24 Ways to Get People to Call You Back When Prospecting
Posted on Thu, Jan 26, 2012
Below are several questions, sales tips and advice on how to get people to respond to your sales calls:
1. who called who initially (if they called you, they should be interested)
2. should you have met in the first place (did you pre-qualify before you had your meet)
3. after you met, should you have met again or are you chasing bad business
4. did you already give them what they need (i.e. a proposal) so they no longer need to speak with you
5. was there any real interest to start with (did the prospect have a compelling event with a time frame and executive sponsor)
6. are you talking to the right person (maybe they aren’t calling back because they are waiting for someone to tell them what is going on)
7. are they so busy with so many things that your project gets yo-yo’d with everything else
8. have you gotten a firm commitment on a specific date and time to talk or are you chasing them
9. is it easy for them to buy you? is the offer too expensive or above their approval level
10. try writing a post card or old fashioned letter with an envelope or stamp (you can look up any of these items online if you don't know what they are)
11. how many different ways and times did you try calling them?
12. what do you say in your voicemails so that they would be interested or curious about calling you back?
13. have you used *67 (or whatever you use) to block your id
14. how about calling the receptionist and getting an internal transfer if you have been trying them direct
15. or have somebody else call them
16. have you sung the song “Ain’t Too Proud to Beg Sweet Darlin” in their voicemail
17. what about LinkedIn or other social media to see if you know anyone who knows them that can tell them to call you back
18. how about accidentally bumping into them at the local Starbucks or coffee shop (no stalking allowed)
19. is their an event you can invite them to
20. have you tried calling somebody above or below them in the organization? do you even know who that might be
21. how about incriminating digital photos (ONLY KIDDING)
22. how many times do you try before you realize you might be wasting your time, or do you have no limit (which is fine – no stalking allowed)
23. have you expressed concern that you haven’t heard back if the first meeting really did go well
24. do you have enough in your funnel/pipeline (whatever you call it) that it doesn't matter if they call you back or when they do. You will still make your target/quota, etc.