How often do you get asked, or how often have you made an enquiry to an organisation or business about the services they provide and how you can help them or they help you – only to get a stock answer, nothing specific and nothing that actually invites you to want to ‘do business’.
By only answering the immediate query there’s a chance that an opportunity for more dialogue to be lost; there’s often something deeper to why people ask questions, it could be that they want to do business, that they need your help or that they want to help you.
Unless all communications include the opportunity for further discussion – the door is closed, don’t be the one closing the door.
If you have a potential supporter contact you about the work you do, don’t just answer that question – answer it, then add additional information that may not be immediately available, perhaps you’ve recently done something that you could share – if so do it.
You should also be giving the person more reason as to why their support is important – do you have a new project that you could tell them about?
Before hitting send and signing off the response – STOP – have you asked them if there’s anything you can do to help them make the decision, the commitment to support you?
Don’t leave it for them to have to do all the work, you have to put your thinking cap on and find a way to keep engaging with them, to build the environment for them to decide you’re the right fit for the support they would like to give an organisation.
Do you answer only the immediate questions, if so why – and will you look at changing how you handle all enquiries?