You try and try to get a potential client you know needs you to call back, or email, or whatever. Check out this story and couple tips to convert that prospect into a client…or at least get a response.
The Silent Treatment
One of our new reps recently came to me with a common complaint— he could not get a prospect, one he had visited several times, to return his calls. In fact, he was unable to get past the receptionist, who continued to say that the purchasing agent was too busy to see him.
Try This Scheduling Tactic
I decided to try another tactic. I called the purchasing agent’s direct line and using the rep’s name, left this voicemail: “Hi Jack, this is Mark with [company]. I have tried several times to see you but with our busy schedules, we have not connected. I will be in your area next Thursday and would like to send you an appointment for a 10:00 AM meeting. I hope to see you then. Thanks.” Then I emailed him an appointment.
The purchasing agent called back within an hour. Why? When you specify a time and date with a calendar appointment the recipient needs to take some type of action. Sometimes the response is positive. In this case, the purchasing agent advised that he was happy with his current supplier and declined our company’s invitation. So while we were able to get a response, it remained a “brush-off” and a lost opportunity.
The purchasing agent had used a quick and familiar excuse, “I am happy with my current supplier.” Another popular sales blocker is, “Just send me your information and I’ll get back to you.” And we have all heard, “Can you send me a quote on the following items?” A successful salesperson knows that these comments are all defensive actions.
Memorize this Golden Response to Get the Call Back
So how do you get a face-to-face appointment (call back) with someone and avoid these brush- offs? One suggestion is to add a next step. Ignore the negative comments and respond with a more positive suggestion, such as, “I can understand that you are very busy, and I will only take a few minutes of your time to introduce myself and our products. Should your current supplier backorder an urgent product, please keep me in mind. I’d be glad to bring it to you right away.” Memorize this response. Seldom will it fail to get you an appointment.
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