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How to Get Prospects to Return Your Calls

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It’s fascinating how small the difference is between a top salesperson and an average salesperson. Being a step above your competitors in the smallest of areas can equate to hundreds of thousands of dollars of difference. Of these little steps, none may be more important than getting prospects to return calls. Here are six simple questions you can ask yourself to increase the chances of getting a returned call.

  1. Who referred you? Face it: The business world is a lot about who you know. If you were told to call an individual through some kind of mutual connection, don’t leave that out. In fact, you should probably mention that mutual connection more than once in your initial phone call.
  2. Why are you calling? Keep in mind that your prospects are probably bombarded by phone calls each day. The last thing they want is another lengthy call. Have a specific purpose to the call and stick to that purpose.
  3. What’s in it for them? Don’t just make a pitch and move on. If your prospects are going to be involved with you, they want to benefit from it. Tell them in the initial call about the benefits they will reap by working with you.
  4. When can they call you back? Daunting games of phone tag might contribute to losing prospects. In your call, tell prospects the best times to reach you. Be sure you are available during those times. If you tell prospects it’s a good time and you’re not available, they may become annoyed.
  5. Is there an alternate method to reach you? Give prospects the opportunity to reach you in another way, perhaps text messaging or email. This shows them your commitment to connecting with them.
  6. Can you keep the returned call brief? When prospects call you back, odds are they will want to keep the call brief. Alleviate any hesitation to call you back by insisting that you will keep the return call brief, that you are not interested in wasting their time.

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Josh Mellberg is founder and president of JD Mellberg, a financial planning firm specializing in wealth preservation portfolios and estate planning, and Ultimate Advisor Training, a financial sales training company. For more information, go to or visit his blog at