Get Your Sales Emails Opened, Read And Answered | Salesman Podcast

Kim Arnold is a communication consultant, author and helps organisations avoid the wasted time and effort associated with poor communication. Her bestselling book, ‘Email Attraction’ has been featured in Forbes, the Financial Times and on BBC Radio.  In this episode of The Salesman Podcast, Kim shares insights into how the top salespeople get their emails opened, read, and answered. Resources: Kim’s LinkedIn Kimarnold.co.uk Book: Email Attraction: Get What You Want Every Time You Hit Send Book: On Writing Well Transcript Will Barron: Hi. My name is Will, and welcome to today's episode of the Salesman Podcast.   Will Barron: On today's episode, we'll look at how you can get your sales emails opened, read, and answered. And today's guest is Kim Arnold. Kim is a communications consultant, author, and helps organisations avoid the wasted time and associated effort with poor communication.   Will Barron: Her bestselling book, Email Attraction, has been featured in Forbes, Financial Times, on BBC Radio, a bunch of other places as well. And with that, Kim, welcome to the show.   Kim Arnold: Thanks so much, Will. Great to be here.   Will Barron: I'm glad to have you on. Okay. This is clearly an important topic for the modern B2B sale professional. Maybe 20 years, they could have got away with just having a gift of the gab, silver tongue, just calling people and breaking through, but clearly, email is incredibly important right now. It's typically the first step into getting a conversation going with a potential customer.   Whose Fault is it When a Salesperson Doesn’t Get an Email Response? · [01:50]     Will Barron: So, with that said, let's set up the rest of the conversation here, whose fault is it, Kim, whose fault is it, right, when a salesperson, Sam, the salesperson, sends an email and gets no response? Is it the buyer's fault for just being too busy for ignoring Sam for being rude, or is it maybe Sam's fault for sending an email that just sucked and didn't elicit a response in the first place?   Kim Arnold: Well, sorry, Sam, I'm afraid, it's your fault. It really is. Yeah, we are busy. We are overwhelmed at the moment. Our inboxes are groaning, and what we do is filter. We look through our inboxes and we look and we see what is going to give me the quickest value in my inbox. And we start there. Or what's the most urgent, what's going to get me promoted, what's going to win me more business, what's going to make my day brighter. And if he doesn't tick any of those boxes, then, I'm afraid it's gone.   Kim Arnold: And actually, I was talking to a sales guy at a conference recently I was speaking at, and he said exactly what you've just outlined. He said, we're so good in person, we're charming. We're great at networking, we're brilliant in meetings, but these days, we can't even get clients on the phone, let alone, try and get them face to face. So you're having to do everything through email.   Kim Arnold: And he was just saying, I can't communicate any of my personality, my charisma, my charm, all of stuff that works for me in person. I can't get it down on an email, and that is a big problem.   Will Barron: So, I'm doing a bunch of work. A lot of our content goes on YouTube, and I'm working with a consultant in the YouTube space,