High-Profit Prospecting

CHAPTER 15

Email, Communication, and Connection

I bet this is one of the first chapters many people turn to after buying this book. Let’s not kid ourselves; everyone wants to think email is the best way to prospect. The number one prospecting question I receive from salespeople is how to get people to open and respond to emails. What I ask them in return is a question I pose to you: why are you placing so much emphasis on email? Yes, it can be efficient, but it also can become the lazy person’s way to prospect. Far too many salespeople use the excuse that email is the only way to reach prospects. I’ll tell you why salespeople say this. It’s because they don’t want to have to work, and they’re scared of actually having to pick up the telephone! ...