Fear of rejection. The sheer negative force of anticipating rejection makes people turn to e-mail to generate new prospect relationships because it hurts less to not get an answer to hear verbal "no."




* How blocked by gatekeepers and voicemail. When sellers do not know how to break the barriers of gatekeepers and voicemail, they start thinking, "Forget it - not worth the aggravation, and it takes too much energy just email me instead .."




However, when you try to use email to deliver your product or service to someone who knows you, it is not possible to establish the natural dialogue between two people that allows the trust level to reach the level necessary for a healthy relationship to long term.




We all know how much everyone hates spam email, but still, many marketers are still sending introductory e-mails to decisionmakers. Consider that, because they are a credible organization, which is not associated with the negative image of lawyer spam.




However, these introductory e-mails typically contain the traditional three-part sales pitch - the introduction, a mini-presentation about the products and services offered, and a call to action - and this traditional selling approach to instantly tells the recipient of the e-mail that your only goal is to sell your product or service so you can achieve your goals, and not theirs.




If you are still using email to sell, be careful with these 7 pitfalls:




1. Avoid sales pitches. If you feel you must use email to initiate a new relationship, his message on issues and problems that you believe your prospects are that it has, but says nothing to indicate that you are assuming that the two are partners.




2. Stop thinking that e-mail is the best way to reach ecisionmakers d. Traditional selling has become so ineffective that salespeople have run out of options for creating conversation, both by phone and in person. However, it is best to view e-mail as a backup option, not as a way to create new relationships. Try to be used primarily for sending information and documents after developing a relationship with a prospect.




3. Remove your company name from the subject line. Every time you put your company and the first solution, it creates the impression that you can not wait to give a presentation about their




products and services. Your subject line should be a humble reference to issues that you may be able to help prospects solve.




4. Stop conditioning your prospects to hide behind email. When the outlook email, it's easy for them to avoid that by not responding. Also, get used to not pick up the phone and have a conversation with you - and you might want to avoid, because they are afraid that if they show interest in what you have to offer, you try to close them. This creates sales pressure - the root of all evil for sale. This avoidance becomes a vicious circle. If you learn to create pressure-free conversations, you find that you start getting phone calls from potential customers who are not afraid to call.




5. Avoid using email as a crutch for handling sticky sales situations. Are not you call back prospects? Many salespeople who call me for coaching ask how they can get out of sticky situations with prospects - but the e-mails I've sent have already triggered those prospects to retire. It is difficult to reach the correct softening language in an email to reopen a conversation with a prospect who has decided to cut off communication - direct calls, phone from person to person or meetings are much easier and more human.




6. Avoid using "I" and "us." When you start an introductory e-mail with "I" or "we", immediately give the impression that only care about selling your solution, rather than be open to a conversation that may or may not lead to a game mutually beneficial as it has to offer and the issues from their perspective may be trying to solve. If you can change the language of the sales to a natural conversation, your prospect is less likely to stereotype your message as a request for spam.




Finally ...




7. If you can, stop using e-mail selling altogether. There is a way to renew your confidence and eliminate your reluctance to pick up the phone and have pleasant conversations with potential prospects. Learn a new way of working with gatekeepers that will get past voice mail to your decision without the rejection and frustration that are inevitable with traditional selling approaches.




For all these reasons, you should think about email as a last resort. If you can learn to pick up the phone without fear, hoping to start a conversation with a gatekeeper, learn how to go beyond voice mail and find decision makers, who will join the many who have sold their own personal advancement.