Most of the emails you send require the recipient to
respond. Chance are though that not all emails generate the responses
you want and need. Here's a proven way to improve email responses - end
each request with the words, "thanks in advance." According to a study
of 350,000 emails, those whose closing salutation was some variation of
a thank you received a response rate of 62%. On the other hand, emails
that were signed "sincerely," "regards," "best", etc., only received a
response rate of 46%, reports Roger Dooley in his Brain Pickings newsletter.
The reason why expressing gratitude for an action yet to occur
received the highest response rate is because it convinces the recipient
to follow through. Dooley's research is also confirmed by a Boomerang
study that found a warm thank you boosted email replies.
Dooley also advises that when you are the recipient of a
request-to-respond email that thanks you in advance, the best way to
respond is, "no problem, I know you'd do the same for me", which comes from Influence
author Robert Cialdini. Using this phrase will usually ensure that the
recipient will one day return the favor because of the rule of
reciprocity. This rule creates a sense of obligation when someone does a
favor or something nice for us. Most people don't want to be indebted
to another person, so they feel obligated to repay in kind for what
another person provides.
Experiment by thanking your customers, clients prospects and others
from whom you would like to receive a response in your email and let us
know if your response rate increases. We thank you in advance for
sharing your results on the DPHA Facebook page or with our LinkedIn group.
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