No, You’re Not “Just Checking In”!

We’ve seen these 3 words before.

We’ve seen – and written – these 3 words before.

“Just checking in…”

But is that true? We’re not just checking in. We’re actually trying to accomplish something!

• We’re desperate to hit our quota
• We’re lost on how to re-connect with prospects
• We’re trying to close that deal that seems stuck

So we send the dreadful “just checking in” email.

The problem is: they don’t work.

Prospects feel like you’re virtually ‘poking them’, making them reluctant to answer. So not only is it unlikely to get a response, you can even turn prospects against you.

Here is the key: make sure each follow up email adds another piece of value or information to the prospect. It’s not easy! I can personally attest to sometimes sitting 15 – 20 minutes thinking – what more can I share with this prospect than I haven’t already told them – before sending off my follow up email.

Here are just two examples of how to replace the “just checking in”:

• I read just your blog / article / LinkedIn post (look up something about your prospect before emailing)

I was thinking about how much this product/service can really make a difference…

Another idea that I find gets a high response rate is to send along a funny cartoon or gif with your follow up email. It does help if the cartoon is applicable to the subject at hand (which is not always easy to find ;)).

Happy Tuesday & Happy Selling!

Kevin