You’re excited over the lead you just received.

You know it’s a good one. In fact it’s the type of lead where you know you can make it a one, at best a two, call sale.  Problem is your calendar is hammered. You’ve got a ton of other things you’re already working on, plus you’re on the road the entire week.

Does this sound like you at one time or another?  Sure it does, but here’s where it goes bad.

The lead smells great. You feel good so you immediately call the person back, and before you know it, you’ve reached their voicemail.  You think, no problem — just leave a friendly message and boom, they’ll call back and life will be good.

In your process of leaving your friendly message, you let them know you’re busy and you then go onto say the best time for them to reach you is between 2 and 4 PM ET later today.

Guess what? You just blew it!

Telling the prospect when you can be reached is like saying you’re better than them.

How do you know their schedule isn’t crazier than yours?  You don’t, so why assume?!  Leave the door open for the prospect to return the call whenever they choose, regardless of your schedule. Remember that it’s your obligation as the salesperson to contact them, not the other way around.

If your schedule is full, get over it.

Your message should still invite them to call you anytime.

Yes, they could get your voicemail, but remember that it’s your obligation to reach them.  Only if it becomes a game of voicemail tag should you offer up to set a time that works for both you. Scheduling a time is a great strategy, and for some prospects who are very busy, they will appreciate and be thankful that you suggested that approach.

Excuse me, but I have to get back to the phone and follow-up on some more sales leads.

Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.




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