Thoughtful Thursdays – Prospects still not returning your calls?

In March of this year, one Thoughtful Thursdays sales topic was about prospects not returning your calls. I talked about not having high expectations for return calls and provided a few suggestions that might increase the chances of a call back.

Today’s sale thought expands on prospects not returning your calls. In spite of your very best efforts to make the connection, they are still not returning your calls.

First off, do not be discouraged. I expect that a number of your calls are returned and I have not yet met a sales person whose calls are all ignored. When sales people bring up the subject, further research often indicates that it is the higher potential prospects who are slow to respond.

When your prospect is one of the bigger fish in the pond, chances are it will take longer to get their attention. If it is a large compnay, identifying the correct person to talk to can take longer than expected and it may require a different approach than you are used to using. Once you have the right name, the connection process begins again. It can take several attempts to reach each person along the way. Be aware that the value proposition for each contact may also be different and consider what might be in it for each contact.

Be mindful that although the business may represent significant sales volume you, it may be a smaller purchase in relative terms for your prospect, and not as high on priority list as you might think.

Be patient and relentless. If your prospect’s potential business is significant, and your products are a fit, your efforts will be rewarded.

Good selling,
Richard

Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.

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