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The Center for Sales Strategy Blog

You’re Not as Important as You Think You Are — 7 Ways to Get Prospects to Respond to Your Email

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Today we have a guest post from Mike Donnelly. Mike is the founder of Seventh Sense, a SaaS platform designed to plug into your Hubspot account and existing email systems and quietly listen—listen for the times that individuals engage with you, capture their patterns and allow you to take action on that data. Mike is a data fanatic who’s always looking for new and creative ways to help sales and marketing professionals get better at their trade.

 


Two years ago, I was trying to get connected with a highly-sought-after prospect who I knew would be a great client. I sent several emails, trying to get him to respond and meet with me, but he kept ignoring my emails—or so I thought. I almost gave up, but he finally responded.

Even after this executive became a client, I realized I still had the same problem—he just wouldn’t respond to over half of my emails. We were meeting over lunch one day, and I finally asked him why he so frequently didn’t respond. He laughed and said, “Mike, I don’t even see any emails that come in after 11:00 in the morning.”

Today’s decision-makers are so busy that they don’t have time to read all the emails in their inboxes, much less reply to everything. But there are a few tried-and-true ways to get prospects to read and respond. During my 14 years in sales, I discovered seven practices that doubled my response rate.

Topics: email Sales prospecting