It’s time to level up and set yourself apart in an executive’s inbox, but you know it’ll never happen as long as you keep parroting the same lines your prospect gets from every other seller. In today’s episode, our host Donald Kelly gets into why we should NEVER use the phrase “just bumping this up” in a follow-up e-mail. Listen in to hear the things you should say instead!
The Problem With Saying “Just Bumping This Up”
- When you say, “Just bumping this up,” you’re prioritizing yourself in their inbox and insinuating that they aren’t organizing their e-mails. This annoys prospects and turns them off.
- Your prospects are busy people with a lot on their plate. “Just bumping this up,” is a filler phrase that doesn’t add any value and shows a lack of effort on the seller’s part.
How SHOULD You Follow Up?
- Focus on the same pain point that you highlighted in the first e-mail. Then show the prospect your solution by making a quick video describing or demoing it.
- Think from your prospect’s perspective. They’re busy people – if their objection is that they don’t currently have time to meet, let them know you can meet later on.
- We use the Spotlight feature on LinkedIn SalesNavigator to identify prospects who have posted on LinkedIn during the last 30 days (try it free for 60 days at linkedin.com/tse). Use information from LinkedIn to identify triggers and bring those up in your follow-up.
- You can also use testimonials or describe the experiences of other clients who you serve.
“No matter what you sell, whether it’s a water bottle or it’s a complex HR solution for an enterprise-level organization, you need to think, behave, and act like a consultant and recognize the capability in your role, and treat your e-mails and communication accordingly. Otherwise, [prospects] are going to treat you the way that you sound. You don’t want to sound just like a sales professional, just like an order taker. Jump up in your position.” – Donald Kelly
Resources
Check out episode 707 for more ideas on following up!
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