Follow up, follow up, follow up! Then, follow up again. It’s an essential part of the sales process. If you don’t remind your leads to call you or set a meeting, they simply won’t remember. What do you do when you have sent reminder emails but haven’t received a response? Nearly every website or leadership guru will tell you to continue following up, but how do you craft a perfect email to convince your lead to respond? Check out these 6 tricks to create a follow-up email when you haven’t received a response.

1.      Talk like you’re talking to a friend. Avoid overly salesy language. In your initial pitch, you most likely informed your lead of the details that mattered. Now, focus on building a relationship. Leads are always more likely to buy from a seller they trust and like. Although it is important to stay professional, it’s just as important to mix in humor and personality as well. For example, rather than starting the email with a “To Whom it May Concern” formality, try a simple “Hey!”

2.      Type the subject line in lowercase. Weird, right? This goes along with the previous point. A friend talking to another friend wouldn’t be formal in a subject line. The most successful follow up emails are the ones that are clicked, of course! So, you need to make sure your leads are intrigued by the subject line. “I Have Been Trying to Reach You” looks like an email that many would avoid. Instead, try “Have you been busy?” The subject line should reflect friendliness – but definitely depends on what you are trying to sell.

3.   Keep it short and simple. As soon as someone opens an email and sees that it is longer than a few paragraphs, they’ll click out – almost guaranteed. Although you have a lot to say, you must remember that they don’t want a lot to read. Condense all of your information into a few short sentences. If they are interested, you’ll have a chance to tell them everything during the next meeting. If they aren’t responding, keep sending follow up emails and reveal more information in each one. Let one email build upon the last.

4.   Never forget a clear call to action. Before you even begin the email, ask yourself: What is it you want from sending this message? Do you want them to visit a link? Give you a call? Set up a meeting? Everything you say should be crafted around convincing them to act and should lead directly and easily toward the call to action.

5.   If possible, add a touch of personal information to show you truly remember who they are. It is always more impressive if you remember his or her name, but it’s additionally impressive if you remember other personal information. For example, if you’re selling hair products and a woman tells you that her hair has been dry lately… mention that! Even with a simple: “Has your hair still been dry? Have you started getting split ends?” Show that your leads are memorable.

6.   Always have a second pair of eyes proofread the message. Regardless of how short the email is, it’s helpful to have someone else take a look at it before you send it. Is it persuasive to your colleague? Is your call to action clear? Did you make any typos or misspell any names? It never hurts to proofread even the smallest of messages.

Below is an example of a follow up email to a lead who hasn’t responded when the salesperson is trying to sell a self-help book.

Subject Line:
Are you going to take the next step?

Hey, Michelle!

How has your first semester of classes been going? I’ve been trying to reach you, but I know you’ve been very busy. I’m just touching base to see if you’re still interested in my new self-help book “How to Survive College” – perfect for all students.

You’ve taken a big step in your life, but now it’s time to take the next step! Sign up by clicking here to receive “How to Survive College” now.

Do you have any questions? Feel free to shoot me an email!

Good luck with classes!

Are you feeling more confident after reading these follow up tips? Remember, stay personable, keep it short, and always have someone proofread. Follow up with your leads today.