Does Your Phone Work?

Emails are a fantastic form of communication. You can thoughtfully prepare an email, write, re-write, edit and write again, all before sending, so that you make sure your message is perfect. Email is also easy, you can send it whenever you want — when it fits your schedule, and whenever you're ready. What's not to love about email?

Receiving email is a fantastic filter to only read the things that are significant or have value to you. You don't have to waste time opening envelopes or waiting for the mail to arrive. Just open your computer, click on the email button and voila, there it is. Email is also portable; you can read it on your phone, tablet or even have Alexa or Siri read it to you. Email is also incredibly easy to delete. We probably delete more emails in a day than we read. We definitely delete more messages than messages to which we respond. Who has time for that? That's the beauty of email. Don't like the message? Hit delete and don't respond.

See the issue?

Email has value to BOTH the sender and the receiver for very different reasons. On a recent coaching call, a seller asked me to help construct the perfect email to get past the gatekeeper. We talked it through and then I said, "Why don't you also type that out, print it, handwrite an envelope and send it in the regular mail?" "Oh, old school. I love it." She responded.

There is another tool that has demonstrated its value for years — your phone. If you're having trouble reaching a client or prospect, sometimes it's best to just pick up the phone and call them.

What is my point? Don't rely on one form of communication in your prospecting and follow-up efforts. Use all the tools available to you — yes, even the "old school" stuff like handwritten letters and the phone.

People are never without their phones these days. What a great way to (stealing from an old AT&T commercial) reach out and touch someone.

We're in sales, so people tend to ignore us. With all these tools at your disposal, your professional persistence will be rewarded.

Do you have a favorite way of getting in touch with clients and prospects? We'd love to hear about it. Email me at Jeff.Schmidt@RAB.com, or better yet, call me - 972-753-6765. (I promise not to delete.)

Jeff Schmidt is the SVP of Professional Development. You can reach him at Jeff.Schmidt@RAB.com. You can also connect with him on Twitter and LinkedIn.