In the fast-paced world of sales, particularly in industries like agriculture, the effectiveness of communication can make or break a deal. While email has its place in the sales process, relying too heavily on it—especially in cold calling—can lead to missed opportunities and stalled progress. We explores the downsides of succumbing to the “send me an email” request and emphasizes the importance of completing the sales process through direct communication.
The Downside of “Send Me an Email”
When a prospect responds to your cold call with a request to “send me an email,” it can feel like a small victory. And it can feel like an opportunity to develop trust by giving in to such a small request. However, this request often signals a lack of commitment or interest. They’ve made their goal of pushing you aside for their own legitimate reasons. Example they are busy, they feel you’re not a priority, and ultimately at this stage they genuinely don’t know who you are and what you do.
By agreeing to send an email, you risk losing momentum in the conversation and you’ve lost control of the timeframe. It’s arguable that it’s much better to follow up at a better time than give a prospec the ammunition to get back to you at their time.
Here are some negative effects of succumbing to this request:
Loss of Control in Your Agenda and Personal Connection: Your calls, whether it’s outreach or “cold call” is about building rapport and establishing a personal connection. It’s igniting an authentic interest in YOU more than the company or service. People don’t buy the products, they buy into the people that represent them – so therefore they buy YOU. When you switch to email, you lose the opportunity to engage in real-time dialogue, which can help you gauge interest and address concerns immediately. The allure of YOU they are entrusting is lost.
Limited Opportunity for Clarification: In a conversation, you can clarify misunderstandings on the spot. Emails, on the other hand, can lead to misinterpretations and require back-and-forth exchanges that prolong the sales cycle.
Lack of Engagement: Emails can feel impersonal, leading to disengagement. Prospects are less likely to respond to a generic email than to a tailored conversation that addresses their unique challenges.
Missed Opportunities for Upselling: During a call, you can identify additional needs and upsell opportunities that may not be apparent through email. This personal interaction allows you to tailor your pitch and increase the value of the sale.
Increased Competition: Once you send an email, your prospect may receive similar requests from other salespeople. Without the personal touch of a call, your message may get lost in the shuffle, making it easier for competitors to swoop in.
Delayed Decision-Making: Emails can sit unread in an inbox for days or even weeks. Now that they have the “email with information” we have opened up the opportunity of the seeded though, “well thank you for your info, i have it, and I’ll get back to you if I have any questions…”
This delay can stall the decision-making process, allowing prospects to forget about your offer or lose interest altogether. The average person who’s is contacted about an unplanned agenda or request will loose interest about you and your purpose within 48 hours, will forget about your call and your purpose within 3 days. Many data and research has proven this.
This is why it’s so important to bring ACTIONS and schedule next steps with your prospects within 48 hours ideally. 72 hours max. Your opportunity decreasing to stale, cold, and lost after this period is further opened up by now having an email at hand. They’ve got what they need. Why do they need to follow up with you?
Incomplete Closing Process: If you don’t complete the closing process during the call, you risk leaving the deal open-ended. This can lead to uncertainty for the prospect and a lack of urgency to move forward.
The Dangers of Informational Emails Only
Continuing to send informational emails as a primary tool is not only like throwing bombs to random coordiantes and hoping it hits… Your success dramatically lowers without following up with a call. Let’s look at the dynamics of the email and the customer’s situation:
Information Overload: Prospects may receive a barrage of information that overwhelms them, making it difficult to discern the value of your offering. Without a personal touch, they may not fully appreciate how your solution meets their specific needs. Let’s face it, you’re likely calling the most busy individuals in the world. They are leaders, managers, owners, and executives. Large paragraphs and large bodies of information are even outsourced to their assistants or support personnel as a norm.
But on the other hand, your informational emails are likely comprehensive and long. The dynamics are competing. Whereas in a phone conversation, contrary to what people believe, most people will be more friendly and open to a conversation. And the repetitiveness of doing this – on average after about 80 hours, you end up having natural conversations with people.
Effective Cold Calling Techniques
To maximize your success in cold calling, especially when registering new farms in the Roobeez Marketplace and Roobeez FarmTrack, consider the following techniques:
Research and Personalization: Before making a call, research the farm and its owner. Tailor your pitch to address their specific needs and challenges. Mentioning relevant details can help establish credibility and rapport.
Open with Value: Start the conversation by highlighting the benefits of your product or service. For example, explain how being part of xxx can increase their visibility and sales opportunities.
Use Rebuttals Effectively: If a prospect says, “Send me an email,” respond with a rebuttal that emphasizes the value of a conversation. For example:
“I understand that you’re busy, but I’d love to discuss how name of your company can specifically help your farm. Can I ask…. INSERT HERE SOMETHING RELEVANT…. “
Ask Open-Ended Questions: Encourage dialogue by asking open-ended questions that prompt the prospect to share their thoughts and concerns. This can help you identify pain points and position your solution effectively.
Create a Sense of Urgency: Highlight any time-sensitive offers or benefits of doing XXX by a certain time. For example, mention limited-time promotions or the advantages of early registration.
Follow Up Strategically: If a prospect insists on receiving an email, send a concise, value-driven message that summarizes your conversation and includes a call to action. Follow up with a call a few days later to discuss their thoughts.
Conclusion
While email can be a useful tool in the sales process, it should not replace the personal touch of a phone call, especially in cold calling. The % of conversions are historically a considerable fraction of what you can achieve via a call.
By prioritizing direct communication, you can build stronger relationships, close deals more effectively, and ultimately drive success in registering new farms in the Roobeez Marketplace and Roobeez FarmTrack. Remember, the goal is to complete the closing process end-to-end during the call, ensuring that you leave no opportunity on the table.