After weeks of trying you connect with a prospect. Woo hoo!
The conversation goes well and finishes with something like, “I’ll get that information to you by tomorrow and I’ll call you early next week to discuss it with you.” But when you call the following week, you get your prospect’s voice mail. After repeated failed attempts to connect with your contact, you move on to another opportunity.
Here’s how you can prevent this situation from happening. Pinpoint and nail down a specific day and time before you end your call. Here is an example of how you can do that easily and without sounding aggressive or rude.
“I’ll get that information to you by tomorrow and I’ll call you next week to discuss it with you. How does Tuesday morning work for you? Great, what time works best for you? Any time in the morning? Is your calendar open at 10:15? Terrific; l will send you an e-mail invitation this morning so we can both confirm next Tuesday at 10:15 a.m.”
This assertive approach is extremely effective for getting your prospect to schedule a specific time to speak with you, which means that you increase the likelihood that you will actually connect with your prospect-especially if you have the courage to ask them to mark the call in their calendar. Not only does it demonstrate your expertise and professionalism, it differentiates you from your competition, and in today’s crowded marketplace, it is essential to find little, yet meaningful ways to stand out from the crowd.
Get the prospect focused