We are hearing more and more often these days how prospects don’t return phone calls.Now, that’s not unusual or new.But lately it just seems to be happening a lot more often.And with that in mind, here are some thoughts about how to deal with this unfortunate behavior.
Don’t take it personally.If they are not calling back, it is for reasons that go beyond how they feel about you.They just could be very busy.They may have nothing to discuss.Meeting you or even speaking with you could be a low priority item at the moment.They could be worried about their jobs and focusing on other things.But it’s not you, it’s the situation.
Not calling back is in itself a message.If there was a pressing reason to speak, they would return your call.But they haven’t.So although there are nicer and more professional ways to let you know that, not returning your call (or calls) does in fact send a message.
Keep Calling We used to adhere to the “three strike rule”—after three attempts with no response, give it a rest.Try again several months later, but don’t become a nuisance.But we are hearing more and more people encourage salespeople to keep on calling.Six or seven calls might be in order today before you back off.Think about that.We are.
Of course, when you don’t get those returned phone calls it can be downright disheartening.It is not a classy way for people to behave.But it happens often these days.Keep these things in mind as a way to continue in your efforts to demonstrate your professionalism when call prospects.
Next month we’ll offer four more tips for what to do when they don’t call back.