• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
  • Weekly Sales Tip
  • |
  • 303-741-6636
KLA Group

KLA Group

IT Sales and Marketing Agency

Menu
  • SERVICES
      • Digital Marketing
      • Custom Website Design
      • SEO Services
      • Email Marketing
      • Content Development
      • Marketing Coaching
      • Software Development
      • Our Process
      • What is a Revenue Generation System?
      • Digital Marketing Services
      • Sales Training & Coaching Programs
      • HubSpot Implementation
      • HubSpot Implementation for Revenue Growth
      • HubSpot Monthly Support
      • Sales Training Programs
      • How to Cold Call
      • Consultative Selling
      • Email Prospecting
      • How to Ask for Referrals
      • Lead Generation Training
      • Sales Coaching
      • Sales Productivity
      • Sales Hiring Coaching
      • Outsourced Sales Management
      • Sales Assessment
      • Contact Us
  • WHO WE SERVE
    • IT Managed Service Providers
    • IT Solution Providers
    • ConnectWise Evolve
    • Sales Consultants
    • B2B Companies
    • Professional Services Firms
    • Phone System Providers
    • Manufacturing & Distribution
  • ABOUT KLA
    • Who We Are
    • What is a Revenue Generation System?
    • About Kendra Lee
    • Hire Kendra Lee to Speak
    • Meet the Team
  • BLOG
  • RESOURCES
    • Books by Kendra Lee
      • The Sales Magnet
      • Selling Against the Goal
    • Ebooks & Guides
    • Events
    • Weekly Sales Tip
    • Revenue Generating Trends Newsletter
    • Coffee with Kendra
    • Case Studies
  • Contact us

Email is the New Phone

Last updated October 18, 2022 Categories: Sales Prospecting

By Kendra Lee

Email is the new phoneExpectations and how email is used have changed. Many customers
now expect you to hold whole conversations via email, sometimes
with emails flying within minutes of each other, just as if they
were instant messages or a phone call. With these changes email
is now as important as face-to-face meetings and phone calls.

Here are some tips to consider when making email a primary customer
interaction tool:

  • View email as the new prospecting tool. After you leave a voicemail, follow-up with an email,
    giving prospects 2 easy ways to respond. Remember, your goal
    is to connect with the person. Even if they respond “no”, you’ve
    connected and can respond to try to generate an interest.
  • Keep the sales process moving forward. Use emails to ask requirements gathering questions, get referrals,
    make recommendations, and provide updates.
  • Respond to all emails with action items
    promptly.
    You return phone calls within 1-24 hours.
    The expectation now is that you’ll return emails within 30 minutes
    – 12 hours. If you can’t respond completely, send an email setting
    expectations about when you will send a full response.
  • Think – and proof – before you send. Sometimes it’s best to draft a response, then wait 30 minutes
    before sending. You may choose to soften, shorten, or otherwise
    change your response.
  • You may need a hand-held device such as
    a Blackberry to keep up.
    Consider what tools you need
    to stay on top of your emails, responding to your customers
    more real-time, and make the investment.
  • Schedule daily time on your calendar to
    respond to emails.
    Consider this equal to customer meeting
    time. If you’re holding complete customer conversations via
    email, you really are holding a meeting. What’s the difference?
    Give it equal time for well thought out responses and next step
    requests.

There are many benefits to using email: ease of connection and a better
way to communicate are only a few. I recently had a prospect that
was interested in having us do some training development work for
her firm. She emailed me and explained exactly what she needed and
requested a quote. When I requested a phone meeting to learn more
like every good sales rep, she declined. She was the decision maker
and I had to have the answers. So, I asked her all my questions through
email and prepared a proposal based on her answers. With my proposal
in hand, and without a single verbal conversation, she not only accepted
it, but increased it by 20% to cover any changes in scope!

While this situation’s unusual, it’s becoming more and more common
for customers and prospects to prefer to answer questions and move
opportunities forward through email while limiting their number
of meetings. Be prepared and you’ll soon find yourself reducing
your sell cycle and closing opportunities through email, too! Now
isn’t that cool?

Read More Related Articles

sales prospecting tip
Sales Prospecting Prospect on Fridays
Prospecting Too many Details
Sales Prospecting When Your Prospect’s Silence is Deafening
Campaign Engagement
Sales Prospecting Keeping Score: What is Lead Scoring and Why Do You Need It

Primary Sidebar

Footer

Office

  • KLA Group
  • 7779 S Glencoe Way
  • Centennial, CO 80122

Services

  • Digital Marketing Services
  • Sales Training
  • Sales Process
  • Hire Kendra to Speak
footer-logo

Resources

  • Blog
  • Coffee with Kendra
  • Events
  • Ebooks & Guides
  • Newsletter
  • Weekly Sales Tip
  • Books by KLA
  • Sitemap

About KLA

  • About Us
  • Who We Serve
  • Revenue Generating System

Service Areas

  • Commerce City, Colorado
  • Englewood, Colorado
  • Lakewood, Colorado
  • Wheat Ridge, Colorado

Contact Us

Call +1 888-305-0471Contact Us

Join Us

Subscribe OptionsCoffee With Kendra
  • Privacy Policy

© 2025 KLA Group. All Right Reserved.

  • What Should Show on Caller ID When You’re Prospecting?
  • Is Cold Outreach Dead or Are You Missing AI and Smart Tactics?
  • Help Your Team Prospect Consultatively for Better Results  
  • How Consultative Selling Drives B2B Sales Growth 
  • 12 Ways To Achieve Sales Goals Faster

test

Subscribe to Our Blog

Get the latest sales and marketing articles from KLA Group delivered directly to your inbox. 

Name(Required)
This field is hidden when viewing the form
Untitled(Required)
This field is for validation purposes and should be left unchanged.

Talk with an Expert

Name(Required)
This field is for validation purposes and should be left unchanged.

Syllabus - Lead Generation

Name
This field is for validation purposes and should be left unchanged.

Coaching - Sales

Name
This field is for validation purposes and should be left unchanged.

Syllabus - How to Ask for Referrals

Name
This field is for validation purposes and should be left unchanged.

Syllabus - Email Prospecting

Name
This field is for validation purposes and should be left unchanged.

Syllabus - Consultative Selling

Name
This field is for validation purposes and should be left unchanged.

Syllabus - How to Cold Call

Name
This field is for validation purposes and should be left unchanged.
SUBSCRIBE TO OUR BLOG