If your sales strategy is “send another email”… I’m going to gently (ahem, not so gently) suggest we get a bit more creative.
Because the inbox is packed. Everyone’s tired. People are complaining about a ‘tough market’.
And those “just checking in” emails? They’re getting ghosted.
Don’t get me wrong, it’s not that email doesn’t entirely work.
It’s that they’ve become the default. And when everyone defaults to the same thing, nobody stands out.
The salespeople who consistently convert aren’t necessarily working harder. They’re showing up differently. They’re pausing to consider what everyone else is doing, and how to stand apart.
Here are four touch points that can help stand out and convert.
1. Loom videos
Personal beats polished.
A two-minute Loom (or pick your fave video platform) says more than a two-paragraph email ever will. Your prospect sees your face, hears your tone and gets a feel for who you are before they’ve even met you.
How to use it: Say what you’d normally write in the email but personalise it. Pull up their website or LinkedIn profile on screen and talk to something/someone specific. Keep it well under two minutes and lead with them, not you.
Best for: First outreach after a connection, proposal walk-throughs, or re-engaging a lead who’s gone quiet.
2. Voice notes
It’s like sending a little handshake to someone’s DMs.
Voice notes carry warmth that text can’t. They’re quick to send, easy to listen to on the go, and they feel like a real conversation rather than another task in someone’s inbox.
How to use it: Keep it short (under 60 seconds), conversational and specific. Reference something from your last chat. End with a simple, low-pressure next step. Send as a text message if appropriate or on LinkedIn.
Best for: Warm leads, follow-ups after a meeting, stalled deals that deserve a fresh start, and thank-yous.
3. Lumpy mail
Old school and classic for a reason.
In a digital world, something they can hold gets remembered. A handwritten note. A KeepCup. Skittles (yes, really). It doesn’t need to be expensive. It needs to be thoughtful.
How to use it: Make it relevant to the conversation you’ve had or the problem they’re solving. Always include a handwritten note. Then follow up a few days later and reference it.
Best for: High-value prospects, new prospects who are getting to know you (or don’t know you yet) and saying thank you to clients who refer.
4. Consistent connection
Show up where they’re active.
Your prospects are already telling you what they care about – in conversations and in the spaces they show up in – both online and in person. Meeting them where they’re at builds familiarity long before you ask for anything.
How to use it: Notice where your prospects spend their time, whether that’s industry events, networking groups, conferences or online, and be there too. Engage thoughtfully with what they share. Pass on an article, introduction or idea that’s genuinely useful. Congratulate them on wins. Be human first and a salesperson second.
Best for: Warming up cold prospects, building relationships beyond the inbox and staying front of mind between conversations.
Keep the rhythm, mix up the touch points
Email still has its place. But please, don’t let it be your only sales strategy. And get creative with it if you do use email (here’s a challenge – how can you say the same thing in half as many words).
The real power comes from mixing your touch points into a deliberate nurture rhythm. A Loom to open. A voice note to follow up. Something lumpy to get attention.
This will be what moves leads from cold to warm to hot. It’s not – send more emails. It’s smarter touch points, delivered with intention.
What will you try this week? Tell on LinkedIn here.