Why Your Sales Team's Inbox Is Actually a Revenue Leak

Clients remember the person who called, not the one who emailed.

I get it, it seems easier to send an email. Except when you send an email instead of picking up the phone, you're making it harder to build that long-term relationship with your client.

The one who becomes a repeat client. The one who is your raving fan. The one who wouldn't think twice about choosing you over your competitor.

Email has its place of course, a recap of what you discussed, contract details, event logistics, but voice to voice, human to human, always wins the relationship game.

Every email instead of a call is a missed chance to read tone, handle objections, and build rapport. Clients can feel your commitment to their business through your voice in a way that email simply can't replicate.

I've never considered myself a typical "salesperson." I've never had to put on my "sales hat" to secure a piece of business, I've just been myself. I listen more than I talk (although I can absolutely be chatty when the moment calls for it!) and I genuinely care about my clients and people in general.

Relationships can't be built in your inbox. They happen outside of the computer.

Did you know that open rates on sales emails average under 25%? The phone gets a response in real time.

I know times have changed and technology has evolved, but humans still want human connection. In fact, they're craving it.

I've been told many times by clients and potential clients (I don't like calling humans "leads" that I was often the only one who followed up or called. I promise you it's only as scary as you are making it out to be.

Here are a few pointers to get you moving towards feeling confident about picking up the phone.

1. Call first, email second. Before you draft that email, ask yourself if a two-minute call would do it better. Nine times out of ten, it will. Use the email afterward as your recap.

2. Block phone time in your calendar. If it's not scheduled, it won't happen. Even 30 minutes a day dedicated to outreach calls will separate you from every competitor sitting in their inbox.

3. Stop waiting for the "perfect" reason to call. You don't need a new offer or a pending proposal to pick up the phone. Checking in because you were thinking of them is the reason. It's better done than perfect!

4. Use voicemail as a strategy, not a failure. If they don't pick up, leave a warm, specific message. It still signals more than an email ever could, they hear your voice, your energy, your genuine interest.

5. Notice how you feel after a real conversation vs. sending an email. That energy? Your client feels it too.

So why not stand out from your competition and pick up the phone?