NFIB

Get Your Sales Calls Returned
11/ 04/ 2002

by Vicki Gerson

Many salespeople's calls are not returned because they don't provide relevant information or pique interest. To improve callback results, ensure your sales team makes the right points on calls. Hold a short meeting and suggest the following ideas:

Send an email or brief note before the call.

Have your salespeople send a brief email or note on company letterhead introducing themselves and your business, and stating time and purpose of their call. This way your salespeople won't seem like total strangers if they do end up having to leave messages, and they'll increase their chances of getting called back.

Push an important fact about your company.

Did your company win an award recently? Does your company have the only product of its kind in the marketplace? Have your salespeople push that fact when leaving a voice message. For example, "Good afternoon. My name is Randy Marks from the XYZ Company, featured in the September Naperville Chamber of Commerce newsletter for our ergonomically correct wrist support bars for computers. My phone number is 777-333-000. Please call me back at your earliest convenience."

Make a guarantee.

Tell your salespeople that they can make a guarantee that you've approved. For example, when leaving a message, mention one-day delivery, 100 percent satisfaction or your money back, or a 14-day trial period with no obligation to purchase. Whichever guarantee you decide upon, it will create interest and your salesperson will get a returned phone call.

No matter what techniques your sales force tries, there are some people who simply won't return their calls. This doesn't necessarily mean that these people will turn down your services when you talk to them. Tell your salespeople that persistence pays off and to keep calling. Sooner or later they'll get through and will have a better chance of making a sale to these individuals than they do pitching to their voicemail.

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