Do You Send Emails When Cold Calling?

18 replies
I rarely send emails, at least not until after I've given a presentation. Once I go through my process I'll ask for their email address so I can send them contact info, product catalogs, website address, etc but I don't send prices and I always call again the following month to follow up.

I've had so many people say "send me an email" or "send me a fax" in the past and in my experience, I've found that it's almost a complete waste of time. Some guys want prices so they can shop and compare. Some want a price on something with your letterhead so they can take it to their local guy and have them match it and not have to pay shipping. Others just want to get you off the phone.

My objective is to train people to do business how I want them to. I've found that almost every time I start sending emails/faxes that's what I'm asked to do whenever I contact them.

That being said, if it's an expensive item that they may not be familiar with or if they're ready to buy right then but they want to make sure it's exactly what they need, then I'll tell them to go to their computer and hold the phone so I can answer any questions they have while we look at the item at the same time. That way there's no confusion.

Some may disagree, and that's fine. Whatever works for them. I simply refuse to sell emails or faxes. That doesn't pay my bills.

Also, how much time do you waste sending emails? Let's do an example of the time it would take to write and send a simple email. When I say "simple" I'm assuming that you already have a file with pre-written email copy that can be copied, pasted and edited. Then you'd need to do the same with any product or service information and edit that, too.

Let's say that it takes apx 3 minutes to do all that and personalize an email. If you were making 200 calls per day and sent an email just 25% of the time, in this case, 50 calls, that would take 150 minutes per day, or 2.5 hours. Multiply that by a 5 days work week and you'd have wasted 12.5 hours of phone time!

Let's say that you're lightning fast and are able to copy, paste, edit, personalize and send an email in half that time. You'd still be burning 6.25 hours per week by sending emails. That's almost an entire work day!

Once again, email has its place in certain situations, but I don't allow myself to be caught up in all that. I'm a telemarketer and prefer to do as much business as possible by phone.

I don't "sell" emails.

Thoughts?
#calling #cold #emails #send
  • Profile picture of the author kenmichaels
    Originally Posted by Joe Stewart View Post

    I rarely send emails, at least not until after I've given a presentation. Once I go through my process I'll ask for their email address so I can send them contact info, product catalogs, website address, etc but I don't send prices and I always call again the following month to follow up.

    I've had so many people say "send me an email" or "send me a fax" in the past and in my experience, I've found that it's almost a complete waste of time. Some guys want prices so they can shop and compare. Some want a price on something with your letterhead so they can take it to their local guy and have them match it and not have to pay shipping. Others just want to get you off the phone.

    My objective is to train people to do business how I want them to. I've found that almost every time I start sending emails/faxes that's what I'm asked to do whenever I contact them.

    That being said, if it's an expensive item that they may not be familiar with or if they're ready to buy right then but they want to make sure it's exactly what they need, then I'll tell them to go to their computer and hold the phone so I can answer any questions they have while we look at the item at the same time. That way there's no confusion.

    Some may disagree, and that's fine. Whatever works for them. I simply refuse to sell emails or faxes. That doesn't pay my bills.

    Also, how much time do you waste sending emails? Let's do an example of the time it would take to write and send a simple email. When I say "simple" I'm assuming that you already have a file with pre-written email copy that can be copied, pasted and edited. Then you'd need to do the same with any product or service information and edit that, too.

    Let's say that it takes apx 3 minutes to do all that and personalize an email. If you were making 200 calls per day and sent an email just 25% of the time, in this case, 50 calls, that would take 150 minutes per day, or 2.5 hours. Multiply that by a 5 days work week and you'd have wasted 12.5 hours of phone time!

    Let's say that you're lightning fast and are able to copy, paste, edit, personalize and send an email in half that time. You'd still be burning 6.25 hours per week by sending emails. That's almost an entire work day!

    Once again, email has its place in certain situations, but I don't allow myself to be caught up in all that. I'm a telemarketer and prefer to do as much business as possible by phone.

    I don't "sell" emails.

    Thoughts?
    Like you said - 99.9% of the time, it's a waste of time.
    I don't do call backs either.

    No fax, email, bbacks, literature, mock up. No to anything that stops
    the sale from happening right then and there.

    I do hand out my phone number like candy to the people who i don't close
    and they do call back and rarely they even turn into sales ... but it's rare.
    Mostly they are just a time suck.

    Occasionally I get aggressive when they call back a few times ...
    but then those usually turn into refunds. So I only do it
    when I'm "in a mood"
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  • Profile picture of the author Michael Nguyen
    I've learnt that the secret to selling is to always be in control at all times at gk level and dm level. When they ask for more information it's usually a blow off button you layer it with questions questions, you get to understand what their really saying which is "I'm gonna blow you off nicely by making you send info". Emails are for real leads which have expressed interest after you've gained the information you need. Gotta qualify for the email.

    When I'm pitching on the phone, after my pitch, he asked me to send info so he can look at it but I went for the close and said, "if I send the email will you do it?"

    At all times you need to know where you stand as far as budget, decision maker, need, timing the you control the sale.
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    • Profile picture of the author MichaelWinicki
      I know some here claim to have terrific success in contacting folks by email and getting a reply.

      I'm on the opposite end... Response rate to the emails I sent out– and these are emails where folks have requested an email from me is abysmal.

      The phone is so much more effective for me. And actually snail mail works well for me too.
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      • Profile picture of the author Underground
        Originally Posted by MichaelWinicki View Post

        I know some here claim to have terrific success in contacting folks by email and getting a reply.

        I'm on the opposite end... Response rate to the emails I sent out– and these are emails where folks have requested an email from me is abysmal.

        The phone is so much more effective for me. And actually snail mail works well for me too.

        Most people sell in a way that repulses others and creates negative feelings, and that's using both email and phone.

        The reaction most people have, whether they know it or not, is like when you see pitch after pitch in your linkedin box from people who contact you one time looking for a sale of their generic marketing services and telling you all about them. Or you see people gaming you with techniques you've seen yourself. How do people here like that approach themselves?

        It's depends what your approaching people with, particular email, whether your asking them to give you something or pure salesy, or started an open ended dialogue. If you approach people right with something appealing and desirable to act on, then your results will drastically improve, whether using phone or email.


        After seeing the usual call stats and numbers, that so many people here are doing things the way they are and not switching up and how resistant they are to doing that, I wonder why they are so rigid and not willing to implement other ways, and will settle for those numbers. The phone has less return than ever, and people here aren't even pitching nearly enough people daily. They don't even get past the opening most times to qualifying, let alone pitching.

        John Durham said the other day that you could get 30-40 leads in a funnel in a day. Whether that's a tall story I don't know. But I know from my own experience on the phone, you can get 10-20 with the right approach out of 100 calls, and with the right list pre-selected so they already qualify and have a need or desire, you're going to be able to pitch to way more people.

        Yet, John and people here continue with a method that repels all but a handful out of every dial.

        There is well know factually data on how many follow ups are needed and where most of the sales come from.
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    • Profile picture of the author eccj
      Originally Posted by Michael Nguyen View Post

      I've learnt that the secret to selling is to always be in control at all times at gk level and dm level. When they ask for more information it's usually a blow off button you layer it with questions questions, you get to understand what their really saying which is "I'm gonna blow you off nicely by making you send info". Emails are for real leads which have expressed interest after you've gained the information you need. Gotta qualify for the email.

      When I'm pitching on the phone, after my pitch, he asked me to send info so he can look at it but I went for the close and said, "if I send the email will you do it?"

      At all times you need to know where you stand as far as budget, decision maker, need, timing the you control the sale.
      Funny. I am pretty much the opposite.

      Are you selling to big companies? I am almost always trying to sell the owner, at least at first, so they are the decision maker. If you are selling to companies with 10 or less FT employees then the business owner is almost always they guy you want to talk to, at least at first, in my experience.

      Are you selling something that the people already have? If they don't already have it then they don't have a budget. I certainly don't want to make someone come up with a budget before I can show them the value of what I do just because "I need to know your budget."

      As to the OP..... I don't send email unless I have permission to send an email. I have just started to focus on building my email list though.
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      • Profile picture of the author Joel
        It's hard to respond to the email that's not sent!
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      • Profile picture of the author Michael Nguyen
        Originally Posted by eccj View Post

        Funny. I am pretty much the opposite.

        Are you selling to big companies? I am almost always trying to sell the owner, at least at first, so they are the decision maker. If you are selling to companies with 10 or less FT employees then the business owner is almost always they guy you want to talk to, at least at first, in my experience.

        Are you selling something that the people already have? If they don't already have it then they don't have a budget. I certainly don't want to make someone come up with a budget before I can show them the value of what I do just because "I need to know your budget."

        As to the OP..... I don't send email unless I have permission to send an email. I have just started to focus on building my email list though.
        This is what I mean. When ever your prospecting or infront of a DM or on the phone always know where you stand. Are they asking for info because its a genuine request or is it a blow off? If they can't tell me with my layering questions then its simply a blow off.

        I'm the opposite, I need to know you can afford it before I present to you. Its about the qualifying right? You don't ever pitch until you know all the factors that will help make the sale and money is one of them. Ask for money and then pitch.

        I have yet to send any emails (Although I've requested many times by the GK) because none have truly qualified for it. Chat first then we exchange information. This is my way of being in control otherwise I'm going to go crazy chasing.
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  • Profile picture of the author daniyal100
    waste of time, but you can try it and see if it work for you.
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  • Profile picture of the author Sonomamike
    I've had a ton of success over the years using just the phone...built one business to $3 million in sales using the telephone...but I must say I've really upped my closure rate by sending the prospect a compelling letter sent by snail mail that will almost guarantee they pick you the phone and call ME. Talk about being in control. It's a whole different mindset. But the key is making the case for why it makes sense to THEM...Quite frankly I make it so they would be stupid not to call me.
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  • Profile picture of the author Matthew North
    I find it hard to make sending emails as an absolute good or idea or bad. It depends a lot on how you qualify upfront.

    If you qualify like.. here's what im selling.. do you want it.. or not? Then you get a much better response from your emails. If you do it any other way.. the person is probably trying to nice you away.. but then again it depends.

    I am only talking about making prospecting calls here to make appointments. Not selling things over the phone.

    Sometimes.. it really IS a bad time to talk and they really are busy or on a job site, as it often is with tradespeople. I find that generally, those people are not lying, and when I email or call them back they are relaxed and receptive to what I have to say.
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  • Profile picture of the author anonyy
    when i have cold called a customer i always send an introduction, it's not always a waste of time, as they may come back to you at some point or they never heard of your company.

    If I can't get past the receptionist to get any names i always do some boolean and source searching to find the contact i need and find an email format and hit them with our details, sometimes it works and I always expect to get little response.

    I read into this that in the very least they have our details, we will send subsequent email campaigns to them. We have gained business because we have bothered to go down this route and provide informative email campaigns.
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  • Profile picture of the author TrumpiaTim
    Why not do both, if you have a fairly templates email it should only take a few minutes after your cold call to push the email out. Wouldn't you want to connect on any channel with it's phome or email?

    A lead is a lead if we can connect so might as well exert all options.
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  • Profile picture of the author Jeremiah Walsh
    I always sent an email after I call. Every single time. And I will make at least 7 call/email combo touches until I give up on a prospect. If you do this, you will almost certainty have a response.

    Most people give up after the 2nd touch. Hell, Microsoft has used a 12 tough technique at one point.
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  • Profile picture of the author silveroaks
    I do not see a point on spending any extra effort on a dead beat call. In my experience never will the customer who did not convert on a call respond positively to an email. If someone does contact through email it is very rare and still there is ever rarer chance of such a lead turning into a conversion. Therefore i do not send emails when cold calling.
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  • Profile picture of the author watsonovedades
    I dont send emails when i coldcall but after reading this post im gonna

    thanks
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  • Profile picture of the author Catherine Bueno
    Hi there,

    Sending emails when cold calling are no doubt a waste of time in your part, because I agree with you that customers usually just ask for it in order for them to compare prices. Thus, just focus on telemarketing, especially if you are in the business of selling goods.
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  • Profile picture of the author daniel27lt
    Both is the key I think in my personal experience. Emails are great to follow up without making them feel harassed. At times some people are very busy and calls can take up more time and with emails they can check them when they have time to do so.
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  • Profile picture of the author SalesGod
    A second contact is a waste of time. Close them on the first call, wrap everything up so you can focus all your effort on the next deal.
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