You finish your model presentation, and your prospect states, “Everything looks great but we’re going to keep looking. I’ll call you in a couple of days and let you know.” Several days pass, a week, then a month. They don’t return your calls, and you have no idea why. Sound familiar? I’m not sure what’s more frustrating; not getting the business, or not knowing why.
Here are some easy tips to get prospects to return your call.
Establish Follow Up Guidelines Upfront
Let them know you will follow up on this or that.
Keep a few tidbits to yourself that they may need, so it gives you multiple reasons for follow up and a reason for them to pick up your call. At the very outset, establish guidelines for the relationship you are about to enter.
You’re going to keep looking? Is there something in particular you are looking for that we have missed?
(Answer here will determine the next statement)
Okay, well just know I am going to follow up with you and I just want you to know, upfront, it’s okay to tell me if you find something else you like better… You won’t hurt my feelings and it will save us both time. Sometimes, a client chooses to go a different direction, and I get that. If at any point while working together, you determine my product isn’t the right fit, please let me know. If we could have that agreement upfront, I would appreciate it.
Voicemail with Email
So maybe that don’t return your voicemail. However, within your voicemail, you should inform them that you are sending an email. Many busy decision makers never take unexpected calls, but they will respond to email. In my email I write: Mr. or Miss Prospect, upon our last discussion, you requested I follow up with you at this date and time regarding… I’ve tried several times to call you, but unfortunately, we haven’t been able to connect. I don’t want to become a pest. Please let me know your situation, so I know a good time contact you.
Because many people aren’t comfortable telling you “no” over the phone or in person, this approach gives the prospect a way out of the situation, and you can spend time with people who are ready to buy. Often times, you uncover the reason for the delay.
Call your phone company and ask how to disengage your caller id. This way your prospect can no longer screen your calls. Do the same with your cell phone.
Follow Up should include: Calls, Emails, Mail, Video Email and texting if appropriate. You should be fluent in all forms of follow up and make sure to ask which way your client prefers to be contacted.
Finally, always be willing to walk away after all attempts have failed. Your time is valuable, and you shouldn’t waste it on people who lack the courtesy to respond to your calls or emails after multiple attempts. When you provide one final opportunity, state: Mr. or Miss Prospect, you requested I contact you on… I’ve tried several times, but I never heard back from you. The home we talked about is now being looked at by other families. So I’m going to discard your file if I don’t hear back from you by tomorrow.