importance of improving my writing skills through the many papers and essays I would write.
The more prospecting emails I write, the more follow up emails I write, the more tweets I write, the more inmails I write, the more automation sequences I write, and the more I write sales sequences I think to myself…wow, that sounds stupid Ali. That does not sound like you at all and is not how you really talk. Stop it.
Every time I decide to click send or schedule out a sequence I ask myself, does that sound human? Does that sound like you? Are you blabbing too much business stuff? Talk real to them.
It seems like I get more responses when I talk like a normal, human being. I have never been one to write things like:
To whom it my concern
I have never sent those kinds of things in my email with prospects. I hope a lot of us sales reps have moved away from that kind of formal writing.
I am more talking about emails where you write out a bunch of stuff for the prospect to read. They don’t have time to read all of that. Even if you did a ton of research and have a lot to tell them about why you think you should talk and you think you could help. How much of that are they going to read? Get to the point, fast and in a concise, more human way. Write how you speak. Write like yourself. Communicate like a real human being.
Stop writing all business like all the time and start writing like a normal human being. I have been testing this theory in my prospecting this month and have come to the realization that less business-talky emails go further than when I write all business like. The more I write and talk like myself and like a normal human being the better the results I get in terms of responses.
Here are some things that I have seen work for me lately in my emails with prospects:
I wanted to mark your account the right way…
I don’t want to keep emailing you and calling you if this is not timely or helpful…
Should we talk? (Straight out ask them this).
Should I stop emailing you?
Should I stop calling you?
How is my timing?
Is this interesting at all? Just write back yes or no.
I will stop emailing and calling you if you just respond.
I am always trying to learn in my role. Out of curiosity why do you say that?
A quick answer, one sentence is so helpful!
Prospects don’t sit around thinking wow, I really need to respond to this dumb sales rep. But, what I have seen happens when a sales rep actually does their homework and has reasons to think that what they sell could be helpful and timely is that you are more likely to get a response.
Prospects don’t skim your email and think about how sales reps are built to be persistent. They think, please stop emailing me, you are annoying me.
If you think you can help someone based on research it is your job as a sales rep to keep reaching out (in any way that you can) to get a yes or a no.
Tell the prospect that.
“I am not going to stop reaching out until I get a yes or a no. The reason I am being so persistent is because I strongly think we could help you based on the research I have done on your company.”
We all need to be more human. Even our prospects.
The bad sales rep who don’t do research on accounts before prospecting them are the ones that hurt all of us sales reps in getting responses from our emails. Prospects are accustomed to sales reps reaching out to them about things they don’t care about and don’t have any interest in. If we stopped reaching out to bad fits, at the wrong times then we would all have a better chance at getting responses.
With that being said it would be great if prospects also understood that if a sales rep has written to them and has left voicemails that were in fact research driven, seemed like the sales rep had a sense of how they might help them in their role…it would be seriously lovely if the prospect would at least write them back a quick note. Just let the sales rep know that you have interest or you don’t have interest. Then the sales rep will move on to a different account and stop bothering you. The sales rep is built to keep going until you give them a yes or no. :)
If you are a women who works in sales join theWomen in Sales Community here. We have a Women in Sales Slack channel where you can connect with other women who work in sales. Any level of sales is great and you can work in any sales capacity, you just have to be a woman who works in sales.
We also have a LinkedIn group that is for just women who work in tech sales. Join the Women in Tech Sales LinkedIn Group here.