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Casual Articles - Stand Up - Stand Out: 12 Ways to Get Your Prospects to Call You Back
Once you find the right Business and System that you are looking for in the Home Based Business/ Network Marketing Industry it would be a wise decision to consolidate yourself which is what I did.This means to stop all other websites you use, stop all other product usage from other companies that's not from your Primary Business that you were once involved in. And don't promote anything at all unless it is going to help toward building your Primary Home Business.If you do this you will succeed. If you don't you will be scrambled all over the place like an egg. It's called "Networker Syndrome" and it will cause you to not be effective because you have got too much going on!A lot of Network Marketers have been involved with many businesses and programs over time because they were honestly searching for the right vehicle to use to fullfil their dreams.And once they found the right vehicle they say "OK, for me to get the full benefit out of this great opportunity that I know I want to build for sure I need to consolidate and focus all of my energies on this one thing."This makes sense and will definitely allow you to not be scrambled like an egg all over the place causing you not to be effective because you have too much go
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 a prospect hasn't responded to an email you sent within 5 business days, call to ask them if they received it. Likewise, if they haven't responded to a phone call, send them an email.
Everyone has their own preferred way to communicate. Your job is to find out which communication tool is easier for the prospect. One Engage client specifically tells customers on her voice mail messages that she'll be sending them an email as well in case that is better for them, and in her emails, she lets them know that she'll be calling in case that works better. This not only increases your chances of reaching the prospect, but also shows them that you're putting their interests first.
11. Prepare for the "Final Approach."
Whether in voice or email, when you're ready to permanently write an uncommunicative prospect off, let the customer know that this will be the final attempt you'll be making to reach them. Try something like:
"I notice that it's been X weeks since we last spoke, and I'm assuming that's because you are no longer interested in our product. That's OK, I understand that we are not a fit for everyone. The last thing I want is to become a follow-up pest! If you're still interested, you can reach me at 111-1111. If I don't hear from you, then I'll assume that you are moving ahead in a different direction, and I wo
Your business may be making you a profit, but are there things you can do to make it better? Do you offer your customer the best possible transactions? Taking the time to get to know your customers can increase your business. That doesn’t necessarily mean getting to know each of them on a personal basis, rather knowing their needs, their wants, predicting the goods or services they will purchase, and being prepared to keep up with changes in the market.Figuring out the needs of your customers can be tricky. Not only are the needs of the market continually changing, but different demographic classes of the market will want different things at the same time. To find out what your customers need, pay attention to overall business trends. This will help you keep up with what is going on it the business world. It is also important to keep an eye on the competition.It is very important to know what your customer wants. This varies significantly from knowing what they need. The needs are the things they can’t live without including a quality product or service. Wants are added perks that the consumer is looking for. Often, it is the want that is offered that will help a consumer choose between your business and another.Survey your customersTo find out w
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 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 a prospect hasn't responded to an email you sent within 5 business days, call to ask them if they received it. Likewise, if they haven't responded to a phone call, send them an email.
Everyone has their own preferred way to communicate. Your job is to find out which communication tool is easier for the prospect. One Engage client specifically tells customers on her voice mail messages that she'll be sending them an email as well in case that is better for them, and in her emails, she lets them know that she'll be calling in case that works better. This not only increases your chances of reaching the prospect, but also shows them that you're putting their interests first.
11. Prepare for the "Final Approach."
Whether in voice or email, when you're ready to permanently write an uncommunicative prospect off, let the customer know that this will be the final attempt you'll be making to reach them. Try something like:
"I notice that it's been X weeks since we last spoke, and I'm assuming that's because you are no longer interested in our product. That's OK, I understand that we are not a fit for everyone. The last thing I want is to become a follow-up pest! If you're still interested, you can reach me at 111-1111. If I don't hear from you, then I'll assume that you are moving ahead in a different direction, and I wo
Companies that design, assemble, produce, and test electronic components and assemblies for original equipment manufacturers are known as electronic manufacturing services.The original equipment manufacturers, commonly termed as OEMs, retain the ownership of the said product designs and brand names. Electronic Manufacturing services sometimes branch out into contract electronic manufacturers, and specialize in rapid prototyping and product testing.Electronic manufacturing services offer large, small or medium production runs. The materials can be built from consignment, vendor-owned or customer supplied materials.Some electronic manufacturing services offer design services like conceptual product development advice, software, and mechanical and electrical design assistance.Various other electronic manufacturing services have testing abilities and can perform in-circuit, environmental, functional, analytical laboratory and agency compliance testing.They use several processes and manufacturing technologies. Some of them provide printed circuit boards, connected populated boards or assembly services into larger assemblies. Other products that can be made are flexible printed circuit boards, rigid boards and rigid-flexible circuit boards.Some vendors sp
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 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 a prospect hasn't responded to an email you sent within 5 business days, call to ask them if they received it. Likewise, if they haven't responded to a phone call, send them an email.
Everyone has their own preferred way to communicate. Your job is to find out which communication tool is easier for the prospect. One Engage client specifically tells customers on her voice mail messages that she'll be sending them an email as well in case that is better for them, and in her emails, she lets them know that she'll be calling in case that works better. This not only increases your chances of reaching the prospect, but also shows them that you're putting their interests first.
11. Prepare for the "Final Approach."
Whether in voice or email, when you're ready to permanently write an uncommunicative prospect off, let the customer know that this will be the final attempt you'll be making to reach them. Try something like:
"I notice that it's been X weeks since we last spoke, and I'm assuming that's because you are no longer interested in our product. That's OK, I understand that we are not a fit for everyone. The last thing I want is to become a follow-up pest! If you're still interested, you can reach me at 111-1111. If I don't hear from you, then I'll assume that you are moving ahead in a different direction, and I wo
My friend took his son Tommy to Disney-land, hoping for a photograph with Captain Hook. But just as it reached Tommy’s turn in line, the photo session ended and Captain Hook stalked off making gruff noises suitable for a pirate.Little Tommy broke into tears.Another Disney cast member came along to soothe the boy, gave his parents vouchers for a free dinner in the park and took some additional information.When they returned to their hotel room that night, a colorful card was waiting on the pillow with a picture of Peter Pan on the front. Inside was a handwritten note:Dear Tommy, Captain Hook can be quite nasty sometimes. After all, he is a pirate! I hope you enjoy the rest of your stay with all of us at Disneyland.The card was signed ‘Peter Pan’, and is cherished today by Tommy (and his parents) more than any old photograph with that nasty Captain Hook! Key Learning Point -------------------------------------------------------------------------------- Put positive emotion and a personal touch in your service recovery efforts. Customers will remember and cherish you forever. Action Steps -------------------------------------------------------------------------------- The next time something goes wrong for your cus
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 a prospect hasn't responded to an email you sent within 5 business days, call to ask them if they received it. Likewise, if they haven't responded to a phone call, send them an email.
Everyone has their own preferred way to communicate. Your job is to find out which communication tool is easier for the prospect. One Engage client specifically tells customers on her voice mail messages that she'll be sending them an email as well in case that is better for them, and in her emails, she lets them know that she'll be calling in case that works better. This not only increases your chances of reaching the prospect, but also shows them that you're putting their interests first.
11. Prepare for the "Final Approach."
Whether in voice or email, when you're ready to permanently write an uncommunicative prospect off, let the customer know that this will be the final attempt you'll be making to reach them. Try something like:
"I notice that it's been X weeks since we last spoke, and I'm assuming that's because you are no longer interested in our product. That's OK, I understand that we are not a fit for everyone. The last thing I want is to become a follow-up pest! If you're still interested, you can reach me at 111-1111. If I don't hear from you, then I'll assume that you are moving ahead in a different direction, and I wo
Nobody likes to be misled, especially by people they trust or have an expectation will do the right thing, whatever that is. Fraud and corruption can be a blow to the self-image of capable managers and their confidence in their ability to deter or detect a fraudulent scheme. More so, they can have a negative impact on an organisation’s brand, image and reputation, organisational morale and where the loss is large – significantly impact the bottom line.In a recent survey of fraud in Australian organisations, 84 percent of respondents agreed or strongly agreed with the proposition that fraud control is a governance issue.In Fiji, it is even more important, because the whole fabric of society is affected by the level of fraud and particularly corruption that exists. The World Bank on their website states that: “The Bank has identified corruption as among the greatest obstacles to economic and social development. It undermines development by distorting the rule of law and weakening the institutional foundation on which economic growth depends. The harmful effects of corruption are especially severe on the poor, who are hardest hit by economic decline, are most reliant on the provision of public services, and are least capable of paying the extra costs associated with bribery
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 a prospect hasn't responded to an email you sent within 5 business days, call to ask them if they received it. Likewise, if they haven't responded to a phone call, send them an email.
Everyone has their own preferred way to communicate. Your job is to find out which communication tool is easier for the prospect. One Engage client specifically tells customers on her voice mail messages that she'll be sending them an email as well in case that is better for them, and in her emails, she lets them know that she'll be calling in case that works better. This not only increases your chances of reaching the prospect, but also shows them that you're putting their interests first.
11. Prepare for the "Final Approach."
Whether in voice or email, when you're ready to permanently write an uncommunicative prospect off, let the customer know that this will be the final attempt you'll be making to reach them. Try something like:
"I notice that it's been X weeks since we last spoke, and I'm assuming that's because you are no longer interested in our product. That's OK, I understand that we are not a fit for everyone. The last thing I want is to become a follow-up pest! If you're still interested, you can reach me at 111-1111. If I don't hear from you, then I'll assume that you are moving ahead in a different direction, and I wo
E-mail is without a doubt the best business-building tool to hit the home-based business arena since the fax! Why? Because it is low cost, instantaneous, flexible and absolutely anyone who can type can learn how to use it to their advantage. But just because you know how to open, write and send an e-mail doesn't mean you are making the most of this incredible tool. In fact direct sellers who fail to follow simple e-mail etiquette may be doing more harm than good.Check these Ten Commandments of Proper E-mailing to see how you measure up.1. E-mail netiquette:* Thou shall not SHOUT (all caps)* Thou shall not flame (profanity)* Thou shall not SPAM (unsolicited junk e-mail)* Thou shall not attach large files (or more than one at a time)2. Be Brief And To The Point - Messages should be concise and to the point. Think of it as a telephone conversation, except you are typing instead of speaking. Nobody has ever won a Pulitzer Prize for a telephone conversation nor will they win one for an e-mail message.3. Always Use The Subject Line – The subject line of your e-mail determines whether it will be read or not, so make it compelling. Including an appropriate description in the subject line is a courtesy that will be much appreciated by clients w
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 a prospect hasn't responded to an email you sent within 5 business days, call to ask them if they received it. Likewise, if they haven't responded to a phone call, send them an email.
Everyone has their own preferred way to communicate. Your job is to find out which communication tool is easier for the prospect. One Engage client specifically tells customers on her voice mail messages that she'll be sending them an email as well in case that is better for them, and in her emails, she lets them know that she'll be calling in case that works better. This not only increases your chances of reaching the prospect, but also shows them that you're putting their interests first.
11. Prepare for the "Final Approach."
Whether in voice or email, when you're ready to permanently write an uncommunicative prospect off, let the customer know that this will be the final attempt you'll be making to reach them. Try something like:
"I notice that it's been X weeks since we last spoke, and I'm assuming that's because you are no longer interested in our product. That's OK, I understand that we are not a fit for everyone. The last thing I want is to become a follow-up pest! If you're still interested, you can reach me at 111-1111. If I don't hear from you, then I'll assume that you are moving ahead in a different direction, and I won't call again to interrupt. I wish you all the best on your project, and thank you for considering us."
12. Have some fun - and take a risk!
Engage customer Greg Higgins uses this approach with great results:
"Hi Bob, this is Greg from ABC Corporation. I'm beginning to feel that we have a love-hate relationship with your answering machine - I love to leave messages, you hate to return them. Maybe we can talk soon. Thanks."
Yes, it's sassy. But Greg reports that 99% of the time he uses this, he gets a call back. And of course, he only uses this approach on the most desperate cases.
Here's your challenge: try something new this week! After all, what you've been doing so far hasn't been working, so what have you got to lose - especially with those prospects who've been silent for a while anyway?
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