“The next time you prepare an email click schedule, instead of send.” – Anthony Coundouris in today’s Tip 793
Do you pay attention to the timing of your emails?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Anthony Coundouris, and is a continuation of his Sales Time Management series. Anthony has a decade of experience consulting to technology and software-as-a-service startups. He specializes in designing automated sales and marketing systems, and is the author of the book run_frictionless. Here he is:
Anthony Coundouris: Thanks Scott, for having me on the show. In today’s Daily Sales Tip, I’d like to teach you sales time management. I’m going to show you how you can save hours of time by using effective communication. If you guessed, I’m an Australian, you guessed, right. Fun fact about Australians. Australia is a home to a creature called a drop bear. These critters are renowned for dropping from trees and attacking tourists. The good news is there are no drop bears. Australians created this fictitious animal to scare tourists. Australians love a good joke.
Now here’s the definition of effective communication.
The words you use in the body of an email, the look and feel of the pictures, and the timing. When the message is delivered all contribute to effective communication. However, as salespeople, sometimes we don’t have control over the words, which appear in our emails and even less control over the pictures and the layout. We do, however, have control over when the message is delivered.
Here’s why you want to pay attention to the timing of your emails.
Today, I’m writing to a customer and asking them to post a review on a service we delivered called a friction tuneup. Rather than click send, it’s Tuesday afternoon. I scheduled the email to arrive Friday morning. We found that review requests are more likely to be fulfilled if we send them on a Friday and prompt the customer to prepare the review over the coming weekend. Now, if you live in Australia or the US think about how this applies to message a send from East to the West Coast and vice versa. If you miss your window to have your message read today, it may be better to delay and send that message a day later.
Sending it now won’t make it get read quicker. A scheduling feature is included free with Gmail. MailChimp includes a free scheduler as well. While MailChimp is not ideal for dispatching a single email. MailChimp offers great advice, on the times of the day, your email is likely to be red. MailChimp claims that sending emails later in the morning, between 10:00 AM to noon, we’ll get you the best open rates. However, draw your own conclusions. I’ve served customers who prefer to read between seven to eight while traveling to work in the morning and other profiles like small business owners may be better contacted between 7 and 9:00 PM. Once they’ve stopped serving their customers. The next time you prepare an email click schedule, instead of send.
Let sum up.
If you did what we did and decided to time every message you sent, you made a good call. Here’s why.
Firstly, you provided a frictionless customer experience. You studied the hours, customers are more receptive to your communication and sent messages and replies at an hour convenient for them. Secondly, although your words in pictures in your proposal may not have been better than your competitors. Your proposal got read because you timed the delivery of your email. Lastly, while competitors wasted time sending unnecessary follow-up emails. Your first email, hit the mark and got red while competitors languish in the early game, begging the customer to read their proposal, your busy prepping a contract for the customer in the end game. Thanks Scott. Back to you.
Scott Ingram: Thanks Anthony. Anthony can help you reach predictable revenue with his 4Qs online sales training. You can try one course for free and we’ll have a link for you to just that at DailySales.Tips/793
Once you’ve checked that out. Be sure to come back tomorrow for another great sales tip. Thanks for listening!