Time to read: 2.5 minutes. I was stunned. Happy and stunned. Because I had figured out how to make a sales appointment via email. Yet it happened in a really weird way. I avoided asking for the appointment. Seriously. You should too. Instead, help the prospect self-qualify the appointment.
Through a quick exchange of short emails, prospects will become curious about your solution to their problem or goal. Curious enough to ultimately ask YOU for the appointment.
The more my clients and I practice this, the more appointments set. Can’t argue with that!
The short version
Success at making sales appointments via email is mostly about:
- not saying “too much, too fast” about you and NOT asking for the appointment;
- getting the prospect to tell you what is most important right now and
- sparking the buyers’ curiosity about how you might help them (not your solution).
Here’s the gist of what works: Reply to the prospect’s invitation (to talk about your “scratch to their itch”) by resisting the urge to talk about your product. Instead, help the buyer reveal “the conversation already going on” in their head.
Their real concern.
The best cold email templates I know (an example)
Here is a real life example and a proven cold email template.
(Bye the way, I give a handful of my best cold email templates to my coaching clients. I provide a few free to blog readers here.)
Ok. One reader of this blog named Connor took advice from me and turned it into a response. I love when that happens.
Connor emailed me saying, “Your technique for getting permission to have a longer conversation is working great. What I would like to know is what angle I should take once permission is given… or the curiosity has sparked a response.”
Here is the exact first touch / cold email template Connor used to earn the first response.