Thoughtful Thursdays – Prospects not returning your calls?
Last week a sales person left a voice message for me. They identified who they were, the company they represented and asked me to return their call.
Today’s sales thought is about prospects return your calls.
Getting back to the message I received, if that person is expecting me to call them back, they will be waiting a very long time. Some would ask why I am not planning to return the call. The first reason, and the only one I need, is that they did not give me any reason to call them back.
Do not expect your prospect to return your call if you do not give them a reason to do it. People are busy and do not have time to do your work for them.
Here are a few suggestions to help increase your call back numbers.
- Give the prospect a reason to call. For example, tell them why you are calling and list one benefit that engaging with you might bring to them.
- Keep the message short and to the point
- Know what you are going to say before you leave the message
- Absolutely, do not expect a return call after just one attempt
- Follow up on your calls and change the message
More than one hundred years ago English art critic and social thinker, John Ruskin said:
“Say all you have to say in the fewest possible words, or your reader will be sure to skip them; and in the plainest possible words or he will certainly misunderstand them.” Substitute prospect for reader.
As for the voice message I received, the sales person never followed up. Do you think that person has any chance of doing business with me or my company?
Good Selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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