[Video] Don't Ruin a Prospect Callback by Doing This!
Getting a prospect to return your phone calls these days is a real achievement. When that happens, you need to be at the top of your game, ready to quickly engage them in a relevant conversation.
But what happens when you have no idea who's calling?
VIDEO TEXT: After making a bunch of prospecting calls, have you ever had someone call you back and say, "Hi. This is Mike & I'm returning your call."
And you think, Mike? Mike? Mike who? Your mind goes totally blank. You fumble for words and before you know it, you start sounding like a babbling idiot.
It's happened to me too. That's why I had to figure out a way to deal with it. So what I suggest you do.
The minute you feel that panic button hit, say this, "Mike. Thanks so much for calling me. I'm in the middle of a project right now. I'll be done in about 10 minutes. Can you quick give me your phone number and I'll call you right back?"
In virtually all cases, you'll get the number. Then, you go dig through your files and find all the Mikes you called -- and which one has this particular phone number. At this point, you might want to pop over to his company's website so you can refresh your memory here too.
Then, take a few minutes to figure out what you'll say when you get back on the phone. Remember, you want to be prepared. It's the only way you can be seen as the credible resource that you are. So remember, just say, "Mike. Thanks for calling. I'm in the middle of a project right now. Can I get your number & I'll call you back in 10." Got it?
YOUR TURN: How do you handle callbacks from unknown prospects? Share your story!
Jill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.