Is Email A Handshake Instead of a Kiss?

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Choose your sales tools carefully; very, very carefully.

This especially applies when someone sends you an inquiry via email and she requests a conversation.

If you see the words, “I can be reached at…” and a phone number follows, I advise you to call her promptly, without hesitation or delay.

Don’t be lazy, and don’t use the tool you prefer; the one she selected for her initial contact: email.

If she wanted an email, she wouldn’t have bothered inscribing her number, and embedding it into the text of her message. She would have assumed you’d reply by email.

I’ve broken this unwritten rule, and that’s actually how I discovered it was a gaffe.

Whenever I would respond to a request for a call, made by email, with another email, I wouldn’t earn the business of the inquirer.

It worked almost like a negative recipe: Leave this ingredient out and your dough won’t rise, or the dough in your bank account, either!

By requesting a conversation the inquirer is inviting greater intimacy with you, and to substitute a more stand-offish medium, such as email, is the equivalent of offering a handshake when someone wants a kiss.

Do the right thing, defer to their wishes, and you’ll be on your way to business bliss!

Best-selling author of 12 books and more than 800 articles, Dr. Gary S. Goodman is considered a foremost expert in telephone effectiveness, customer service, and sales development. A top-rated speaker, seminar leader, and consultant, his clients extend across the organizational spectrum, from the Fortune 1000 to small businesses. He can be reached at: gary@customersatisfaction.com.

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