Prospecting is an essential step in the sales process. Neglect the need to consistently add new prospects to your funnel, and you'll notice your sales drop. Getting prospects to return calls is where many salespeople get flustered. Here are 12 ways to help get prospects to call you back!

1. Colleen Francis
www.engageselling.com

2. 1. The Fine Line Between
Persistence and Stalking
• I rarely ever give up. That being said, I don't call my
prospects twice a day, either.
• The trick is to call consistently, and if you leave a
message, tell the customer precisely when you will call
them.
• Most experts agree that it takes at least 4 attempts to
reach your prospect. Realistically, I find that number can
be closer to 8.
• Some of my best customers today are those who I was
initially the most patient with, and to whom I made
multiple calls over a period of weeks, or even months.

3. 2. Let Them Off the Hook
• In a voicemail, it’s a great idea to tell a prospect that it’s
OK to say no.
• Often, by letting them off the hook, they’ll either call you
back letting you know they’ve found another option or
will apologize for not getting back to you sooner.
• Either way, taking some of the pressure off your
prospect is an excellent way to get a response from
them.

4. 3. Send a Handwritten Note
• Sending a handwritten note after your first sales call will
dramatically increase your chances of getting a return
call.
• These notes increase your likeability, helps make the
prospect feel good about you, and encourages them to
take your calls.
• I never cease to be amazed by the number of emails I
receive from clients and prospects thanking me for my
handwritten notes.

5. 4. Put Them on Auto-Drip
• If you’ve tried everything you can think of but still aren’t
ready to give up yet, consider putting the prospect on
auto-drip.
• That is – send them something of value (not simply
advertisements) every month or every quarter.
• This will help keep you at the top of their mind,
showcase your expertise and they may receive
something from you down the line right when they’re
ready to buy.

6. 5. Ask if They’re Okay
• Prospecting doesn’t have to be 100% serious, 100% of
the time.
• Have a little fun and don’t be afraid to add some humor
to the mix!
• Consider a message an Engage client sends out: Dear
Bob; On the XXth of June, I sent you an email asking
for… and as I haven't heard from you, I can only assume
one of the following: 1) You're now not interested and I'm
reduced to the status of an annoying piece of spam
clogging up your email; or 2) You desperately want to
contact me, but you're trapped under a fallen filing
cabinet and can't reach your phone or PC. Your
guidance would be greatly appreciated. Kind regards,
Michael Freer P.S. If it is #2, please let me know and I'll
send someone to help you out.

7. 6. Create a Deadline
• After every conversation, you should gain agreement
from the prospect as to next steps, and the date they will
be accomplished.
• That way, when the time for the follow-up call comes
around and the prospect doesn't show up, you can leave
a message without being pushy or imposing.
• Reminding them of your agreement will help move them
to call you back. If they don't return your call in a couple
of days, keep calling, and gently remind them of your
mutual agreement.

8. 7. Keep Track of Who Hasn’t Answered
• Document each call or email in your CRM, so you can
remember when you last spoke with, left a message for
or sent an email to a client.
• You can then bring up those dates in a subsequent
message.

9. 8. Separate the Facts From Your
Imagination
• Try to find out what's really going on, rather than what
you simply think or assume is happening.
• Making assumptions is a fantastic way to land yourself
into hot water. Your assumption will generally be either
hit or miss. Will your prospect want to work with
someone who makes the right judgment only 50% of the
time?
• Find the facts and you’ll be better prepared to meet the
needs of your prospects and position yourself properly.

10. 9. Call Early or Late in the Day
• One of the ways I follow up with senior-level decision
makers is to call either quite early in the morning (say
around 7:30am) or late in the day (after 5pm).
• If I don’t get a hold of someone at those paints, I don’t
leave a message.
• By calling at these times, the decision makers are often
alone in the office without a gatekeeper, and therefore
more likely to pick up calls themselves.

11. 10. Change Your Media
• If a prospect hasn't responded to an email you sent
within 5 business days, call to ask them if they received
it. Likewise, if they haven't responded to a phone call,
send them an email.
• Everyone has their own preferred way to communicate.
Your job is to find out which communication tool is easier
for the prospect.
• If you leave a voicemail, you can inform the prospect
know that you’ll be getting in touch via email as well in
case that is their preferred method of communication.

12. 11. Prepare for the Final Approach
• Whether in voice or email, when you're ready to
permanently write an uncommunicative prospect off, let
the customer know that this will be the final attempt you'll
be making to reach them.
• In your final communication, do leave the door open for
them to work with you now or in the future.
• Leave your contact details with them so it is easily
accessible in case they choose to work with you down
the road.

13. 12. Have Some Fun – Take a Risk!
• Engage customer Greg Higgins uses this approach with
great results: "Hi Bob, this is Greg from ABC
Corporation. I'm beginning to feel that we have a love-
hate relationship with your answering machine - I love to
leave messages, you hate to return them. Maybe we can
talk soon. Thanks.”
• A sassy, in-your-face approach could be exactly what
gets the prospects attention.
• It may be best to use such an approach only in
desperate cases, but what do you have to lose?