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Why prospects aren’t calling you back
It is important to remember that a valid business reason is the reason the prospect would want to meet with YOU. (It is not the reason you want to meet with them!)
Why prospects aren’t calling you back
- 1. WHY PROSPECTS AREN’TCALLING YOU BACK AND WHAT YOU CAN DO ABOUT IT
- 2. LET’S FACE IT: Sometimes, even after you’ve left repeated messages, your prospect doesn’t return your phone call. “Maybe they’re busy,” you tell yourself. “Maybe they don’t call anyone back.” But that’s only part of the truth.
- 3. THE REALITY? They’renot calling you back because you haven’t given them a reason to pick up the phone.
- 4. DO YOUR CALLS SOUND LIKE THIS? “Hey, I have fantastic idea I want to share with you!”
- 5. AND CHANGE THE CONVERSATION
- 6. CHANGE THE CONVERSATION Give them a reason to call you back. We call this the Valid Business Reason.
- 7. LOCK ONTO THIS: A Valid Business Reason is not why you want to talk to the prospect. It’s why the prospect should want to talk to you.
- 8. 3 A VALID BUSINESS REASON HAS THREE COMPONENTS
- 9. 1. SHOWS YOUKNOW SOMETHING ABOUT THEIR BUSINESS
- 10. 2. GIVES THEMA SPECIFIC REASON TO MEET WITH YOU
- 11. 3. GIVES THEMA REASON TO MEET WITH YOU NOW
- 12. AND LOCK ONTOTHIS: A process reason is better than a product reason.
- 13. A PRODUCT REASON SOUNDS LIKE: “I’d love to talk to you about our new XYZ line and how it can boost revenue and profit for you in the next quarter.”
- 14. A PROCESS REASON SOUNDS LIKE: “Our diagnostic system has uncovered unique opportunities for a several companies similar to yours. I’d like to take you through it.”
- 15. More clients are intrigued and excited about a process they can apply than a product they can buy.
- 16. Wonder if thereason you’re offering is a Valid Business Reason?
- 17. IT IS AVALID BUSINESS REASON… if it’s why the prospect should want the meeting, not why you want it.
- 18. TAKE TIME TOGET IT RIGHT. A really good Valid Business Reason has two huge advantages: 1 You’re more likely to get the meeting. 2 The meeting is more likely to go well.
- 19. Need help gettingmore appointments? Learn about our Appointment Lab