In today’s technology driven world it’s easy to fall into the trap of relying on email as your primary mode of communication. In fact, it’s not unusual for coworkers in the same office to communicate by email even though the sit just a few feet away from each other. And, sales people certainly use email in their day-to-day dealings with prospects and customers.
But, could email actually be costing you business?
I was recently talking to someone about conducting a teleseminar. We had spoken on the telephone, and afterwards, I sent an email. He responded and I replied a couple of hours later. Several days passed and I did not receive a response so I sent him another email. Still no answer. Out went another email (you’d think I would change my approach!). No reply. So, I made the fatal mistake of assuming he was no longer interested and I stopped trying to contact him. That was a big mistake. As it turned out, he had not received my subsequent emails and since I hadn’t bothered to connect with him via the telephone, an opportunity was lost.
Email is a great tool. However, if you rely too much on this form of communication there is a good chance that is costing you money in the form of missed sales.
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