Every now and then I stumble across a superb new product or innovation. This is one of them and it has the potential to radically change the way tele-sales people do business. If you use e-mail in your selling process then read this now!
Okay …The problem with prospecting e-mails is that salespeople have no clue what happens to their messages after clicking the “send” button.
There is an information void because you don’t know if someone has read your e-mail or, more important, has any interest in it. For salespeople, this creates “prospect paralysis” because they don’t know whether to follow up and, if so, when and how.
But suppose you knew. Suppose you knew the moment the prospect got your e-mail and opened it. How would that impact your approach to following up and selling?
Well you can do that now with a cost effective software program called Contact Monkey. It’s a new and nifty e-mail tracking service for Outlook and Gmail that tells you in real-time if, when, how many times and where a message is opened, as well as what device or browser was used.
Think about this now: Armed with this knowledge, a salesperson has valuable and actionable insight to make better and more informed selling decisions so they can focus on the most promising prospects and opportunities.
The idea for ContactMonkey emerged when Scott Pielsticker, a serial entrepreneur, was frustrated with not knowing if his sales pitches were getting read or were resonating. To solve this problem, ContactMonkey’s developers created the software, which was recently launched.
How it Works
Here’s an example to illustrate how ContactMonkey works. Suppose you send a proposal to a prospect. After the e-mail has been sent, you will be able tell if and when the e-mail has been opened. There’s a couple of benefits to you:
- The more the message is opened, the more interest someone likely has in the proposal. It suggests a certain degree of interest; a warm lead perhaps.
- Second, and more significantly, because you get real time notification that the e-mail has been opened you can pick up the phone and make your follow up call. In other words, you increase the odds of reaching the prospect. The more your contact rate increases, the more your opportunities to sell.
What this really means is you’ll be spending more time in conversations and selling, and less time in dialing and leaving messages or making fruitless follow up calls.
But, says Pielsticker, there’s even more insight that can be gleaned. Another feature within ContactMonkey is knowing if a message was opened on a mobile device, within the Chrome browser or Outlook. If an -email is originally opened on an iPhone, and then opened on Chrome or Outlook, it could mean the proposal generated solid interest.
The same approach works for location. An e-mail opened by recipients in Toronto, Boston and London is another indication of good interest.
For you, this information makes it easier to focus on better prospects interested in their email, while you can quickly ignore prospects who paid little or no attention to the e-mail. In other words, it points you in the right direction. You’re using your time better and smarter!
For “warm leads”, you can figure out the best time to follow up. If there’s a lot of interest in a message in a short period of time, you can strike while the iron is hot — knowing that they will likely get a good reception.
Finally, a very handy feature is that the recipient of your e-mail does NOT get a ‘read receipt’ request. Your prospect or customer is unaware of the notification.
I’ve been using it for about 5 weeks. I don’t get notifications on all my e-mail deliveries; there are still some restrictions. But so far, I get notified on about half the e-mails I send. I’ll take that. And because it is open on my Outlook I don’t have to log in and determine if the e-mail was received and opened. It just pops up and that’s when I turn to the phone to make the call.
Here’s the neat thing: ContactMonkey only costs $4.99/month or $49.99/year. It currently works with Gmail for Chrome and Outlook 2007 and Outlook 2010.
For people who want to get more out of their email, ContactMonkey offers an attractive return on investment. Hey, if you close one deal, it would more than pay for an annual subscription. Test it out! Try it. If it doesn’t work for you, fine. Your investment was minimal. But I’d bet you dollars to donuts it’ll make a difference to your contact rate.