There are numerous situations where you
might be leaving a message or voicemail and wanting people to call you
back. You could be making prospecting calls, warm or cold. You could
be calling a new referral. You could be following up on a presentation
you made or getting back to someone who has expressed interest in the
past, and there are more possible scenarios. For this discussion,
let's focus on getting people to call you back after making
prospecting calls including calling new referrals.
My prospecting telephone philosophy is
offer a lot and be hard
to say no to because you are giving so much. Offer
people your time, your expertise, tell them you will talk about
whatever they want to talk about. Tell them you will teach them
whatever they want to learn about. Tell them you will answer their
questions. Tell them there is nothing to buy at this point. In other
words, they don't need their checkbook. And, be sure to mention that
you can typically make or save people thousands of dollars just from a
single meeting. If you are not offering at least this much, to me you
are not even in the game!
One more thing you can do to get
people's attention and have some fun is to
give people money!
Giving people money does all kinds of crazy things to their psyche.
They are often not sure what to do. Most people are surprised and
pleased that you gave them money. Then as they start to think about
it, some people will gladly keep the money. Some people will want to
thank you. Some people will want to give it back. Most important,
whatever their reaction, you have them thinking about you now and most
people feel they need to do something about the fact that you gave the
When I say give people money, I am
talking about a small amount like a dollar or a few dollars. I have
seen advisors effectively send brand new $2 bills in the mail with a
letter about the current economy or saving for the future. I have seen
advisors send Super Lotto Tickets for potential millions so they can
call people and ask them, "I was just calling to see if we won!"
I have had many advisors experience great luck sending $5 Starbucks
Card saying they want to buy the prospect a cup of coffee. These are
all examples of sending people money. It gets their attention and many
will be compelled to respond to you.
I have even talked a few of my coaching
clients into sending a $100 bill to a "whale" prospect. The
theory was that if the prospect made a million dollars per year,
fifteen minutes of their time was worth about $100 dollars. So the
card said, "I would like to buy fifteen minutes of your time.
Enclosed is a $100 bill for that purpose." That one always works.
And guess what, no one keeps the money! I do however recommend you
make arrangements with the prospect's assistant in advance to make
sure the right person gets the money. Plus the assistant will usually
appreciate being involved in something fun and out of the ordinary.
So there you have it, my two favorite
ways to get people to call you back.
Offer them everything
you possibly can in the beginning which makes you hard
to say no to. And, if appropriate, send money, which can also be a lot
One other approach I learned from my
former sales manager who was a total character. He would call his
referrals and say this: "Hi, Bob, this is Johnny Walker. I just
wanted to let you know that I was talking to one of your friends a
couple of days ago and I was wondering if you would like to hear what
people are saying about you?" And, then laughingly finish with
"you can reach me at..." A surprising number of people would call
him back right away!
Enjoy the spring weather,
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