How many direct communication emails do I get in an average day? Today it was 17. I consider myself a pretty typical direct target so I thought I’d examine my response habits and to see what works for me. Chances are, many of our prospects and customers behave in a similar way. There is a simple TRIC to making your direct work harder.

1. Trust—I’ve opted-in to 14 of the 17 emails, these 14 are from sources I trust. They usually offer information or insight that I consider to be valuable. For the remaining three, their subject line must stop me and they must offer a relevant tool or solution. Today, none of those meet those criteria so I delete them all.

2. Relevancy—Of those remaining, eight address topics that are not relevant at this moment so I save these emails with plans to read them when I have time. Chances are I’ll never get to those emails and they’ll eventually be sent to the trash.

3. Immediacy—I’ve opted-in for the remaining 14 so obviously, I trust the sender. I scan each subject line looking for timely information. Everyday I’m faced with unique challenges and a few seem to offer a solution to an immediate problem. Those I will open. The others I will delete or save with plans to read when I have time.

4. Convincing—Of the original 17 emails, I open and READ only three. They were from sources I trusted, were relevant and addressed an immediate problem. Of those three I responded to one. Only ONE was able to convince me to act, they simply made me an offer I couldn’t refuse.

From the moment your message arrives in a prospects inbox, there are too many opportunities when your message can be sent to the trash…you simply have to TRIC them.