For stronger requests such as any contract questions, meeting requests, conference calls, or product demos, always use the phone to connect with your prospect.
You should always use the phone when advancing your deal, especially during the prospecting stages. Advancing the sales stage will always involve some level of negotiation and qualification that you just can’t get through email.
If a prospect responds to your call with an email, pick up the phone and call them right back. You want to avoid long email strings, especially if you have yet to have a meaningful sales conversation with them. When following up on leads, always lead with a call.
For example, let’s say a prospect emails you a question about onboarding cost or implementation requirements — pick up the phone. Calling your prospect and handling the question before it turns into a concern will allow you to move your deals swiftly down the pipeline. Using a phone call in deal negotiations also prevents any misinterpretations that may occur over email. It will give you more insight into your prospect’s original question and potentially unearth more information you can use in your negotiations.
If you must respond to an email, reply with “That’s a great question. I’ll give you a call so I can address it and any other concerns.” You can also reply to a question by letting them know, “Hey, I’d love to discuss this over the phone. I left you a voicemail and will call again tomorrow.”