Sales Courtesy

By Dennis O’Connell, Business Development Manager, HTG Peer Groups

Here is a scenario that I experience all the time in my sales efforts and I want to see how many of you have the same experience. I call a prospect and one of three things happen:

I happen to get them on the phone.  We either have a good interaction; they tell me they are not interested; or we schedule a time to talk when they are more flexible.  This happens 5% of the time.

The receptionist or someone else from the company answers the phone and takes a message.  I am told they will pass it along and the person I am reaching out to will give me a call back.  I follow up with an email and ask them for a response. This happens 15% of the time.

I don’t get them on their phone and get routed to voicemail.  I always leave a message that includes my name and phone number and state I will follow up with an email and ask for them to respond by either calling me back or via email.  This happens 80% of the time.

My question to you is “How many people call you back”?  In the last twelve months, the answer is zero people have called me back.

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