Confused? 28,800 Reasons Why Buyers Don’t Email You Back.
It's a universal problem.
You spend time researching a prospect, developing referrals to get an introduction, honing your pitch, and scheduling a demo. It takes days, weeks -- sometimes even months.
And then you when email the buyer back, you get "nothing". Nada. Not a whisper of a reply.
And then you do the "sales dude freak-out". A dance that requires you to swing wildly in all emotional directions.
You're angry, insulted, puzzled, worried and teetering on the edge of temporary-loss-of-commission insanity.
There was a deal.
You saw it. Your sales manager saw it.
Heck, the buyer even shook your hand and told you to send over the paperwork.
But now... there's nothing.
And you want to know why.
You want to hear something. Yes. No. Later. At this point you don't even care.
You just can't stand not hearing anything.
And the answer isn't really quite simple. Because we (both you and your buyer) aren't simple.
And people have all kinds of wonderfully illogical reason for doing what they do (or in this case, not do).
But if you don't like that excuse and want to run through a few different popular reasons why you aren't getting more communication, let's jump in.
Let's talk about the emails that your are sending.
They might need to be improved. Here are a few things that cause buyers to not respond the way you would like:
- Your e-mails are too long.
- The content is too boring.
- The subject is too vague.
- The paragraphs are confusing.
- You ask more than one question.
- There is no excuse to respond.
- Your introduction is way too formal.
- You share too many uncomfortable personal details.
And if none of those apply, think about human nature.
Think about how you act sometimes.
Here are possibilities for you to consider -- reasons why your buyer hasn't stopped everything they are doing and emailed you back.
- They are busy.
- They are reading other (long) e-mails.
- Their boss just gave him another assignment.
- They are looking at your e-mail on their mobile device.
- Your e-mail is in their spam filter.
- They got distracted before they answer your e-mail.
- Personal issues take higher priority.
- Someone else is reading their e-mails for them.
- They are traveling and without a good place to answer their e-mails.
- They need to talk to somebody else before responding to your e-mail.
- They aren't sure how to respond.
Think about it.
There are almost 30,000 seconds in a business day. So, you can expect about that many reasons why the buyer isn't writing you an epic answer to your email.
Usually it's a simple answer called: "life".
It's the reason why you aren't getting faster answers.
Oh. And don't just shrug your shoulders and shove the blame back on the buyer. Make sure you're doing your part to get answers.
Most emails suck.
Be a better communicator.