Although sales are one of the most rewarding careers on earth, it's also among the most challenging. The differences between prospecting and closing deals are far apart. The former requires getting a stranger interested in a product or service while the latter involves convincing people who already have the interest to buy. The phone is still one of the most effective ways to acquire or convert leads. Here are 5 ways to get prospects to call you back.
1. Be Personable
The most important of the 5 ways to get prospects to call you back is to learn the difference between persistence and being annoying to people. Persistence allows you to maintain focus on the goal in your quest to communicate on a level of trust. Usually, it takes a sense of caring about the prospect as a unique individual. Otherwise, you may come off as just a generic marketer.
People tend to hang up on generic marketers based on the sound of their contrived attempt at reading a script. A better way to break the ice with strangers is with a more pleasant and personal voice without the hype.
2. Send a Handwritten Message
Another personable solution on how to get prospects to call you back is to send them a hand-written letter. In the digital age, it's surprising and sometimes refreshing to see a handwritten note. It indicates you've taken extra time to share your thoughts with the person directly.
Just make sure your handwriting is legible so that the message isn't lost. Make it look closer to artsy than messy, which will increase your odds of getting a response. It will alert them you're a human, which stands out from all the junk mail that comes from a machine.
3. Track Your Calls
Learning how to get prospects to call you back often comes down to tracking your calls and rating them as "warm," "cold" or "missed" leads. The cold leads can be set aside for a while and nurtured in the future, whereas warm leads should be prioritized. One of the major small business challenges in 2021 is to invest in digital transformation, which opens the door to big data and extensive tracking.
The more data you can collect on your calls, the better chances you'll have at determining the best time of the day to make calls for specific market segments. At the very least, you should keep track of the phone numbers for prospects who didn't answer and recycle them for the future.
4. Eliminate Negatives
Another effective way to get prospects to call you back is to leave out all the negative words that can enter a conversation involving disagreement. When someone just says "not interested," don't take it as an insult, but as a clue to move on. You will not be productive spending time with people who have no initial interest in talking with you about anything once they perceive you're marketing something. When prospecting you will hear the word "no" much more than "yes." At the same time, realize that "no" usually means "not right now" for many people. Thank the prospect for their time instead of trying to launch an aggressive debate.
5. Make Follow-up Calls
Many people no longer answer the phone when it rings. They might wait for a message then decide to answer. Cold calling isn't really about leaving messages, which can annoy people that you're filling up their message box. Calling interested prospects is a different story. Once you know someone who wants to learn more about your product or service, they move from the list of cold to warm leads. The contact may then be allocated to a sales agent, but if you have a shot at it, go for it.
Many times follow-up calls are precisely the key to closing deals. That's why it's important to find out early on in the call if the prospect is really interested vs. someone who's really bored and just wants to waste your time. If they're interested but can't talk at the moment, by all means, ask what would be a better time to call. By then you should be calling the prospect by their first name.
Regardless of the technology you use for prospecting, be aware of how consumers are attracted more to personalized communication than high-pressure marketing approaches. As much as people avoid answering calls today to dodge telemarketers, it's a numbers game that still gets results. Investigate e marketing consulting for further information on the most effective ways to get prospects to call you back.