An Engaging Conversation?

Today I am sharing a question from a reader of this newsletter… I’m also sharing my answer.

Question: I am fearless when it comes to prospecting and I know the people I want to reach. My problem, however, is that I have been forgetting that my real goal is to get appointments. I’ve been focusing on simply gathering information about prospects, including whether they used services/vendors like mine, if they had needs that we could assist them with, etc. Some of the conversations were easy because they came out and said “yes, we have needs…” but most of the time I have been told they weren’t interested or already had a vendor for our service. I have spoken to folks in dozens of companies, asked my questions, and when I was given one of those responses I simply said ‘OK’ and asked if I could email them our literature and follow up later. I feel I did not ask for the appointment correctly and sometimes I didn’t ask at all.

My question to you now is this: how would you recommend I follow up when I call them back? I have a calendar FULL of follow-up phone calls to make. Do I start by the generic ‘did you get my information?’ How else would you recommend I continue engaging them in conversation and then ask for the appointment this time around?

I am afraid that all I will hear now is “we have your information, we’ll call you if we have a need.” I am afraid that I have missed the opportunity to ask for the appointment when the opportunity was there the first time.

S.K., Kansas

Wendy’s answer: You have truly identified the issue, S.K. You forgot that your goal was a meeting and you didn’t ask for the appointment or you didn’t ask clearly or you gave up too easily. Unfortunately sending information can be a trap that results in the response, “we have your information, we’ll call you if we have a need.”

My best advice to you is to call your prospects back and ask them for the meeting. Don’t talk about the information you sent, don’t gather more information from them, simply ask them for the meeting.

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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