When you’re trying to reach someone and they aren’t engaging with your email, it’s incredibly frustrating.
You feel like you’re waving your hands up and down yet you remain unnoticed.
The bottom line: Something was off that caused a disconnect between you and your recipient.
We could chalk this up to:
- Lack of engagement: The message didn’t resonate with your recipient
- Bad timing: The message was sent at a time your recipient couldn’t respond
- Wrong channel: The message was sent via email but the recipient would have likely engaged via another channel, such as phone or LinkedIn InMail
Let’s walk through the simple ways to hit your mark and send a message that gets a response.
Three Simple Ways to Increase Recipient Engagement
1. Create a Well-Crafted Follow-Up Email That Resonates With Your Recipient
According to Yesware data, 70% of unanswered sales email chains stop after email #1.
If you’re following up, you’re in the minority which can really play to your advantage.
Here’s what you should include in a follow-up email after no response:
- Restate the context of the original email and the value to them
- Reiterate your explicit ask
- Add more interesting and especially well-researched information
2. Send Your Follow-Up Email at a Time That Works For Your Recipient
When you send an email, it’s easy to gloss over some details.
For example, the time you send it.
The reality of the situation is that sending an email at the right time is less about ourselves and more about 1) who we’re emailing and 2) where they are.
In the process of figuring out the best time to send an email, we looked at how reply rates varied across major metropolitan areas around the world when sent at different times.
Here are some examples of what we found:
- The highest reply rates were achieved by users whose emails reached Bostonians at 6 pm and San Franciscans at 4 pm
- Despite being in the same country, Barcelona and Madrid had considerably different times of day where reply rate peaked. Our estimates placed those at 12 pm for Barcelona and 6 pm for Madrid
We analyzed the flow of hundreds of millions of emails that reach large cities and broke down the reply rates based on when they received it in their local time zones.
Then, we leveraged our analyses into a free tool that shows you the best time to send an email.
This free online tool:
- Identifies a time with the highest computed reply rates in a destination city
- Uses your origin city to suggest the best time to send in your own, local time zone
Pro tip: You can use our email scheduler Send Later to send emails at the right time.
3. Try Connecting On a Different Medium
When your email has been opened but not responded to, this is your cue to try a different approach.
Send a LinkedIn InMail
LinkedIn InMail has a reply rate 3x higher than email. This could be your secret weapon to success.
We’ll plug Sales Navigator right into your inbox so that you can better personalize your emails, find shared connections, and send InMail right in the sidebar of your inbox:
2. Give your recipient a call
When your recipient has opened your email and expressed interest (clicked a link, viewed a presentation), that’s your cue to give them a call. If you call them when they are reading your message, that’s likely to be a more relevant and timely conversation.
The best way to frame your call? With a “what’s in it for you” approach.
Remember that your recipient is a real person with a job that has real needs and frustrations. Connect with that reality and prove you aren’t just cycling selling activities with your own agenda.
In other words, be authentic.
Here’s how you can organize this type of call:
- Context (who you are, when you last reached out, what you’re offering)
- Value Prop
Keep in mind showing them the end-goal your product provides and engage by asking your prospect questions.
We hope that you will try a free trial of Yesware so that you can follow-up with your recipients smarter. Until next time!