7 Ways to Get a Prospect to Return Your Phone Call
What’s the one thing that will make your life so much easier as a salesperson? If only prospects would return your call!
Imagine, missing the contact person you want to speak with, leaving a message and they return your call within the day. Life would be so much simpler.
Fact is, those prospecting calls will never be returned. Why? Because it was probably a bad call to begin with.
Here are 7 reasons why your prospect is not getting back to you and how to overcome them:
1. Your message is not compelling
With a compelling message you demonstrate to the prospect that you understand their industry and that you have a possible solution for a problem they may be facing.
2. You sound like every other salesperson
The average executive receives dozens of calls just like yours every day. Make sure that you stand out, that you use “hooks” that are inviting and compels the prospect to want to hear more.
3. You haven’t done any research
If you leave a message that demonstrates to the prospect that you haven’t done any research then you’ve blown your chances out of the water. Take the time to do basic research on your prospect before picking up the phone.
4. Not repeating your telephone number
It is very important to state your telephone number twice and very slowly say each digit. You know your number, don’t reel it off, if the prospect can’t get the number from your voicemail message or the receptionist writes it down wrong, then you certainly won’t be getting a call back.
5. Your prospect is too busy
Most salespeople fail to realise the busy schedules of executives and that they simply don’t have the time to speak with you. Unless your product or service doesn’t offer sufficient value or resolve a pending problem right now they probably won’t return your call.
6. You don’t come across as being reassuring
By being reassuring you convince the prospect that you’ve done your homework. Also, you can reassure your prospect that if they’ve decided to go with someone else it’s fine, you’re just doing your scheduled follow ups.
7. You leave the same voice mail message
Usually a voice mail message does little to motivate a prospect to pick up the phone and return your call. Remember that you’re dealing with another human being and that connecting with them on that level is very important. Plus, your message should be compelling (see point 1)
Make sure that you’re available for your prospect when they call you back. Always add value and try to solve a problem. At the end of the day it’s up to you to follow up and to demonstrate to the prospect the value you can add to their business.