What is the best way to close a deal via email?

Here’s a simple seven-step process for writing an email that can actually close:

• Step No.1. Define the problem, need, or goal. In one to two sentences, show the prospect that you understand the business situation on the basis of your original research and previous conversations with the prospect. Example: "You have shared with us that excess inventory at your Sheboygan plant is reducing the profitability of wholesale operations. However, our research indicates that the plant in question shares many characteristics of your competitors’ most successful operations."

• Step No.2: Define the desired outcome. In one to three sentences, explain what will be different when that problem is solved, that need is fulfilled, or that goal is achieved. Focus on the customer and the advantages the customer will gain from implementing your as-yet-undescribed solution. Example: “Based upon our best understanding of industry norms, improving inventory control at Sheybogan will decrease the cost of goods in the range of20 to25 percent, adding a yearly increase in net profit of roughly $25 million.”

• Step No.3: Define the solution. In two to three sentences, provide a BRIEF overview of the solution you're proposing, tying the solution back the customer's problems, needs, or goals (as defined in Step No.1) AND to the desired outcome (as defined in Step No.2). Avoid jargon and biz-blab. Instead, use words that a nontechnical decision maker can understand. Example: “We can customize our control software to allow you to more quickly use your existing inventory, thereby saving $10 million per year in floor-space rental.”

• Step No.4: Position for the close. In one to two sentences, provide a key factor that differentiates you as a vendor and that makes you the right company for the prospect to choose. Example: “Our inventory control solution was recognized in the annual report of Acme Corp. as being responsible for their increased profitability, and we’re certain that we can do the same for your firm. We look forward to working with you."

• Step No.5: Ask for the next step. In one final sentence, describe the next step that will make the opportunity real (i.e., the close). Example: “Feel free to contact me if you have any questions, or simply send a return email, and we’ll put the customization work on our schedule.”

• Step No.6: Compose your subject line. Given what you wrote in Step No.2, write a crisp summary of the desired outcome. Example: “Profitability Increase at the Sheybogan Plant”

• Step No.7: Structure the email.  Put the subject line from Step No.6 in the subject line of the email (duh!). Everything else goes into the body of the email, in the exact order (Steps No.1 through No.5) in which you wrote them. Don’t forget to sign your name at the bottom.

I agree with the experts answers. Thank you.

The answer is do not.

From experience, the deals that last and close well are the ones with a handshake. Up close and personal or in a worse case scenario over a phone. e-mail is simply too impersonal to close deals.

 

 

When it comes to converting a warm lead to a done deal, email is a crucial tool. While there are plenty of technology tools for salespeople to use – mobile apps, Twitter, LinkedIn and so on – email remains the most effective way to maintain and build a personal dialog with prospects.

Here are some best practices to keep a conversation going using email – and how to get your message noticed to close that important sale:

1.)  Be personal and relevant. 

2.)  Never “just check in.” 

3.)  Fridays and weekends are still prime time.  

4.)  As they say, timing is everything.  

5.)  You can go above, but don’t go around. 

6.)  Silence is death. 

Email is one of the most effective tools for staying in touch with prospects, and continuing to send out personal, relevant, and useful information.  Keep in mind the email etiquette and mechanics mentioned above to ensure your email will stand out and support your efforts to build that long term relationship.

i'm Full Agree with Mr. Vinod

 

Providing all the value props, how he would be beneficial with it and the best price.

Deal your custmers in good way make sure that you not do bad talk.. 

Don't focus on every feature of your product, no matter how hard you've worked on it and how proud you are of it. "It's about highlighting how relevant your product is, or which aspects are the most relevant for that client," says Harrington-Griffin. But remember not to get carried away, says Callaghan: "In the heat of trying to get the deal you must remember not to exaggerate the benefits of the service. This will ruin relations with the client if you are unable to deliver."

You have to have good knwoledge of the product or service you selling to the client and you need to explain to the client all the benifits and services goes with it and be polite and understand what his/hers requirements are.

1.)  Be personal and relevant. From sending the very first email to each ongoing message to your prospect, every email must be personal and show that you’ve done your homework. The days of the generic email blast are gone.  You need to stand above the dozens of irrelevant emails your contacts are receiving on a daily basis that head right to their delete folder.

Think about how you can impact your prospect’s life.  What kernel of information, what research, what industry news is going to matter to them and make their job easier, and demonstrate that you’ve thought about an issue from their perspective.

2.)  Never “just check in.” When you follow-up with your prospect via email you should never just be “checking in.” First of all, you are too busy to have time to “just check in.” Second of all, it does not bring any value to your prospect. Each and every point of contact should offer some new data point and bring more value to your prospect.  It should not appear as if you’re just following up to make your number.

Ask for their feedback or commentary to the information, or their thoughts or experience on the issue so you can initiate a response and keep that dialog going.

3.)  Fridays and weekends are still prime time.  In this age of mobile devices, when people are reading email 24/7, it turns out that Monday through Friday, 9-5 isn’t necessarily the best time to have your email read. Earlier this year, my company released the results of an email study we did to give salespeople advice on ways to increase open email rates. Turns out that email open rates are slightly higher over the weekend.

 

So saving emails for the end of the week may be the best way to actually catch the attention of your busy prospect.

4.)  As they say, timing is everything.  You need to be immediately responsive when you get a reply. That sounds obvious, but it’s always surprising to me how long some emails will sit in a salesperson’s inbox before he or she responds to it. If you get a message from your prospect you need to reply right away, while you’re at the top of their mind. If you’re on the road, or in the middle of pressing deadlines, you can and should still respond.

Let them know, for example, that you are traveling or in a meeting, and that you will get back to them this evening with a more thoughtful reply to their question. With Blackberrys, iPhones, Droids, and iPads, and WiFi just about everywhere you go, clients and prospects expect very quick responses on email. Don’t worry about seeming too available, this is the message you want your prospect to have, that you are easily reachable and responsive to all of their questions and needs.

5.)  You can go above, but don’t go around. I often get asked, is it ok to cc the person’s manager, if I don’t get a reply from my point of contact, especially if I’ve met that person. This is a tricky subject, but my response is generally yes. This is an ok thing to do, but keep your point of contact copied and never throw him or her under the bus. In other words don’t say, “Jim isn’t getting back to me, so I wanted to get in touch with you.”

Instead say, “Hi Tom, I know you were also interested in …, so I wanted to send you this new research that my company just published. I hope you and Jim both find it interesting.”  Ask for their feedback and suggest next steps of setting up a call that week to show them the latest version of your product, or meeting up at a conference you are all attending.

6.)  Silence is death. So, what do you do when you don’t hear back….at all. How many times is ok to keep emailing a contact with interesting tidbits of information? I say about 5-6 times, assuming that each email you’ve sent is relevant, personal and adds value as mentioned above.

After the last email with no response, I advise one more message with the very short subject line entitled, “Too busy or not interested?” Perhaps they just haven’t had time to respond, and you’re giving them one last chance with a very brief message to get back to you. Another option is to try switching channels — go to voice, go to social media, try setting up an in-person visit. If your contact really isn’t an email person, maybe they will be more responsive on a different medium.

When it comes to sales today, I always remind people that they should have a long-term vision. They can’t only be focused on hitting their numbers, and closing short-term sales. If salespeople want ongoing business, referrals to new business, and cross-selling opportunities, it’s all about the bigger picture and developing a deeper relationship.

1- Use the first short paragaraph to show that you have all the knowledge about the prospect's business.

2- Write all the core features of your product and match them with the prospect's industry requirements.

3- Focus on building a rapprt with the prospect rather than just looking for a deal.

4- Present your organization as the best among its rivals.