Tip # 8: Be persistent, polite, and professional but not a pest.
If you follow this formula, about 70% of the time the client is there. But, that leaves 30% who are not for one reason or another. If the prospect is not there, leave a message so that he knows YOU called on time. Say,
“Hi Jerry, its Jim Smith from A-Z Company calling for our 9:00 am appointment. Sounds like you might be tied up for a few moments. I’ll call in 10 minutes if I haven’t heard from you. In the meantime, my number is ______”
Next, call in 10 minutes. Exactly. If the prospect is still not there leave another message:
“Hi Jerry, its Jim Smith from A-Z Company, following up on our 9:00 am appointment. Looks like you’re still tied up. Please give me a call when you’re free at —– —–, otherwise I will call you later this morning or early this afternoon.”
So far you’ve been persistent without being a pest. Now, give the prospect a chance to call. A good rule of thumb is a half a day. Four hours is plenty of time and space for the prospect to call you and more importantly, it doesn’t make you look desperate or annoying. Here’s what you can say,
“Jerry, it’s Jim Smith from A-Z Company, I called a couple of times today but as of yet we have not been able to connect. When we last spoke you were concerned about your current home price and lot availability. I have some ideas for you…So, my number is _______.”
Notice how the sales professional reminds the prospect of the call but does not make him feel guilty or embarrassed by using the phrase “. . . but as of yet we have not been able to connect.” Also, notice that the sales professional reminds the prospect about their early talks and the “pain” the prospect was experiencing. In effect, he wants Jerry to think, “Oh. . . ya . . I wonder if he found a lot for me…I better get back to him.”
If that doesn’t work make four to six more follow up calls but space them three business days apart. This shows persistence but the calls are spread far enough apart that the prospect doesn’t feel like he’s being stalked. If there’s no response by then, you probably won’t get one but at least you took a good stab at it.
If you do not get a response, I think that it is OK to ask if you should stop following up. You can say something like this: “I know how busy you are and completely understand if you just haven’t had the time to reach back out. But I don’t want to bombard you with communication if you’re not interested. Just let me know if you’d prefer I stop following up.”
Remain professional and give them a way out if you feel that they need one.
Catalyst Consulting 