Use an A,B,C Email to Move Your Sales Process Forward

How is getting a prospect's attention

Like middle school. There's nothing worse than having your eye on a customer who doesn't know you're alive

They're ignoring your emails or ignoring your phone calls and they're not responding in any way

They're ghosting you. So what can you do? I'm Evena Taylor. I'm the publisher of DIY marketers and the host of Bisapalooza chat

And in this session, we're going to share a recipe for getting your eyes

getting your ideal customer to respond back and say yes or no

With me today is author, host of the small business radio show and the guru of getting

your small business unstuck, Barry Moltz. Very welcome. Thanks for having me

So what is your customer getting recipe and what problem does it solve

Well, I think that's so many times with all that situation where we finally get a really big customer to agree to do business with us

They're set to start next week. We all excited This is going to make our year right And so we call the customer response to next week and we don hear from them And then we email them and we don hear from them We email again we don hear from them

And somehow, as they say in Generation Z-Lingo, they're ghosting us, right? And the problem with that is that we're still holding on to the idea that they're going to do business with us

So it's very, very important to get them to respond. And so I have a way to get people to respond. And so I have a way to get people

respond. Now, it really wasn't my original idea. This came from me through Pam Slam, who's a great

marketing person, and I've used it successfully ever since. It's called the ABC email. You simply

send that email that says in the title, please reply, A, B, or C. And you give them three choices

A, I've been busy. Please contact me now. I'm ready to get started. B, I'm no longer interested in

do business with you, C, I've been busy now, call me in a month. And just by asking them to respond

A, B, or C, you'll be surprised that 95% of people will respond with that one letter. And so you ask

why does this work? First of all, most people are cowards. They don't want to come back and tell

you no. You're giving them permission with this email to say no. Also, you're making it easy for them

to say no And if they do say no it actually frees you up to go find someone that really wants to do business with you And that what being successful in sales is all about So you mentioned that this is I love that you started talking about when it the best time to send this email

Not going to lie. I actually get this email, but it's a cold email, Barry, meaning like maybe they've emailed me two or three times before

They've pitched me something and I have ghosted them, ignored them, three email

prior and then I get this email. And guess what? I still do nothing. Well, because you're not really

invested. I mean, if you had talked to this person and you said that you were going to do business with

them or we're thinking of doing business with them, then you reply because you feel like you owe

them something and it gives you an easy way of response. You know, when people email me sales

pitches all the time, I'll respond if I have time, not a good prospect or not interested or

something like that, just to release them and so they can go after someone else

who is a good prospect. I think that's really great advice. So I definitely want to summarize this

that probably not a good thing to do if you've had no engagement with this person

So if you're in an email conversation that they've been ignoring you, it's probably a no

Exactly. When people don't get back to it, it's probably a no. The reason that you need to send this kind of email is because you still holding on to the idea that I say yes you need to release yourself with a no so you can go after people to have the pain you solve

and want to do business with you. It really helps you in your sales effort. So this email is not only

for them, but it's also for you. Excellent. Barry, thank you so much for this great tip

Now I want to ask you, is there something that you're going to be sharing with the audience

Sure, you don't have a new book that's coming out. It's called Changemasters. How to make the changes you know you need to make. Now, my new book was supposed to come out in December. Then it was supposed to come in January. Now it's going to come out in March because of all sorts of supply chain issues. But if you just can't wait to make changes in your life, you can email me at barriatmolts.com and get the factors. I'll send you to so you can go all this with the supply

Yeah, they are. Excellent, Barry. Thank you so much. What an awesome tip

I love those practical tips that you can do right now. So if there's a customer out there that's been ghosting you, send them the ABC email

and let's hope you get that 95% success rate. Thank you, Barry