Email Can't Create Rapport

I've been working with some entreprenueurs who are copywriters and internet marketers. There is such a resistance to picking up the phone. They all want to communicate with prospects and customers through email. They don't understand why they get 1 job and then no more with a particlar client. It's because they don't want to pick up the phone and talk to people. You can't show passion for a product in an email. As most of you kow, a few basic skills can go a long way.

Susan

Quote:

Originally Posted by susana

There is such a resistance to picking up the phone. They all want to communicate with prospects and customers through email. They don't understand why they get 1 job and then no more with a particlar client. It's because they don't want to pick up the phone and talk to people. You can't show passion for a product in an email.

I can see that. Also, emails are easy to misconstrue by you and the client.

susana

You are right on the money. E-mail, newlsetters, websites, etc. are a great way to keep your name in front of people, disseminate information and network but nothing will ever replace direct contact.
As Houston points out, the written word is easy to misconstrue.

Susana what reason do you attribute to this resistance to picking up the phone?

Quote:

Originally Posted by susana

I've been working with some entreprenueurs who are copywriters and internet marketers.

I've seen this, too. I think that a lot of initial ground *can* be covered in email, website, etc. but eventually there will need to be human contact in most cases, yes. Many people do great with what they want to say "on paper" and just freeze up when it's person to person. It could be argued that they probably shouldn't be in sales, then,

but I think they should do whatever works for them.

Quote:

Originally Posted by SalesGuy

Susana what reason do you attribute to this resistance to picking up the phone?

I think it's fear. Their comfort zone is email. They fear freezing up and not knowing what to say.

Susan

Quote:

Originally Posted by susana

I've been working with some entreprenueurs who are copywriters and internet marketers. There is such a resistance to picking up the phone. They all want to communicate with prospects and customers through email. They don't understand why they get 1 job and then no more with a particlar client. It's because they don't want to pick up the phone and talk to people. You can't show passion for a product in an email. As most of you kow, a few basic skills can go a long way.

Susan

Amen to that!

Most folks don't want to be called and solicited again after they've
become a customer so I let emails explain new offerings but a quick call
now and then just to say "Are you getting the service you deserve?" will often
end up with more orders.

Quote:

Originally Posted by SalesGuy

Susana what reason do you attribute to this resistance to picking up the phone?

I don't like picking up the phone because it can sometimes take so much time. I realize it helps a lot toward building a relationship with the customer but it's so much easier to communicate some other way.

Quote:

Originally Posted by ozzie

I don't like picking up the phone because it can sometimes take so much time. I realize it helps a lot toward building a relationship with the customer but it's so much easier to communicate some other way.

That's a good point Ozzie. Email or even voicemail is much quicker but it does come at an expense as you mentioned.

I think email is a wonderful tool, and I love emailing my clients. However, emails are much more effective when accompanied with the occasional phone call. Email is great to follow up on details on something you are doing for a client. It is also great for sending over quick information about something you want them to know about.

Aside from building rapport over the phone; one of the main benefits with talking on the phone is that you will get so much more information from your clients, and I have discovered new opportunities that I never would have with just email.

The key is to balance the amount of phone calls you make to a client with how many emails you send, and how often you email/call. Each client is different, some prefer to receive emails, and some prefer to chat on the phone. As you get to know your clients it should become more clear to you how they prefer to communicate. There is no right or wrong answer, it's about finding that happy medium.

Email Can't Create Rapport

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