You don’t have to Always Be Closing!

While I love the movie “Glengarry Glen Ross” I disagree that you should Always Be Closing (ABC). Instead, there are times when you simply need to ask an honest question and get an honest answer. I was reminded of this while reading “Brain Dump: 167 Tips & Tricks from a Six-Figure Sales Prospecting Legend” (citation below).

TIP # 32 If you’re notified when a prospect downloads materials from your website, send a very basic email asking if they received the download. No pitch. No asking for a meeting. No telling them how you work with other companies in their vertical. You’ll get many more responses this way, and you can gradually lead to next steps.

Example:

Subject: Your download of the Fantastic Possibilities Book, Joe …

Hey Joe – I noticed you downloaded the Fantastic Possibilities Book from our website. Did everything download okay?

Best,

Your Name

Carpenter, E.R. Brain Dump: 167 Tips & Tricks from a Six-Figure Sales Prospecting Legend (Kindle Locations 220-226). Forest Wade Press. Kindle Edition. (content reformatted to make it easier to read on this site)