Find out why people are ignoring your emails
Rejection is part of the job
When joining a new company, you generally get an onboarding session to welcome you to the team and get you up to speed. During this session, you learn everything about your new company, it’s products, successes and incredible customers. You leave the session feeling pumped, thinking to yourself: “We have the best product and services in the world and proven success with major companies. Loads of people will want to hear about this!”.
Time to get to work.
You build a list of people to contact and start reaching out. You send your first few emails and then wait… After some time, a few replies trickle in but not as many as you expected. You tweak your message and try again. Things get a bit better but you are still not getting the response rate you were expecting. The weeks start passing and the result is still the same. What on earth is going on? Does everyone have this issue or is it just you?
The good news is that this is more common than you think and most importantly, it’s not your fault. So stop beating yourself up, there are a few very simple things that can be done to fix this.
“No matter how great of an inside sales person someone is, rejection is part of the business.” – Claire McConnachie, Account Executive, SalesForce Search
What is your prospect thinking and why are they ignoring you?
Before we dig into how to fix this issue, lets look into some of the reasons that cause people to ignore emails:
- Spam: Your email looks like it is spam or an automated email. People naturally ignore these emails out of habit.
- Irrelevant: The email you sent doesn’t apply to the recipient or their function – “I don’t get it… why would I need SEO services? I work in a school”.
- No time: They bookmarked the email for later but never actually get back to it because life gets in the the way.
- Missed it: It went to their spam folder, they don’t manage their inbox well, they don’t open emails from people they don’t recognise.
- Got side tracked: They started writing a response, got side tracked and your response dies a slow death their draft folder (read more)
As you can see, there are a lot of reasons why your emails can go unanswered.
Where to start and what can you improve on?
Sales reps can often feel frustrated, depressed and rejected when their emails get ignored. This is natural. You spend a lot of time and energy trying to connect with people. You know that have something amazing you want to share with the world. However, sometimes, there are a few tweaks you need to make to your approach before success comes knocking at your door.
1. Be Targeted & Relevant
Imagine a car salesman trying to sell a Porsche at a 99% discount to a 10-year-old. The 10-year-old will never buy. It doesn’t matter if it is the best deal ever. Even if he did buy, it would be wrong to sell to him. This example may seem silly, but we see the same behaviour all the time in SaaS sales teams. The key is to talk to people who 1) have a problem that you can solve and 2) are looking for a solution.
A good first place to start hunting for these qualified leads is with your customer success teams. Referrals sourced from existing customers tend to be more receptive (read more).
2. Be Personal
Make sure the person receiving the email can instantly see what is in it for them and that you understand their business. This requires research and a level of trust that can be built over time (read more) by showing them that you know their industry, understand their role and by sharing relevant content illustrating how you have solved similar issues that they are facing.
3. Be Short, Simple & Lovable
Your prospects have an attention span of around 8 seconds. So in 8 seconds they have to:
1) See that you are relevant
2) Understand what you are offering
3) Be willing to type a response
Reading your email cannot feel boring hard or painful. Keep it short and sweet to prevent being ignored.
4. Make your email easy to answer
Try and think about the last batch of emails you sent that remained unanswered. Did you make it easy for people to respond? Was there and a clear call-to-action?
actionable.me helps you figure out why you are being ignored
“actionable.me will make your outreach emails more personal. You will get instant feedback and get better every single time you reach out to someone.” – Mariia Sadovska, Market Researcher, Intellica Group
actionable.me makes it easy for people to take action when you email them. We do this by inserting smart actions directly into the content of every email you send. Your prospects will be able to answer your sales emails with the touch of a button. actionable.me will help you to ask your prospects the hard questions that will enable you to get better every day (read more).
Contact us to start increasing your email response rates: firstname.lastname@example.org