Email Closing Lines that Get Response from Prospects

Email CTA

Sales persons go to great extent to grab the attention of prospects – personalize emails, mention references, show social proof, give freebies, etc. In order to address all of these, importance of email subject lines and opening lines have been discussed to the nth degree. While we spend considerable amount of time on fine-tuning subject lines and opening lines, we must also pay equal attention to the closing line. This is where we can leverage the build-up done in the rest of the email to leave a lasting impact and induce response from the prospects. Basically we need to plant a call-to-action at the end. This will make sure that the prospect is crystal clear about the next action he should take. We have come up with 25 compelling closing lines to drive your sales to the next stage.

Conversation initiators by catering to self-interest of the prospect:

These lines help you get the ball rolling by delivering something that would help the prospect professionally or personally. People love it when someone takes the extra step to help them out.

  1. I saw a press release by your company and came to know that you’re opening up a new office in Georgia. I can refer some of the trusted office suppliers – would you be interested?
  2. I used your mobile app and found couple of bugs. Should I send my findings?
  3. I’ve created a two minute video on B2B lead generation via Twitter. Would you like to watch?
  4. Here were couple of issues affecting your website ranking. I’ve prepared a detailed list and ways to fix them. Would you like to check them out?

Thought-provoking questions:

Though-provoking questions can etch your email in the mind of your customers. The response will give valuable insights with respect to the thought process and problem statement.

  1. How did you implement referral marketing program? Did you experiment with ‘one-way’ and ‘two-way’ referral program?
  2. Let me know if the attached deck changed the way you handled product prioritization?
  3. Could you please let me know if you’re currently focusing on reduction of ticket resolution time or development of training program?
  4. I’m curious about the results of your employee benefits program. Are you noticing better retention rate?

Educating the prospect:

You can educate the prospect by providing latest news or statistics that can impact the decision making process and bolster your solution’s position.

  1. Did you know that 51% of marketers plan to increase content marketing spending this year, but nearly 2/3 of marketers are boosting social media budgets for ad spending?
  2. Did you know that more than a third of the U.S. working population is employed at businesses with fewer than 100 employees?

Establishing a common ground:

At the beginning of the sales cycle if you find something (hobby, interest, etc.) with which the prospect would connect, then leverage that to start the conversation and make him open up. Treating someone as a specialist or thought leader and seeking their opinion can do wonders as well.

  1. I saw your LinkedIn update about the little productivity experiment you did – I’m trying that out as well. How did you come up with this?
  2. Congratulations on getting your article published on NY Times! I’m also trying to get published. How was the submission process for you?
  3. Saw your comments on small business reforms. I’m running an online campaign on the same issue. Could you please take a look and give your feedback?

Leveraging social proof:

If you have a proven track record of delivering great solutions, citing those at the end can reinforce your claims and add credibility.

  1. By the way, the mobile app that we had developed for them was showcased at TED.
  2. We were consulting that startup on their growth strategy and last year  they raised $10 million.
  3. They significantly reduced their Total Cost of Ownership by leveraging our integration partnerships.

To the point CTA:

These are the straightforward CTAs to be used after the initial stages of the sales cycle. The idea is to ask for a very specific action and provide maximum two choices –  none wants to confuse the prospect.

  1. Would it be fine with you if we go ahead with pricing discussion or should I get on a call with your compliance team?
  2. It’d be really great if you could let me know by [date] to start the legal consultation process?
  3. Just wanted to confirm that next point in the agenda is for you to [task].
  4. Looking forward to demonstrate the capabilities of our LMS solution. Would you be available on Monday at noon or Tuesday 2 p.m.?
  5. All I need from you is [action] on [task] and I’ll take care of the rest. With that said I’d like to aim for [date]. Would that be manageable on your end?

Reminders:

Sometimes we don’t hear back from the prospects. May be they are too busy to reply, forgot to reply or not interested in the offer. It’s better to jog the memory and push for the deal’s progress.

  1. A gentle reminder. Whenever you have a moment please let me know your thoughts on our proposal.
  2. I didn’t receive any update. Would you need any more information from my end to help you wrap this up?
  3. My office will send a calendar invite/reminder on [date] to resolve the queries raised on the proposal. Sounds good?
  4. I understand you are completely occupied. Could you please redirect me to someone else from your team?

When so much effort goes into writing emails to move the deal through the sales stages, using these compelling closing lines will give that extra edge to your messages.


TeamWave CRM

How to Handle Sales Objections?

Sales Objection

Sales objections are actually good for any sales representative.

When a prospect raises an objection, it means that the person has considered your offering and found out couple of issues before going ahead with the deal. As a sales person it is your job to understand the objection, resolve the issue and convey the value of your solution.

Common Reasons Behind Sales Objections

  1. Budget Constraint
  2. Unidentified Problem
  3. Wrong Timing
  4. Limitation in Solution
  5. Ulterior Motive
  6. Alternate Solutions
  7. Stakeholder Approval
  8. Preconceived Notion
  9. Limited Information

Objection Handling Tactics

This is out of budget

BudgetThere can be three scenarios when the prospect says that your solution is too expensive:

i) There is genuine cash crunch

Ask for the meeting anyway and convey the value, as the budget might open up in the future. Who knows if your prospect really likes the solution, he might work as the internal advocate and try to increase the budget.

ii) He didn’t understand the actual ROI and the benefits delivered by your solution in the long term

Dig deep and try to understand where exactly your product fails the benchmark. Explain how your solution adds value (example: reduction in total cost of ownership) and justify the pricing. Use case studies to strengthen your position.

iii) He properly assessed your solution and didn’t find it worth the investment

In this case connect with the prospect after couple of months and showcase the improved solution, better ROI, new clients, etc.

We’re working with [Competitor]

Competitor

If your prospect is working with your competitor, try one of the following:

i) Ask your prospect for A/B test – deploy your solution along with your competitor’s to find out the better solution.

ii) Convey the additional value (if any) delivered by your solution. If your competitor is improving A and B, you can say that your solution improves C in addition to A and B.

Right now this is not a priority

Not a priorityWhen a prospect is immersed in something that requires her immediate attention, you’ll get this type of response. You might also get this response, if your solution comes off as something that would distort the established process.

First make sure that you have not approached the wrong prospect and the timing is correct. Then find out why your solution is taking a back seat.

Example:

[Prospect]: Right now we’re busy with new project requirements and we need to travel a lot.

[Sales Rep]: That’s great! You can use our mobile app to capture data during meetings and collaborate on the go.

We don’t need this solution

Say no gilfoyleThis reply might come up early in the sales cycle, when the prospect doesn’t know about the problem or has wrong information.

Sales rep should find out the reason behind this reply and educate the prospect about the problem they have.

If you get this reply later in the sales cycle, your solution actually might not be a good fit for the prospect.

We’ll purchase only if you add [additional deliverables]

additional deliverableIt is quite common for prospects to demand additional offers, features, etc. They just want to customize the solution according to their need.

The key here is to find out why that particular additional feature is so important that it can break the deal. The answer you get might not be in-line your company’s vision or it might improve your offering.

If the requirement is genuine and in-line with company’s future plan, then promise that it’ll done. Also try to see if you can provide any work around. If the customer demand has no justification or not something that company can offer, then walk out of that deal.

We’ll purchase next month

timeEither the prospect is stalling you or genuinely interested in buying after some time.

In this kind of scenario you should ask the prospect about their buying process – what are the sequential steps taken by their company to complete the purchase. That way you would know exactly what needs to happen along with estimated timeline for closing the deal. This will help you customize your action plan in case there is any delay.

I need to run this through the board of directors

sales stakeholder discussionIn B2B sales, you are bound to encounter multiple stakeholders. The number of meetings and stakeholders increase according to the size of the organisation.

In this case you should try to be present (physically/via phone) in that meeting. This will help you expedite the process, clarify doubts and give you a good shot at convincing others.

Mail the details and I’ll get back to you

mail the sales detailsThe prospect might have said this with good intentions to evaluate your solution. But most probably you won’t receive any communication, as the onus of initiating the follow-up now lies with the prospect.

Just acknowledge that you’d be sending the required information and also add that you need to know what all information is important to the prospect. This will ease the tension and open up the door to have detailed conversation.

No time to talk!

no timeUsually this response is given at the early stage of sales cycle. All you need to say is you need two minutes to explain how your offer can benefit them.

If you get this message in the later stages of sales cycle, it simply means that the prospect has become cold and it won’t be possible to close the deal without revamping your solution.

Five-step approach

Here are the five steps you can follow to handle sales objection.

1) Listen and empathise

Fully listen to the customer without any interruption and say ‘thank you’. Empathizing with customers helps them open up and leads to an engaging discussion.
Example: “I understand this can be disappointing and I think I can help”.

2) Ask questions and Identify the objection

Ask open-ended questions that would require more than yes/no and figure out the exact objection. If you’re stuck at some point, simply ask ‘why?’.

3) Probe and discover the root

Get to the root of the objection with the help of probing questions. Example: Sorry, I didn’t fully understand. Could you please give me an example.

4) Answer and confirm

Once you have fully understood the issue, answer the issue and get the confirmation from the prospect that your answer was satisfactory.

5) Show the value

Quantify the problem and show the ROI of your solution. Finally move the deal to the next stage in the sales cycle. If you’re at the last stage, ask for closure.


TeamWave CRM

 

How to Boost Sales by Tapping into Pokémon Go Frenzy

Pokemon Go App Usage Time Comparison
Source: SimilarWeb

Pokémon Go has set new records and has disrupted big names in the app world. Here is what it has achieved within one week of its launch:

  • installation number is double than that of Tinder
  • user engagement rate is twice of Snapchat
  • on verge of surpassing Twitter in terms of daily active user percentage

For those of you not yet up to speed on the phenomenon, Pokémon Go is an augmented reality app that uses location tracking and mobile camera to help players catch animal-like characters from Pokémon, the Japanese cartoon series. Apart from capturing the characters, players also go to ‘PokeStops’ to collect their gaming items like Pokeballs and ‘Gyms’ to fight it out with others. These designated places are generally near culturally significant areas and landmarks of the town – selected by Niantic Labs, developer of the game. As the very nature of the game makes users travel around the town, it is great for local businesses (bars, restaurants, theaters, etc.) looking to convert the foot traffic into paying customers. Even if you’re not a local business there is ample scope to get the best out of this amazing opportunity. Here’s how:

Leverage Gyms and PokeStops

As discussed above, players are encouraged to visit PokeStops and Gyms to collect rewards and show their might to other players. That means people will automatically flock to these locations and you can use that opportunity to attract them to your business.

Pokemon-Go-for-small-businesses

Some Examples:

  • Set up a promotion that would provide direction to the physical  address of your local business and grab eyeballs.
  • Reward the players (gift card, discount, etc.), when he or she catches any rare Pokémon character. Ask the gamer to post the screen shot and tag your company account on social media to become eligible for the reward.
  • If a team has been formed to take ownership of the Gym, then give special offers to the members of the winning team.
  • If possible, create a smaller version of your shop and go where the business is.

So the first step is to install the app and find out if there is any such crowd-magnet near your business. Yelp recently added a new feature that helps people locate businesses near the stops. Also note that you can send request to Niantic Labs, in case there is a culturally significant place near your business that has not been selected as PokeStop or Gym.

Set up Lures

One of the most significant in-app purchase that a small business can make is Lures. Lures increase the availability of Pokémon Character near your business for 30 minutes. Increase in the number of these characters means, more footfall and more opportunity for you to increase sales.

Here is what a redditor says:

“If a business spends $100 for 14,500 Pokecoins, they can buy lures for $0.59/lure. $100 gets you 170 lures and 85 hours of increased traffic. If you’re a bar in a college town/city, this is the greatest investment you can make right now.”

Make sure that the players are informed about the exact time and location of the Lure in advance (use text, email and social media).  In case you don’t have good number of following, consider creating a small campaign targeting the users based on demography and interest (liked Pokémon Go page on Facebook). As reported by Venture Beat, a Pizza Bar in Manhattan saw 30% jump in sales by investing $10 in Lures.

“Pokemonise” Your Communication

As stated at the beginning of this post, even if you are not a local business, there are number of ways in which you can leverage Pokémon mania to increase sales.

Building Relation

If you are pursuing a deal in which the buyer happens to be someone who can benefit from this game or a game buff (check social feed), send him useful resource (may be a cheat sheet or a link to PokéVision). This is a great way to bond with the buyer and strengthen your relations – goes a long way in B2B sales.

Prospecting

While sending emails to your prospects (for lead generation), figure out a smart way of adding “Pokémon” in the subject line. This might increase the open rate, but you must justify the inclusion in the email body. Prospects must not feel cheated!

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Lastly, here is a guy catching a Pokémon character while he is about to become a father!

Pokemon Go Funny