WHY PROSPECTS AREN’T CALLING

YOU BACK AND WHAT YOU CAN DO ABOUT IT

LET’S FACE IT: Sometimes, even after you’ve left

repeated messages, your prospect doesn’t return your phone call.

“Maybe they’re busy,” you tell yourself. “Maybe they don’t call

anyone back.”

But that’s only part of the truth.

THE REALITY? They’re not calling you back

because you haven’t given them a reason to pick up the phone.

DO YOUR CALLS SOUND LIKE THIS?

“Hey, I have fantastic idea I want to share with you!”

AND CHANGE THE CONVERSATION

CHANGE THE CONVERSATION

Give them a reason to call you back.

We call this the Valid Business Reason.

A Valid Business Reason is not why you want to talk to the prospect.

It’s why the prospect should want to talk to you.

LOCK ONTO THIS:

3 A

VALID BUSINESS REASON

HAS THREE COMPONENTS

1. SHOWS YOU KNOW SOMETHING ABOUT THEIR BUSINESS

2. GIVES THEM A SPECIFIC REASON TO MEET WITH YOU

3. GIVES THEM A REASON TO MEET WITH YOU NOW

AND LOCK ONTO THIS: A process reason is better than a product reason.

A PRODUCT REASON SOUNDS LIKE:

“I’d love to talk to you about our new XYZ line and how it can boost revenue and profit for you in the next quarter.”

A PROCESS REASON SOUNDS LIKE:

“Our diagnostic system has uncovered unique opportunities for a several companies similar to yours. I’d like to take you through it.”

More clients are intrigued and excited about

a process they can apply than a product they can buy.

Wonder if the reason you’re offering is a

Valid Business Reason?

IT IS A VALID BUSINESS REASON…

if it’s why the prospect should want the meeting,

not why you want it.

TAKE TIME TO GET IT RIGHT.

A really good Valid Business Reason

has two huge advantages:

1 You’re more likely to get the meeting.

2 The meeting is more likely to go well.

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