| home : sales tip of the day | March 30, 2011  | |
Sales Tip of the Day |
| Wednesday, March 30 THE WAITING Have you ever called a prospect, left a great voicemail message, and asked them to call you back? Sure you have! Ever waited for a return call that never comes? Chances are you are still waiting for a return call from last week, or last month, or even last year. The moment you rely on a prospect (or client for that matter) to call you back is the moment you given up control of the selling process, which greatly reduces your chance of making the sale. That doesn't mean you should call daily to hound your potential customer. Get an agreement during your first call or meeting for an appropriate follow up time and procedure. Ask them how they would like to be contacted and when, and honor that agreement. When you do follow up and get their voicemail, leave a message telling them you will contact them again soon, but they can always call you back at your direct number if it is more convenient. Don't let the waiting kill your sales. Start taking charge of the follow up process, and you will close more business than ever before. |
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