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Will You Add? - Stand Up - Stand Out: 12 Ways to Get Your Prospects to Call You Back
We are affected when we are introduced to two vastly different alternatives in succession. We know that contrasting two alternatives can distort or amplify our perceptions of things. Generally, if the second item is quite different from the first, we will tend to see them even more differently than they actually are. As a Master Persuader, you can use this contrast to steer your audience toward the object of your persuasion. The use of contrast is based on our perception of items or events that happen one right after the other. If you've had a rotten day because you found out you're losing your job and you come home to a new scratch on your car, you will have a vastly different reaction than if you were having a great day because you're getting a promotion and then came home to the scratch on your car. It's the same scratch, but there are very different perceptions and reactions to it, depending on your personal circumstances.This is all about human perception. The human mind has to find a benchmark of comparison to make judgments, especially when we are talking about unfamiliar situations. People need to make comparisons with their past experience and knowledge. By presenting your prospects with contrast, you are creating those comparisons for them. The min
2) You desperately want to contact me, but you're trapped under a fallen filing cabinet and can't reach your phone or PC.
Your guidance would be greatly appreciated.
Kind regards,
Michael Freer
P.S. If it is #2, please let me know and I'll send someone round to help you out.
This very simple approach works because it's different and fun. We tried it, and received almost immediate responses from previously silent contacts, many of whom started off by apologizing, saying that they've been buried in work and then going into great detail about why they were still interested. The ones who don't respond are either on a really long vacation, or really aren't interested, so it isn't worth wasting any more time on them anyway.
On a happy note, we never did get any responses from prospects who were indeed trapped under their filing cabinets, saving us the d
In “When A Salesperson Is Better Than His Manager Part II," the last article in this series, our sales manager’s credibility and authority were being secretly challenged by the top salesperson.There were rumors that the boss was a failed salesman, someone who got kicked upstairs. Sensing this negative atmosphere, the manager wonders what to do.In the last article, Part II, we talked about his first option, just letting this whittling away of his stature occur, without comment.The idea we considered is he doesn't have to prove, nor does he have to be a great salesman to be a great sales manager. A major league manager such as Frank Robinson, doesn't have to be able to play third base, anymore. He's a manager today, and his role is different.Let's look at the sales manager's next option: having a meeting, one on one, with the malcontent.Always, its good to keep up with your crew, so there's nothing wrong with having a private meeting. But, if your intention is to confront your detractor with your suspicions, you should have more than inferences and suppositions to go on.You need proof, actually citing behaviors in which your salesperson has engaged that have been clearly derogatory and counterproductive to the team. Without proof, you'll just seem par
Most sales people use boring, outdated voice and email methods, which leave them sounding just like every other sales person in the world. If you want to get more return calls from your clients, then you have to do something different from everyone else out there - you have to stand out, be likeable, and actively deserve a return call.
Here are 12 of the best ideas we've found to help you stand up, stand out and make your clients want to return your calls:
1. The fine line between persistence and stalking.
I rarely ever give up. That being said, I don't call my prospects twice a day, either.
The trick is to call consistently, and if you leave a message, tell the customer precisely when you will call them back - and then stick to it. I usually say something like: "If I don't hear from you by March 15th, I'll call you back on the 16th." I get return calls more often, because my prospects know that I will be calling them if they don't get in touch with me.
Most experts agree that it takes at least 4 attempts to reach your prospect. Realistically, I find that number can be closer to 8. But some of my best customers today are those who I was initially the most patient with, and to whom I made multiple calls over a period of weeks, or even months.
2. Let them off the hook.
In a voice or email, it's a great idea to tell a prospect that's its OK for them to say no.
Say something like: "If you've chosen to go with a different product, that's okay. Just let me know so I don't become a follow-up pest." The vast majority of the time, one of two things will happen - they'll either call you back and say, yes, we've chosen someone else, or they'll say no, we haven't made a decision yet, and apologize for not getting back to you sooner.
Either way, you're ahead of the game because now you know the truth about what's going on.
3. Send a handwritten note.
Sending a handwritten note after your first sales call or presentation will dramatically increase your chances of getting a return call. Why? Because a handwritten note increases your likeability, helps make the prospect feel good about you and encourages them to take your calls.
I never cease to be amazed at the number of emails I receive from clients and prospects thanking me for my handwritten notes. Obviously, they have an effect on people that yet another voice or email doesn't.
4. Put them on auto-drip.
If you've tried everything you can think of and still can't seem to get through, but you aren't quite ready to give up entirely, put the prospect on auto-drip, and send them something interesting and of value (not simply advertisements) every month or quarter. This will help to keep you top of mind for when the time is right for them to make a decision, or go looking for a supplier. For more tips on how to stay in touch without straying into stalking territory, check out our article, The Fine Line Between Persistence - and Stalking! [link to http://www.engageselling.com/persistenceandstalking/index.htm]
5. Ask if they're okay.
This is an excellent idea from Engage client Michael Freer, who uses it in both voice and email to drum up a response from clients who have unexpectedly gone silent:
Dear Bob;
On the XXth of June, I sent you an email asking for… and as I haven't heard from you, I can only assume one of the following:
1) You're now not interested and I'm reduced to the status of an annoying piece of spam clogging up your email; or
2) You desperately want to contact me, but you're trapped under a fallen filing cabinet and can't reach your phone or PC.
Your guidance would be greatly appreciated.
Kind regards,
Michael Freer
P.S. If it is #2, please let me know and I'll send someone round to help you out.
This very simple approach works because it's different and fun. We tried it, and received almost immediate responses from previously silent contacts, many of whom started off by apologizing, saying that they've been buried in work and then going into great detail about why they were still interested. The ones who don't respond are either on a really long vacation, or really aren't interested, so it isn't worth wasting any more time on them anyway.
On a happy note, we never did get any responses from prospects who were indeed trapped under their filing cabinets, saving us the di
Six months into our coaching, Jana shared that she was scared. She had been investing hand-over-fist in her marketing campaigns and still hadn’t seen any new revenue coming in. The fear was building up, the debt was starting to feel insurmountable, and Jana was getting overwhelmed.At first, I was stumped. I knew that we had created a powerful plan. Jana was in my coaching program and also had an excellent marketing mentor. Her product was excellent. So what was the real problem here?After spending 25 minutes coaching the major issue surfaced. Jana thought she was the only one who was spending thousands of dollars with too few results. She was feeling ashamed and guilty. Like something must be wrong with her program or her strategies. The truth was Jana didn’t have realistic expectations of the product launch lifecycle.Jana had fallen prey to following in the footsteps of so many “rags to riches experts” who forget to share the real truths of starting a new venture. It’s like there is a dirty little secret that no one wants to talk about but everyone is suffering from.I decided right then and there to let the truth out. Here it is.It can cost a lot of money to launch a product (and run a business!)The truth is you have to spend money to make money. B
Most experts agree that it takes at least 4 attempts to reach your prospect. Realistically, I find that number can be closer to 8. But some of my best customers today are those who I was initially the most patient with, and to whom I made multiple calls over a period of weeks, or even months.
2. Let them off the hook.
In a voice or email, it's a great idea to tell a prospect that's its OK for them to say no.
Say something like: "If you've chosen to go with a different product, that's okay. Just let me know so I don't become a follow-up pest." The vast majority of the time, one of two things will happen - they'll either call you back and say, yes, we've chosen someone else, or they'll say no, we haven't made a decision yet, and apologize for not getting back to you sooner.
Either way, you're ahead of the game because now you know the truth about what's going on.
3. Send a handwritten note.
Sending a handwritten note after your first sales call or presentation will dramatically increase your chances of getting a return call. Why? Because a handwritten note increases your likeability, helps make the prospect feel good about you and encourages them to take your calls.
I never cease to be amazed at the number of emails I receive from clients and prospects thanking me for my handwritten notes. Obviously, they have an effect on people that yet another voice or email doesn't.
4. Put them on auto-drip.
If you've tried everything you can think of and still can't seem to get through, but you aren't quite ready to give up entirely, put the prospect on auto-drip, and send them something interesting and of value (not simply advertisements) every month or quarter. This will help to keep you top of mind for when the time is right for them to make a decision, or go looking for a supplier. For more tips on how to stay in touch without straying into stalking territory, check out our article, The Fine Line Between Persistence - and Stalking! [link to http://www.engageselling.com/persistenceandstalking/index.htm]
5. Ask if they're okay.
This is an excellent idea from Engage client Michael Freer, who uses it in both voice and email to drum up a response from clients who have unexpectedly gone silent:
Dear Bob;
On the XXth of June, I sent you an email asking for… and as I haven't heard from you, I can only assume one of the following:
1) You're now not interested and I'm reduced to the status of an annoying piece of spam clogging up your email; or
2) You desperately want to contact me, but you're trapped under a fallen filing cabinet and can't reach your phone or PC.
Your guidance would be greatly appreciated.
Kind regards,
Michael Freer
P.S. If it is #2, please let me know and I'll send someone round to help you out.
This very simple approach works because it's different and fun. We tried it, and received almost immediate responses from previously silent contacts, many of whom started off by apologizing, saying that they've been buried in work and then going into great detail about why they were still interested. The ones who don't respond are either on a really long vacation, or really aren't interested, so it isn't worth wasting any more time on them anyway.
On a happy note, we never did get any responses from prospects who were indeed trapped under their filing cabinets, saving us the d
Enterprise Resource Planning (ERP) is the system that handles the internal course of action of a business. It comprises of resources planning, management control and equipped control. It came after manufacturing resource planning (MRP II), a proposal for the effective planning of all resources of a production company. This further originated from material requirements planning (MRP), the method used to handle the manufacturing processes. ERP mainly deals with manufacturing, logistics, inventory, invoicing and accounting of a company. It is a back office system wherein the clientele, suppliers and the general public are not directly involved. ERPs are generally cross-functional and enterprise-wide, and all the company departments are integrated in one system.ERP makes use of software for the smooth functioning of business activities. Using economic reusable software, which tends to be common for a wide range of industries is more efficient than using highly priced customized ERP software. It is seen that new ERP software now also cater to the needs of hospitals, manufacturing industries, government departments and other business sectors.ERP software forms the most vital part of an ERP system. It contains different components and each has its own function in the business process
Either way, you're ahead of the game because now you know the truth about what's going on.
3. Send a handwritten note.
Sending a handwritten note after your first sales call or presentation will dramatically increase your chances of getting a return call. Why? Because a handwritten note increases your likeability, helps make the prospect feel good about you and encourages them to take your calls.
I never cease to be amazed at the number of emails I receive from clients and prospects thanking me for my handwritten notes. Obviously, they have an effect on people that yet another voice or email doesn't.
4. Put them on auto-drip.
If you've tried everything you can think of and still can't seem to get through, but you aren't quite ready to give up entirely, put the prospect on auto-drip, and send them something interesting and of value (not simply advertisements) every month or quarter. This will help to keep you top of mind for when the time is right for them to make a decision, or go looking for a supplier. For more tips on how to stay in touch without straying into stalking territory, check out our article, The Fine Line Between Persistence - and Stalking! [link to http://www.engageselling.com/persistenceandstalking/index.htm]
5. Ask if they're okay.
This is an excellent idea from Engage client Michael Freer, who uses it in both voice and email to drum up a response from clients who have unexpectedly gone silent:
Dear Bob;
On the XXth of June, I sent you an email asking for… and as I haven't heard from you, I can only assume one of the following:
1) You're now not interested and I'm reduced to the status of an annoying piece of spam clogging up your email; or
2) You desperately want to contact me, but you're trapped under a fallen filing cabinet and can't reach your phone or PC.
Your guidance would be greatly appreciated.
Kind regards,
Michael Freer
P.S. If it is #2, please let me know and I'll send someone round to help you out.
This very simple approach works because it's different and fun. We tried it, and received almost immediate responses from previously silent contacts, many of whom started off by apologizing, saying that they've been buried in work and then going into great detail about why they were still interested. The ones who don't respond are either on a really long vacation, or really aren't interested, so it isn't worth wasting any more time on them anyway.
On a happy note, we never did get any responses from prospects who were indeed trapped under their filing cabinets, saving us the d
I’m sure you’ve learned about taking away your customers risk by offering a money back guarantee. But, putting yourself on the line with a money back guarantee can be a little scary. I’m sure you’re thinking that people might take advantage of you. They might use the product and then return it.Yes, it’s possible, but if you are offering a quality product you will come out ahead. Like stated before, most businesses will experience about a 5% return rate. A 0% return rate is probably not possible and may not be worth the additional effort.Seriously.Even if your product is fantastic, people will still misinterpret what you are selling, or just change their mind about it. And yes, some will try to cheat you, but this can be side-stepped to an extent by offering a limited time money back guarantee.As a side note, if you don’t put a time limit on your guarantee, you’ll probably get quite a few refunds around the holidays. People need money to buy gifts after all. It happens.In addition to setting a time limit on your money back guarantee, there are other ways to keep your return rate low. The most obvious is to offer a good product. If your product lives up to your customer’s expectations and they feel it is a good value, they aren’t going to return it
5. Ask if they're okay.
This is an excellent idea from Engage client Michael Freer, who uses it in both voice and email to drum up a response from clients who have unexpectedly gone silent:
Dear Bob;
On the XXth of June, I sent you an email asking for… and as I haven't heard from you, I can only assume one of the following:
1) You're now not interested and I'm reduced to the status of an annoying piece of spam clogging up your email; or
2) You desperately want to contact me, but you're trapped under a fallen filing cabinet and can't reach your phone or PC.
Your guidance would be greatly appreciated.
Kind regards,
Michael Freer
P.S. If it is #2, please let me know and I'll send someone round to help you out.
This very simple approach works because it's different and fun. We tried it, and received almost immediate responses from previously silent contacts, many of whom started off by apologizing, saying that they've been buried in work and then going into great detail about why they were still interested. The ones who don't respond are either on a really long vacation, or really aren't interested, so it isn't worth wasting any more time on them anyway.
On a happy note, we never did get any responses from prospects who were indeed trapped under their filing cabinets, saving us the d
In an ever-expanding corporate environment, the need to have an individual identity is a must to stand out from the crowd and get noticed. There are several ways of making this statement such as brand advertising, promotion campaigns and a personalized logo. However, a very subtle yet effective method used to highlight a person or organization’s individuality is the use of personalized rubber stamps.A personalized rubber stamp allows the users to craft their own design, logo, slogan or signature for the stamp. The engravings in the rubber base are made exactly according to the need of the user, adding to the tailor-made approach. These rubber stamps also make the perfect gift for any occasion.Personalized rubber stamps come in various shapes and sizes and focus on the minutest of details. Wood handle stamps are one of the most unique personalized stamps. Unlike other commercial stamps, these stamp handles are custom made to match the size of the rubber die. Other variations include personal signatures, images and logos. Since these stamps are made for a specific individual or organization, their size and shape can also be customized.Personalized rubber stamps are usually made with real red rubber using laser engraver process. This process helps create the finest details
2) You desperately want to contact me, but you're trapped under a fallen filing cabinet and can't reach your phone or PC.
Your guidance would be greatly appreciated.
Kind regards,
Michael Freer
P.S. If it is #2, please let me know and I'll send someone round to help you out.
This very simple approach works because it's different and fun. We tried it, and received almost immediate responses from previously silent contacts, many of whom started off by apologizing, saying that they've been buried in work and then going into great detail about why they were still interested. The ones who don't respond are either on a really long vacation, or really aren't interested, so it isn't worth wasting any more time on them anyway.
On a happy note, we never did get any responses from prospects who were indeed trapped under their filing cabinets, saving us the difficulty and expense of organizing a costly rescue mission!
6. Create a deadline.
After every conversation, you should gain agreement from the prospect as to next steps, and the date they will be accomplished. That way, when the time for the follow-up call comes around and the prospect doesn't show up, you can leave a message like: "I'm calling because the last time we spoke, we agreed to chat today about…."
Reminding them of your agreement will help move them to call you back. If they don't return your call in a couple of days, keep calling, and gently remind them of your mutual agreement.
7. Keep track of who hasn't answered.
Document each call or email in your CRM, so you can remember when you last spoke with, left a message for or sent an email to a client. You can then bring up those dates in a subsequent message, such as: "When we last emailed on Feb 1st, we agreed that I would…"
8. Separate the facts from your imagination.
Try to find out what's really going on, rather than what you simply think or assume is happening. The following 3-step voice mail strategy works because it increases your chances of getting a return call, and it always gets you to the truth:
VOICE MAIL #1: "Mr. X, this is John Doe from ABC Company. Paul Smith suggested I call you because… Sorry I missed you today, but I'll try to reach you again on DATE and TIME."
Make sure your tone is soft, non-threatening and friendly. You don't want to sound like a radio ad for a furniture liquidator. Plus, it's critical that you do call back on the date and time that you say.
VOICE MAIL #2: "Hi Mr. X, this is John Doe from ABC Company calling because I promised to reach you today at TIME. Sorry I missed you. Paul Smith suggested I call you because… I'll try you again on DATE and TIME."
Again, it's critical that you call back exactly when you said you would. Anything else would result in your being less than honest, and risk losing your contact's confidence.
VOICE MAIL #3: "Hi Mr. X, this is John Doe at ABC Company calling, because I promised to reach you today at TIME. Sorry I missed you. I notice that you've been difficult to reach and I'm wondering if that's because you're swamped at work, you aren't interested in doing business with my company or I've been wrong at guessing the times you might be at your desk. Any of these is okay, but if you wouldn't mind letting me know how to proceed, that would be great. I promised Paul Smith I would be in touch with you, and that I would get back to him about our conversation. My number is 613 730-7700, extension 111."
The last reason for not reaching the prospect - that you've been wrong at guessing the times he or she might be at his or her desk - is important because it lets you take ownership of the reason you can't reach the customer. You can change the other two reasons based on your specific sales situation - for example, if this was a follow-up call after sending a proposal, you might say: "I'm wondering if that's because you didn't have a chance to see the proposal, you were unhappy with the pricing I sent or I've been wrong at guessing the times you might be at your desk."
9. Call early or late in the day.
One of the ways I follow up with senior-level decision makers is to call either quite early in the morning (say around 7:30am) or late in the day (after 5pm), without leaving a message if I don't get a person. I've found that, by calling at these times, the decision makers are often alone in the office without a gatekeeper, and therefore more likely to pick up calls themselves.
10. Change your media.
If
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