Recently, I wrote about some ways to avoid having to make those "just following up" phone calls. I heard from several readers who wanted to know what to do if a prospect misses a scheduled call—a dilemma you've no doubt faced.
Here's what I do in such a circumstance: I hang up and wait two minutes. Then I call again. More often than not, my prospect answers the call and opens with an apology: "I'm sorry, I was on another call," "My meeting ran late," "I had someone in my office," "I had a problem to deal with," etc.
However, in the event I get my prospect's voicemail again, I leave a message. "Mr. Smith, Kelley Robertson calling at 10:15 as promised (those last two words are critical). I suspect that you're dealing with an unexpected problem or that you're tied up in a meeting, so I will call you at 2:15 this afternoon."
Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.
Your access to unlimited BenefitsPRO content isn’t changing.
Once you are an ALM digital member, you’ll receive:
- Breaking benefits news and analysis, on-site and via our newsletters and custom alerts
- Educational webcasts, white papers, and ebooks from industry thought leaders
- Critical converage of the property casualty insurance and financial advisory markets on our other ALM sites, PropertyCasualty360 and ThinkAdvisor
Already have an account? Sign In Now
© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.
