Remember: Deals Dont SImply Close in the Inbox

Its the fourth quarter, and that means for many of us things are just about set. That includes budgets being finalized, deals getting done, and closing out commissions.

Salespeople who need to fill a pipeline in the last few months of the year usually turn to end of quarter sales email.

End of quarter sales email is convenient, but it has its downsides. You miss out on body language and the responsiveness of other mediums like a phone call.

Youre flying blind.

And that can lead to more mistakes from salespeople.

During the final quarter of the year, it’s easy to get swept up in desperation. Here are some tips for staying strong and closing out your year on a high note.


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  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
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Stay Calm

Its always interesting to hear about how some companies are struggling with their Q4 goals.

They called me and said they had a certain budget. We got the deal signed that day.

In reality, these stories do not happen very often.

The idea of a pipeline is glorified to help sales reps justify not having one. Heres the thing, though, even if you dont have one

Dont Panic.

In Q4, desperation is a real issue. Your prospects can smell it from miles away and will use that against you to shift the balance of power in their favor.

When the market shifts, and your commission is no longer enough to make a living wage, you will need to move down in order for it be worth your time.

When you’re desperate to sell, it shows in the way you negotiate and how your tone changes.

Prospects can tell when you’re not being genuine or sincere from your tone in phone calls, presentations and the awkward pauses during a call. They may also be able to sense it through emails.

Even if you’re not desperate, your tone can still be uncertain and ruin a sale. Lavender’s data shows that 70% of the emails we receive have an unsure or hesitant vibe to them.

When you have a buyer who is looking for someone, do they want to know that person has no experience?

If you are in a position where your product or service is needed, then it will be easy for the other party to negotiate with you.

If people dont feel they need your goods, you will lose them altogether.

When you sell a product, be confident in it and the deal. If you arent sure about your product or don’t feel good about what’s being offered, people will see that on your face.

Deals Dont Close in the Inbox

It is important not to view email as a way to close deals. End of month sales emailonly opens the door for conversations, and it’s those conversations that will lead you closer towards closing a deal.

So, dont try to do a lot of things at once.

People often go into their email with a closing mentality, which leads to three mistakes.

  • Revealing too much information and not keeping secrets
  • Mismatched communication style
  • Making assumptions

Too much info

Many salespeople tend to give too much information, especially when they’re trying to make a sale.

When you send them a lot of information, they dont respond. They glance at it on their phone and tell themselves they will get to it later.

You dont really understand what your customer needs or wants by just showing up and talking about the product.

Instead, focus on good interviews and asking the right questions.

You should research as much as you can and then ask a thoughtful question based on your findings.

In order to create a connection, have conversations with your prospects instead of just trying to sell them something. This might feel slower at first but youll be building trust.

Mismatched communication style

In the later stages of a deal, we often get too comfortable and start making mistakes with our emails. This can make getting the sale much more difficult than it needs to be.

You need to match their communication style. For instance, you wouldn’t want to pitch a bank about how your startup helped another company.

If a business meeting starts off formal, dont try to make it more casual. Stick with their preferred style of communication.

Assumptions

When you have to rely only on email, its easy to make assumptions. You can’t read body language or judge responsiveness.

We often start to shift what we’re saying about feedback from others and place it into a different conversation.

You didn’t ask about the price? Then why are you discussing cutting it now, if they haven’t brought it up themselves?

Instead of guessing what they want, ask them.

If you need more information or want to share something that will help them make a decision, set up another call. Email is not the best way to close.

Simplicity Is King

People don’t like complexity. It means that they have to spend more mental energy and it becomes a chore for them.

There is little tolerance for complexity in the inbox.

Most emails we see are too complex and hard to read. We found that the best email writing is at a 5th-grade reading level.

Most emails are hard to read, but even more have very long and complex sentences.

I think that if youre explaining something to a 5th grader, then your writing should be simple and easy to understand. That means using short sentences and breaking up paragraphs.

Ideas should be explained in one sentence, and paragraphs are used to further elaborate on the idea.

Long paragraphs can be difficult to read on a mobile device. Breaking up your text will make it easier for readers.

Avoid it.

Your prospects will be able to quickly scan through your messages and understand them better.

Be Considerate

Q4 is a busy and stressful time for everyone, so its important to be considerate of the needs of your prospects. It may not seem like they have much money or interest in buying from you at this point.

Youve already begun to show consideration for your prospect by asking questions and matching their tone. But you can go a step further with writing simply so it doesn’t take up too much of their time.

Timeline

Your prospect is measured by the tools they buy in Q4, but its not your responsibility to worry about that. You just need to meet their timeline and get them a quality tool.

You want to have a good sense of the needs and wants for this company, while not being too pushy.

The prospect may not be moving as quickly in the process, but they likely have their own Q4 numbers to hit. If you are patient and only check back with them every so often or just to make sure that they have what they need to get a decision made by themselves, then it is much more likely for you to close the deal.

Tone

You also need to be careful with your tone. A misinterpreted word (or a nuance of language that you don’t take time to reflect on) can set the deal back.

Trust can be difficult to build, but its easy to lose.

Be careful not to sound too aggressive in your emails.

Confident swagger can easily turn into being a jerk.

The key to diversity is understanding where people are coming from.

Asking more questions and making fewer assumptions about people’s lives will help you to improve your email EQ.

Find the Balance

Emails are just a way to stay in touch with potential clients. You can’t close the deal through email.

You shouldnt try to change everything all at once.

Its a tough balance. We have to be empathetic and confident at the same time, we need to know our stuff but also actively listen when someone tells you something for what feels like the 1200th time.

Believe in what you are selling, and know your worth. Focus on getting that next meeting.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? Iā€™d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.