Do you get discouraged when your voice mail messages are not returned?
Most reps do and they beat themselves up about it. They convince themselves that the prospects doesn’t care; or that they asked for a quote or proposal because they wanted to get rid of the telephone rep; or that they’ve gone with a competitor who had a better price etc.
It gets so easy to convince yourself that your calls are not being returned for negative reasons that it becomes nearly impossible to pick up the phone and make another attempt. It gets far easier to quit rather than persist. But what if all those negative things aren’t happening? What if your prospect is positive about you and your company/products? What if something has happened?
Here are just 7 “positive” reasons why your calls might not have been returned and why you should continue to follow up.
1. Your Messages Were Not Received
What if your message wasn’t received because there was some technical error? What if your client has lost his access code and can’t retrieve your message? What if there was a problem with the voice mail system? If you think that the message was not received you’ll be more inclined to make another attempt or two.
2. Your Prospect Simply Forgets
You know what? People forget. Things come up. Minor or major emergencies crop up. Your call drops down the list. Maybe your prospect had every good intention and simply forgot. They’re human after all.
3. Your Message Was Confusing /Convoluted
To me there is nothing worse than a long rambling message. Most prospects won’t listen to your entire saga of a message and consequently will miss or ignore your request for a call back. Did you make your message ‘listener friendly?” If not, call again.
4. You Delivered Your Phone Number so Fast the Prospect Didn’t Catch it
Early last week I had a message from an individual who might be interested in my training services or who might be trying to sell me something. The message was vague but intriguing and I couldn’t really tell. The only trouble is I cannot figure out the phone number. She recited it so fast, so slick and so garbled that I cannot get all the digits despite listening to it several times. I can’t call her and I haven’t received a follow up call. She’s probably convinced herself that I’m not interested. Too bad, because I am.
5. You or Your Prospect Inverted Your Phone Number
I think I am slightly dyslexic. More times than I would like to admit I have inverted a number or two or three. Maybe you inverted a number. Or more likely, maybe your prospect inverted a number when they jot it down. They called you back and discovered they had the wrong number. Things like this happen. So, call and leave another message.
6. Your Prospect Expects You to Persist
Some prospects don’t make return calls for umpteen reasons. They expect you to do it. If you want their business you need to earn it the old fashion way: with a little effort. Apply the effort a few more times. Impress them with your keen follow up.
7. Your Prospect is Swamped
Most prospects aren’t sitting back and doing nothing. They’re busy. The have a lot on their plate. They haven’t forgotten you they simply have more pressing issues. They have prioritized their day. Nothing personal, simply business. So that means you might have to push the envelope a little more and little harder.
There you have it: 7 ‘positive’ reasons why your prospect hasn’t called you back. There is nothing nefarious behind their failure to call back but rather legitimate and benign reasons. If you think that way, you’ll be more inclined to pursue the prospect. So pick up the phone and try again.