Simplify your communication, keep it short, confirm receipt of requests, ask for help, template and test, end with a call to action - any question. Do you have one to share?

1. to
Six things
to start
doing now
By Carol Doane
increase
sales

2. 1) First set up Notepad: the best
place to save content you re-use
Notepad removes formatting – so you get a clean copy
when you copy and paste
Click the push pin to
move the item to the
top of the list
TO DO:
• Open Notepad
• While open, right click Notepad to ADD it to
your Taskbar
• Create your script in Notepad and SAVE it
• So your script appears at the top of the list,
PIN it by clicking the push pin to the right of
the item (see “1 Script”)
Right click the icon
to pin it to your
task bar
Six things to start doing now

3. 2) I’m hoping you can help me
Allow your prospect to use their expertise and be
helpful to you.
If they forward your email, and copy you in, capture
that contact information in Salesforce.
Oh, and you might already know they are the right
person, but give them the opportunity to share that
information and start a conversation with you.
Six things to start doing now

4. 3) I’d like to share insight
Prospects know you are a salesperson, but bring
them along the continuum by being a consultant:
Provide insight on what will help them in their job.
“I’d like to share insight on what we see working in the
marketplace today.”
“I’d like to share insight on . . .”  if you don’t know
anything, ask the person next to you.
PRO TIP: Don’t share this information right away, use
it as leverage to schedule a discovery.
Six things to start doing now

5. 4) I’ll have something for you,
shortly.
If you receive a lead, an inquiry, general question,
respond within minutes, it can be as simple as, “I’ll
have something for you shortly.”
Your reply helps the requestor to stop worrying – they
can relax and get back to their job and they don’t
make multiple contacts that may end up on another
salesperson’s desk.
Your quick response gives you a chance to prioritize
their request into your day.
Six things to start doing now

6. 5) Shorter is better
How many emails do you read – thoroughly, the whole
thing, all the way to the end? Most people read the
first few sentences and move on.
Edit your prospecting emails down to three or four
sentences.
That’s it.
Short and sweet.
Oh, and end with a . . .
Five things to start doing now

7. 6) End with a question
To date, no one has ever responded when I said, “Let
me know how I can help you!”
I began ending my emails with a question. That
works!
Here’s some of mine:
• Who’s the best person to connect with?
• At the end of a quote, I’ll ask, “What questions do
you have?”
• When they have not responded in a timely manner,
I’ll ask, “Is this ad still under consideration?”
My hope is that the person reading my short email, in
their head, will start to answer my question and then
their hands will follow suit and immediately start
typing the answer.
Six things to start doing now

8. Summary
People learn different ways – some by listening, some
by reading, some you have to knock over the head.
For those who learn by reading, here’s my summary:
Six things to start doing now
Six things to start doing now
1 Notepad To create, save email scripts
2 Start an email with: I’m hoping you can help me
3 To schedule a
discovery
I’d like to share insight on . . .
4 To buy yourself time
I’ll have something for you,
shortly
5 To insure recipient
reads your email
Edit emails down to a few
sentences
6 Give the recipient a
call to action
End emails or voicemail with a
question