Close Your File Template

In every sale there is always a scenario where I can’t get someone to respond.

No matter what I do. I can’t get an answer from them.

When people stop responding I use the Permission To Close Your File Tem-plate. This is one of those templates that I’ve tried to beat, but no matter what

I’ve done or tried I couldn’t improve upon it.

From testing, this email gets 76% of people respond.

Subject: Permission to close your file?

My favorite part of this email is that no one knows what close your file means. I don't even know.

Name,

I'm writing to follow up on my email and voicemail. We are in the process of closing files for the month. Typically when I haven't heard back from someone it means they are either really busy or aren't interested. If you aren’t interested do I have your permis-sion to close your file?

If you are still interested, what do you recommend as a next step?

Thanks for your help.

Your NameSignature

Customize this phrase based on the contact you

have had with your prospect.

You don't want to make the other person wrong for not re-sponding. You want to provide an easy out for them. This increases the likelihood they will respond to you this time.

This will likely be the case but you are better off knowing then spend-ing any-more time chasing them.Typically 20-25% of people will still be inter-ested. They just haven't gotten back to you.

This is one of those phrases that I have done everything to try and beat. No matter what I've done or tried, I've never been able to improve it. The phrase works because the customer is leading the next next steps of the sale.

This could be for the month, quar-ter or year.

Everyone likes to help other people. Especially when it doesn't require a lot of effort.

When do you use this email? I use this after any conversation or proposal where I

lost track of the sale.

Here is why this works. This email is the opposite of a typical follow up. The email

tells the person, that I gave up and asks their permission to close the account.

From this email I typically get one of two responses.

In this scenario the customer may be a little frantic. They are anxious to stay active and tell me exactly what to do to get the sale back on

Email Response 1

A portion of people will respond with something

like this.

From this email I typically get one of two responses. I’m so sorry I didn’t respond earlier. I’ve been really

busy with ….

Yes I’m still interested. Why don’t we jump on a call.

I’m available next Tuesday at 10am or Wednesday anytime after 3pm.

Whatever they are busy with

If they are interested they will give you detailed

next steps.

Close Your File Template

Word of Caution

I only pull this email out when I’ve followed up with someone two or three times and

didn’t hear back.

Email Response 2

Unfortunately, most people will close their file. But don’t fret, here’s why it’s actually a good thing.

Think about it objectively. When you don't know the next step of a sale, your goal is to figure out the next step. And if the other person stopped respond-ing, chances are they aren’t interested.

Here is why I’m better off. The worst thing I can do is waste my time on someone who won't buy.I’m better off knowing where I stand.

“Fail fast. Fail often.” - Author Unknown

You are thinking about them. They have moved on. This

email gives you the opportunity to regain control.

What do you do when someone says no to you?

I often get the questions, if someone isn’t interested, do you keep trying to sell to them?

My answer is simple. If it were you, would you like someone to keep selling you after you told them you weren’t interested?

No. Of course not. You would want them to accept it and move on.

You don’t want them to keep bugging you.

So I save myself a lot of grief and go find someone who is interested.

Close Your File Template

So does that mean that you're done?

Of course not.

If they don't want to work with me, I still have the opportunity to learn. I have a great opportunity to find out if it was a mistake I made or something about my product that needs to improve. So in pursuit of constant improvement, this is the email I send.

Subject: Your file is closed

You can also try the subject line "Quick question..."

Encourage the response that you want.

It's important that they know it is over and that you heard them.

Name,

Thanks for your email. I closed your file. Since it is over, I have a quick question. Why is it you aren’t interested? Was it something I did?

If there is anyway I can improve, let me know. I’m always looking for input.

Thanks for your help,

Your Signature

Use this or substi-tute it for what-ever main question you want answered. Keep it short and easy for them to respond.

This is optional.

Close Your File Template

Sometimes I sense that the prospect needs to be pushed on a little more aggressively - in which case, I send the email below that plays up people’s desire to help people in need.

From testing 5,000 follow up emails, I’ve found that people are more likely to resond if I’m asking on behalf of another person versus asking for myself.

Subject: Your file is closed

This scenario works because it is accurate. The prospect relates to you because they know what it is like to have a boss.

Your request.

Name,

Thanks for your email. I closed your file.

I talked to my boss to give him an update on your account. He asked me what happened. I told him I didn’t have an answer. If you don’t mind doing me a favor, can you let me know why you weren’t interested.

I’m kind of in a tough spot and I’m hoping to get back to him with something.

Thanks so much for your help.

Your SignatureOptional but it works.

If they don’t respond, I just move on. I consider it a bonus if I can learn from the sale.