How empathy can help in the follow up email

Empathy is the secret to the success of any initiative. The follow-up email could not be different

Sales emails can be the salespeople’s best friends, or, on the other hand, the sales force’s arch enemy.

Well, because people are often not trained to communicate with empathy, kindness and warmth. And, as incredible as this may seem, in Brazil it is very important to convey a cordial message to your interlocutor.

In this post, we’ll understand how to use this in a follow-up email, to get the best results during this communication with your customer, check it out!

How to do follow-up email using empathy?

Many salespeople, managers and entrepreneurs are not used to emails. People prefer phone calls. Thus, they are unable to express themselves via e-mail with the same warmth and politeness that they transmit when using the telephone.

But email is here to stay. And today, relationships are not limited to email. They span social media (mostly Facebook, Twitter, Instagram and LinkedIn) not to mention internal communication apps like Slack and instant text messaging tools like WhatsApp.

Today, after a contact email, the average user expects it to be replied to within 5 minutes. It’s a pretty big expectation when we’re talking about a business opportunity that needs to be used in the best possible way for sellers.

That’s why it’s very important to know how to make a good follow-up email.

Some salespeople, who understand this fact, have tactics built around an email that optimizes open rates and times their follow-up messages.

But, we cannot do this anyway. People are sensitive, and any doubt in the tone of your follow-up email makes it classy as rude or intimidating.

So, abuse empathy, politeness, and learn to use time in your favor. There is no way to follow-up by email, without it.

Here’s how to generate close to 100% close out of email responses from busy sales professionals using a more empathetic approach.

How empathy can help with your follow up emails

How empathy can help with your follow-up emails

1. Find out what your recipient needs

Rather than using a generic email template for all your interlocutors, do research personally who your audience is – and what they expect from you on the internet.

Take this moment to research how your company can help your potential customer to be successful, solve their problems and use your product and your company to their advantage.

Examine whether your prospects could use – or benefit from – using services like your company’s, and take the time to fully understand any corresponding business model.

Before sending a follow-up email message to a business contact, take the opportunity to empathize and understand that person’s pain points, putting yourself in their shoes and using information gathered in a message that is better received by your potential customers.

Take steps to ensure your messages are well received.

If you think she’s going to piss off your partner, invest your energy, intelligence, and approach on another prospect.

If you need to, here are some factors you can use to your advantage when studying your audience – and what they’re looking for.

Follow-up tips via email:

  1. Who: Are you targeting housewives, college students, couples, retirees, teenagers, engineers, musicians or scientists? Even if your audience is B2B, remember: you are talking to people.
  2. What: what does your target audience need? Create something that will help them.
  3. When: When is your target audience online? Write your email with this audience in mind.
  4. Where: where do they live, work and play?
  5. Why: Why does your audience go online? Are they looking for specific information, entertainment or validation?
  6. How: What is your target audience’s internet experience like?

Use this, create a follow-up template based on these questions, and before writing anything down, think about whether it’s worth sending that email or not.

2. Connect with decision makers at all organizational levels

Sellers have a natural tendency to connect with buyers at management, directors, and executive levels.

But what needs to be learned is that organizations are changing dramatically, with areas of leadership concentrated within multiple roles.

When browsing LinkedIn, we can often find people with the titles of vice presidents, directors and presidents of companies or corporations.

But let’s not get to these individuals. Instead, it’s better to research your direct reports—who are more likely to have needs and priorities that align with what we can offer.

Look for ways to empower the individual around these needs – which is especially gratifying when we extend this to entry-level professionals who can manage a budget but are relatively new to the workforce.

email/follow-up email

Connect with all decision makers. Not just whoever is at the top of the chain.

3. Offer something of value immediately

Here’s where content comes in handy. Whenever possible, share some content, a story, or success story that might be helpful to your potential prospect.

Also share observations about what the individual (or company) is currently doing. After all, always strive to deliver exponentially more value than you expect others to pay.

Don’t hesitate to give things away for free, through calls, training sessions and even useful content for your potential client’s daily lives. Treat this step as an introductory handshake to build a long-term relationship through follow-up emails.

Want a follow-up template that illustrates this? So, check out this follow-up email example in this sense:

Carlos, good morning!

I have great news for you: do you know that software you are thinking of adopting in your company? Let’s do internal training here about it. So, as you want more information about him, we decided to invite you to participate as well? What do you think?

I’ll call you later in the day with the details.

Big hug!

4. Never approach without being introduced

Whenever possible, look for a 2nd degree connection with the people you want to reach, and ask for a formal introduction.

But be careful when doing this. Always ask your contacts if they will feel comfortable doing this, and be upfront about your reasons.

These personal and professional relationships add instant credibility to your message, and mean you’re no mere stranger. On the contrary, this will show that you have the endorsement of a trusted professional within that person’s networking.

email/follow-up email

Never connect with strangers before introducing yourself.

5. Use other social channels as add-ons

If people are burying emails, it’s going to be difficult to follow up on emails alone. Instead, build a relationship or simply send a reminder to these people via Twitter (or via a Facebook inbox) where you’ll have shorter, faster communication.

Social media provides a valuable means of condensing information into its simplest components. Instead of sending someone a long paragraph of email, you can send them a quick and simple nudge.

Be prepared to use empathy to add value

As a sales professional, your empathy will be amazing in the relationship you are trying to build with your potential customers. Thus, any salesperson, commercial manager and entrepreneur become super powerful.

Instead of just making noise, let your communications stand out by being as useful as possible. Provide value to your audience, provide information so they can succeed in their roles and roles.

The more you give your potential customers , and everyone involved in your target market, the more you will stimulate gratitude as a bargaining chip, and the more room you will have to attract more leads and business opportunities.

Follow-up by email is important, but there is another way to make this recurring contact with your customers.