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Playbook

Dealing with Rejection: Turn Email Rejection Around

dealing with email rejection

Where are your prospects hiding? When research indicates that up to 30% of texts we receive are blatant lies, it’s fair to assume that many emails we receive may include some lies – and certainly email rejections. We know how much easier it is for someone to press “send” instead of picking up the phone to explain anything.

When we receive an email rejection from our prospect, the worst thing we can do is hesitate. We must reply immediately. Literally, within seconds. The idea is to snap the prospect out of their auto-reject mindset, which is where many of them are when looking through their inboxes, by reminding them that there’s an actual, real human being behind that email that is ready to do something for their company.

From my training files, here is a great example of a real email exchange that lasted a few minutes. Check out how the rep (names changed!) resurrected this email rejection and turned it into a phone call:

From: John Smith

Sent: Wednesday, August 31, 2013 2:17 PM

To: Susan Brown

Subject: It’s Not Too Late for [name of your company] and [name of prospect’s company]

Hello Susan,

I’m following-up to see if you’ve had a chance to review the information I previously sent.

Please excuse me if I’m being overly persistent, I’m just very confident in our solution and its ability to attract and retain talented people.

The [name of your company] Platform helps you find the dependable, passionate people you need to build the [name of their company] brand and deliver outstanding customer service.

We currently help organizations like Noodles & Company, Papa Gino’s, and Boloco hire, develop and engage exceptional employees through a comprehensive suite of online HR tools.

Please check out these brief videos that give an overview of our [sample video]

Thank you for your time,

 

From: Susan Brown

Sent: Wednesday, August 31, 2013 3:21 PM

John,

Could you please remove me from your contact list?

Thank you.

 

From: John Smith

Sent: Wednesday, August 31, 2013 2:30 PM

Hi Susan,

Thanks for the note.

I’m sorry that you don’t want to speak as I believe it would be, at a minimum, an intriguing conversation for you.

Have a terrific week and if you change your mind, please know that I would be thrilled to speak with you

Best,

John Smith

 

From: Susan Brown

Sent: Wednesday, August 31, 2013 3:30 PM

GOSH you sound so nice and knowledgable but I am so bombarded with sales calls daily, my email is overwhelmed and I am not sure if I know with all of the buzz words what you are really trying to sell me!

 

From: John Smith

Sent: Wednesday, August 31, 2013 2:35 PM

That is too funny and I’m so sorry to sound sales-ey! Would you be willing to give me 5 minutes and I’ll speak like a human?

Best,

John

 

From: Susan Brown

Sent: Wednesday, August 31, 2013 3:34 PM

At 4pm

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About The Author

Josiane Feigon is author of Smart Sales Manager and the best-selling Smart Selling on the Phone and Online. She is a pioneer, maverick, and visionary in the inside sales community. A 20-year veteran of the industry, she is the founder of TeleSmart Communications. Since 1994, this San Francisco-based solutions provider has been a leader in developing inside sales teams and managers. Josiane is recognized among the Top 25 Most Influential Inside Sales Professionals and as a leading expert on inside sales team and management talent. Her thought leadership blog is ranked in the Top 50 Sales blogs by SalesCrunch. Connect with her on Twitter and YouTube!

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