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Getting Prospects to Call You Back

Posted By Administration, Wednesday, January 16, 2013
Updated: Friday, August 30, 2013
I don't mind calling for appointments, but many times I am forced to leave a voicemail message. What can I can do better or differently to get more people to call me back?

With emails and voicemails, key prospects are often difficult to reach. A recent Wall Street Journal on how CEO's spend their time shared that 67% of their time is spent in meetings. With the likelihood of getting their voicemail, what is the difference between folks who get called back and those who don't?

One of my favorite sales experts is Jill Konrath. In her book "Selling to Big Companies", she shares "9 Tips to Get Prospects to Call You Back".

  • Get down to business right away.
  • Reference any referrals upfront.
  • Show you've done your homework.
  • Mention a recent newsworthy event.
  • State a strong value proposition.
  • Share a fresh perspective.
  • Eliminate any self-serving verbiage
  • Sound like a trusted peer.
  • Use a script as a foundation.
Consider these 9 points when preparing, and then calling prospects. Don't wing it when making sales calls.

TIP:Jill has a lot of great resources on her website - and much of it is free. Go to her Free Resources Page for her Prospecting Tool kit. It includes a one page sheet with more information on the 9 tips above.

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