Emails and phone calls are the two leading prospecting methods. So, have you ever wondered which should come first? Converting a prospect largely depends on the first contact. A prospect’s interest should pique during the first few seconds of the first communication. So, which is better: a phone call or an email?

The answer to our question isn’t black and white. In some situations, a phone call should always come first; in others, an email.

When Emails Come First
Email a prospect first when you don’t have enough information about them to know whether they’re a right fit. Don’t waste a lot of time calling cold leads. You can automate emails and insert content and forms into them that will help you understand what they’re interested in. An email campaign can increase brand awareness and nurture leads.

When Phone Calls Come First
Phone calls allow you to make a personal connection with a prospect, and convey your personality more than an email ever can. When you’ve done your research, and you know a prospect is a good fit, always call them before emailing them.

Phone calls are so effectual because they force action and conversation. Emails are easy to ignore. A prospect can always postpone an email, but on the phone, a prospect responds the moment he or she answers the phone. Email often falls into the multitasking category, but a phone call demands your attention. If you want a chance to actually sell, make a phone call first.

Emails are necessary in the prospecting phase. But phone calls are more important in the first contact. The interest you create on the prospect during the first call should encourage him/her reply your future emails and proceed with the prospecting process.

Sending an email to follow up with a phone call is a best practice. If you leave a series of voice mails, you can’t be sure your prospect is listening to them. If you speak to a prospect on the phone, a follow up email to thank them for their time and offer additional information can propel next steps, and gives prospects the option to contact you in the format they prefer.

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