10/25/2023-“I’m checking in…”

Buyers notice everything including your emails, your proposals, the way you speak to them and their assistants….everything. Tighten your game, and you tighten their trust in you.

Imagine you’re a buyer. How would you react if you got an email from a seller with the following?

"I’m checking in…" Or, "I’m emailing to follow up…"

You probably wouldn’t open the note if those words appeared in the header.

Emails that don’t present value or anything intriguing will get ignored by buyers 100% of the time. Besides, "I’m checking in…" is about you, not the customer.

To be perceived as a professional, you must communicate professionally. That means you must be thoughtful in everything you say, do, and send. Make the words you use in your emails matter.

Today, catch yourself before sending an email with phrases like "I’m checking in…" and "I’m writing to follow up…".

Don’t go there.

How’s this instead? "I’m sending you a white paper that addresses the issues we’ve been discussing – I’ll call you today at 5p to talk briefly about it. No worries if you’re busy, I’ll try you again tomorrow."

It’s specific and offers value. And it informs the buyer you’re gonna call again tomorrow. (They’ll probably not pick up today at 5…but they might tomorrow!)

Buyers will respond more favorably when you eliminate cliches and lazy-speak in your notes. Today, edit that stuff out of your notes.

While official stats aren’t kept, it’s fair to assume your buyers receive scores of emails each day from sellers "checking in" and "following up."

Sooooo, distinguish yourself and not write those words in your notes.

Differentiating yourself and your company from your competition means figuring out how to professionally and smartly present yourself to your customers. (Duh.) Start by focusing on what value you can provide to your customers, even when you only want to "follow up" for an update on your proposal.

Remember, it’s not about you, it’s about them.

Writing, "I’m emailing to check in…" is mostly about you.

Providing value earns trust, and of course, lots of good things happen when you earn the trust from your buyers:
1. Sellers who are trusted get access to KDMs, and a seat at the table where discussions occur about big dollars.
2. Sellers who are trusted get more information…the right information needed to present pinpoint relevant solutions to their customers.
3. Finally…. trusted sellers get bigger contracts!

Is it an exaggeration to assume not writing "I’m checking in…" will earn you immediate trust? No.

But you know the little things add up to big things. And yes, customers notice.

At first, it’ll be hard to eliminate cliches and value-less phrases in your emails to buyers.

But if you access that next level of courage inside, you’ll write smarter and more valuable notes to your buyers…and get better interactions.

If this guy in this YT short can conquer his fears of escalators, you too can get to the sales mountaintop by writing better, more direct, and more powerful emails.