Okay - calm down. I'm an introvert thru and thru, so trust me, I won't ask you to do anything I wouldn't do myself.
We introverts like our email. It's safe, it's efficient and we know we aren't hassling anyone with our attempts at communication. Our prospects can choose to read it... or not. They can choose to read it NOW... or later. We're oh-so thoughtful that way. We don't want to impose our friendship on anyone who isn't open to it.
(As in my earlier post about hand-shaking, the EXtros are now saying "HUH?" But the Ntros know what I'm talking about.)
But here's the thing, unfortunately for us ...
It's hard to establish a professional relationship via email. Oh, yes, it can be done, but at a risk. A risk of losing the prospect to a more aggressive salesperson. A risk of drifting into a never-ending cyber-chat with your online prospect, during which you become complacent and, frankly, afraid to break the ice and make the call. It's so much more comfortable to continue your online relationship; it seems to be working fine!
But if you get on the phone, right away, and establish that voice-with-an-email-address rapport, you have a much better chance of:
1. Creating a personal relationship with your prospect, which encourages loyalty
2. Getting on your prospect's calendar (very important!)
3. Truly understanding your prospect's situation and knowing whether or not you can help
And you know what? Once you've broken the voice-to-voice ice, you'll feel SO MUCH more comfortable with this person. (Or not, as the case may be, which is good to know also.)
Several years ago, I contacted 5 real estate agents in the Wilmington, NC area, via email. Two responded - one via email, one on the phone. I chatted with both for the next several weeks, but my loyalty was 100% with the one who called me. Yeah, I'll admit I led the emailer on, picked her brain and took advantage of her offer to send me a daily update of new listings. But when I arrived in Wilmington, who showed me around? Yep. The one who called me.
When you get an Internet inquiry, pick up that phone. Be assured that your hot new prospect is emailing agents all over town, although the good news (for you) is that the vast majority of these agents won't respond at all. But if you make the call, right away, with a big smile on your face, and in your voice, you'll get that cyber-prospect, if you want them!
Copyright Jennifer Allan 2007
Great reminder that we need to be Velveteen Rabbits (ie REAL) and make ourselves known as real people. Email is great to hide behind b/c there IS a certain level of comfort distance, but that goes both ways and that is how the potential client sees us also, as long as it is email we are just a cyber person, not a Velveteen Rabbit!
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