Reduce Your “No-One Is There” Call Back Rate
Do you sometimes find when you call back a potential partner or customer they have somehow mysteriously disappeared off the face of the earth? That bubbly enthusiastic person you connected with, who wanted to make a change and said they were serious, just somehow vanished into outer space?
Well, people not getting back to you or not being there when you call is the symptom of a problem, not the problem itself.
The real problem is usually because of one or more of the following...
- There wasn't sufficient commitment on the part of your potential partner or customer to take action as a result of your previous call (Which is why the Natural Selling Discovering Dialogue Framework is so important) click here for a free download of the Framework
- The action step discussed was not specific, measureable, achievable, realistic or time-based (SMART)
- Not enough personal responsibility was understood and accepted by the person you called
It’s the third item I would like to discuss this week.
Anytime you plan on calling someone back, especially if you have given someone a task to do such as sending them to a web site, or attending a call... It helps to embed some personal responsibility thoughts in their head using questions such as;
Would you grab a pencil or pen and write down my phone number and email address so that you can get back to me if something comes up and you’re not able to make (the call)?
As a professional and personal courtesy would you get back to me via phone or email even if this is not what you want so that I can reschedule my time?
I think you can appreciate that time is a valuable commodity, so if you’re not able to be there when I call, would you email or call me to let me know so that we can reschedule?
Would you let me know if you’re not able to make the call so that I can reschedule my time?
When you ask these types of questions you get specific. When you get specific, you appear and sound as if you’re in control of yourself and acting as a leader. People like leaders!
Most importantly, it helps others take responsibility for doing what they agreed to do when they say yes. It makes them uncomfortable if they don’t follow through with their agreement. They have to “close the loop”.
Chapter 15 of my best selling book addresses the issue of commitment as do the CD’s “The Best Of Michael Oliver’s Fast Track TeleClasses”. You can get both in my Home Study Course by clicking here. You’ll also get the very popular CD’s called “12 Ways To Start Effective Conversations Without Fear”. Everything you need to know about how to effectively and comfortably attract people toward your business and products.
So if you want to increase your odds that someone is going to be there, or at least let you know what their status is, start asking Personal Responsibility Questions
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Best Selling Author of "How
to Sell Network Marketing Without Fear, Anxiety or Losing Your
Friends!" - Selling from the Soul. Ancient Wisdoms.
Modern Practice.
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