Business E-Etiquette: How to Use Electronic Communication to Turn Prospects Into Clients.(Brief Article)

Publication: Business Credit

Publication Date: 01-MAY-01

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COPYRIGHT 2001 National Association of Credit Management

In today's ever-increasing virtual business world, more and more prospects are making the initial contact with you by e-mail communication. While this may be a big time-saver when it comes to returning phone calls and sending information packets, it does pose some challenges for turning those prospects into paying clients. The secret is knowing how to use every e-mail correspondence effectively to convert prospects into your best customers and referral sources.

The reasons why many prospects favor e-mail correspondence these days are plentiful. First, they don't have to talk to a live person on the initial query. This makes them more relaxed and eager to find out information about you and your company. Also, they can request the information they need any time of day, not just during your business hours. This is especially appealing to those prospects in different time zones and countries. Finally, when prospects receive your reply via e-mail, they get the instant attention they desire without the interruptions that come with phone calls.

Unfortunately, despite all these advantages to the prospects, you as the business professional need some special skills...

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